CS 183s; Lec 2 “Teaching is selling. Selling is mentorship”

By Larry Chiang

Problem: Few people care about your friends’ startup.

	Justin Kan (@justinkan)
6/27/15, 2:14 PM Startups mostly don’t compete against each other, they compete against no one giving a shit

Solution: #cs183s solves people not caring.
Teaching is selling.
Selling is mentorship.
Mentorship is relevant and might get people, and more importantly your prospects, to care.

At first, no on cares. So, marketing won’t work…

#cs183s; Lec 2 is stand alone or #2 in a series that goes to twenty.
Subject= “Teaching is selling. Selling is mentorship” = lecture 2.

	Larry Chiang (@LarryChiang)
12/17/15, 7:33 AM #cs183s lec 2 Teaching is selling. Selling is mentorship

If you favorite that tweet I’ll know you’re reading and studying this as a CS major. Plot spoiler: few will fave or like this tweet because CS majors hate sales skills 😉

	Larry Chiang (@LarryChiang)
12/17/15, 7:38 AM #cs183s lec 2 Teaching is selling. Selling is mentorship. Video 1

Video 1 summary. “as a CS major, you are in a unique position to advocate small innovations. When you’re teaching a person about a product you did not code, you’re in essence selling them on something.”

	Larry Chiang (@LarryChiang)
12/17/15, 7:39 AM #cs183s lec 2 Teaching is setting aside your need for an immediate sale- Doing mentorship Video 2

Video 2: What’s great about being chinese in sales, making sales calls is that the plant manager or CTO does not see you as a EFFEN SALESPERSON. The person you’re trying to sell, see you as a “consultant”. They see you as an Asian mentor that is doing in-person “technical support”

Google the difference between account manager and account representative. Because new account creation and lead generation is some of the toughest work to do in Silicon Valley.

#cs183s at the core is mentoring prospects. When you’re 6’5″, people are so starved for mentorship that they will ask, “do you work here {I want you to sell me something}

#cs183s at its foundation is, teaching people to save people money. Software can’t eat the world until you CS major CRO’s sell.

	Larry Chiang (@LarryChiang)
12/17/15, 7:44 AM #cs183s lec 2 Doing mentorship, while you’re trying to SELL Video 3

Video 3 is an example of mentoring a prospect.

	Larry Chiang (@LarryChiang)
12/17/15, 7:45 AM #cs183s lec 2 Mentoring in your attempt to even set an appointment (to later ‘s’, SELL them Video 4

Prospects are not aware and will actively avoid interaction. Video 4 solves this.

You. Want. To. Incorporate. Mentorship. Into. Your. Attempt. To. Set. An. Appointment. | No need; No Trust is #cs183s Lec 7.

You sales prospects aren’t on SnapChat or WeSext. And they don’t wanna be Facebook friends. Their LinkedIn emails go strait-to-spam. Your sales target still checks voicemail.

	Larry Chiang (@LarryChiang)
12/17/15, 8:02 AM #cs183s lec 2 Mentorship. How to close a deal via VOICEMAIL Video 6

No one the CTO knows who’s under 25, leaves voicemails. Btw, execs don’t trust young people to pick up and talk on the telephone. LEARN TO LEAVE VOICEMAILS in 2017!!
#cs183s Lec 5; dealing with objections verbalized and Unverbalized

	Larry Chiang (@LarryChiang)
12/17/15, 8:05 AM #cs183s lec 2 BONUS: How do I get an executive’s cellphone number (so I can mentor them via text) Video 7 pic.twitter.com/IOfd7V4QcF