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Achal Mehra——我的CTO拒绝了。我们和一个汽车经销商快要达成交易了，但他还是拒绝了。从常理来看，Achal的做法对生意来说简直是自杀式的。我们可能会美化产品、美化初创企业——但除非有现金流，否则对企业来说就是自杀。但他还是对的，我为自己在向客户推销产品时错过了重要的一点而感到羞愧，而这一点比销售更重要。我不确定是否有更好的、更聪明的处理方法，但他的做法仍然让我觉得是对的。我们有一个好客户——一个汽车经销商。我们下午5点30分和他们的服务主管谈话。在30分钟的会议中，这位主管至少被他的团队打断了5次。这就是汽车经销商的日常。快结束时，他说：“让我们开始试用吧。我们明天早上9点30分讨论商务合作。” 相信我——我们不再是企业了……我们没有赚到几千美元来开会。只有当客户购买时，我们才能拿到报酬……所以这对企业来说是一个顿悟的时刻。这对一家初创企业来说是一个重要的观点……“我们努力奋斗……才能接触到真正从你这里购买的客户”。但后来Achal给我打电话说：“我们甚至不要开始试用。”我懵了——“真的吗？你什么意思？”我说。 Achal说：“我不相信我们已经充分了解客户和他的问题了。他真的很忙。” 现在，我看到了Achal观察到的东西。我在忙着解释我们的解决方案时错过了这个重要的点。说实话——我对此感到有点羞愧……我怎么会错过这么重要的一点。虽然我们可以美化产品，但请记住——金钱、销售额、收入是企业的生命线。 Achal展现了勇气，在为每一次胜利都拼命努力的情况下，对潜在的回报说了“不”。但初创企业、企业也远不止金钱或生命线……它必须能够创造价值。第二天早上9点30分——我们和经销商及他们的经理进行了有史以来最好的通话……没有销售……只是倾听，与客户深入交谈——他们的背景，向他们提问。我们还没有完成这笔交易。我们很可能仍然无法完成。但我们现在感觉更富有了……努力创造价值，倾听，了解客户。说实话——我对自己有点羞愧——我怎么会忽视这个微妙的点和更大的图景。但生意就是这样……我们犯错，崛起，跌倒……但一切都不能凌驾于客户价值之上。是否有更好的方法来处理这种情况？

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Achal Mehra - my CTO refused it. We got close to close sales with a Car Dealer & still he refused it.Achal's point in normal sense is suicidal for business.We may romanticize product, startups - but unless cash flows - it's suicidal for businesses.But still he's right & I feel ashamed to miss important point pitching our product to customer but missing point more important than sales.I am not sure if there's a better intelligent way to handle the situation, but still it just feels right what he didWe got a good customer - a Car Dealer. We talked to their Service head at 5.30pm. The head was interrupted at least 5 times in a 30 min meeting by his team. The normal day at an Auto dealer.Towards end - he said - let's start a pilot. Let's discuss the commercials tomorrow 9.30am.Trust me - we are no longer in corporate...We aren't made 1000s of dollars to do meetings. We get paid only when customer buys...so this is ahha moment for businesses.This is an important point for a startup..."We grind a lot...to reach an actual client who purchases from you".But then Achal call me & says - "Let's not start even pilot". I was lost - "Really? What do you mean" - I said.Achal said - I am not convinced that we have heard enough of client & his problems. He was too busy genuinely.now, I saw what Achal observed. I had missed this great point while busy explaining ours solution. Tbh - i am little ashamed of that...How could I miss this important point.While we can romanticize about product, remember - money, sales, revenue are life line of business.It takes courage that Achal showed to say "no" to a potential reward - when we work so damn hard for each win.But startups, business are way beyond money or lifeline too...It has to be able to generate value.next day 9.30am - we had best call ever with Dealer & their manager...no sales....Just listening, conversing deeply to client - their context, asking them question.We haven't yet closed this sales. We may well still not close it.But we feel much richer now...working to build value, listening, understanding customer. tbh - I am little ashamed of myself - how can I overlook this subtle point & large picture.But that's how business are...we make mistakes, rise, fall...but nothing must get before value for customerAre there any better ways to handle such situations?

为什么我的联合创始人拒绝做销售？自白