This is a question that is frequently raised in our ASE meetings.
Whether in business or in life in general, I feel that ability to convince and persuade, is a most important differentiator between success and failure.
We all inadvertently sell. Many conversations opinions and assessments we engage in, are selling statements. Some have opined that the ability to communicate and connect is probably one of the most important skills a person can acquire. It helps develop and maintain relationships.
All Entrepreneurs need a mix of different skills, but the ability to be a salesperson is perhaps the most important. Selling doesn’t end with customers: It’s a part of leadership.
It is not in merely convincing your customers to buy your product, but convincing people to extend credit (Bankers, Investors, Suppliers) to you and even convincing people to come to work for your company and stay with your company.
Revenue generation is the lifeline of any business.
Sales are the engine, customer satisfaction is the fuel.
Ability to raise finance to start or expand your business is also dependent upon your ability to convince.
Need for growth of your business is a natural progression.
Profits escalate when you leverage your value-add. But that requires team building.
It entails power of telling your story, engaging and building teams.
Being able to sell your team on your vision and your leadership could mean the difference between attracting the best of the best or merely mediocre employees.
It is said, that we humans feel before we reason, only then, we believe.
Before you succeed in selling, your counterpart has to like you respect you and trust you.
Here are some simple and very effective ways to be persuasive.
· Possess the ability to make others feel comfortable
· Convey respect and be authentic – the core of communicating well.
· Appear to be confident and at ease.
· Do your homework, show interest in others; if possible maintain eye contact, ask questions and actively listen
· Help them solve their problems – Their success is your success.
· Have the ability to not take yourself too seriously. Never appear too perfect – Show vulnerability it makes you relatable and human
· Extend yourself lean into a greeting with a smile (shortest distance between two people)
· Convey a sense of enthusiasm and energy
· Be well rounded, well informed, and well-mannered, aware of gender and cultural sensitivities.
· Prepare vignettes or stories of actual occurrences that are interesting, humorous and appropriate
· Do favors – Introduce people to each other with an infectious enthusiasm (Power of Reciprocity)
· Thank them and always remember to follow up
Selling, in other words, is fundamental; the critical skill for all entrepreneurs.
Shishir Lakhani, ASE