Selling: Why Do People Do Things?

If you’re an engineer new to selling, the word “sales” may have a nasty ring. Perhaps it conveys “getting somebody to do something they don’t want to”. Perhaps it invokes thoughts of pushiness or even sliminess. But at core, “selling” is another word for “convincing” or “inspiring”. Selling is a series of steps and techniques designed to bring another human being to see your point of view. And not just seeing that POV, but agreeing enough that they take action, typically by writing a check.

Nothing big ever happens in this world without motivating other humans to participate. Selling is a core component of leadership. Selling techniques are time-tested and experience-honed and many of them are relevant no matter what venture you’re building, whether you’re selling a product, raising money, or making a social change.

The person you are selling to is a human, and all humans have common...