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Sales Skill Is The Key Factor to Success, No Matter What You Do

Sales Skill Is The Key Factor to Success, No Matter What You Do

Ask any successful business owner about the one skill that contributed to their success. Without a doubt, they’d say “sales skills.”

You might be thinking, “This doesn’t apply to me – I’m not a salesperson or business owner!” But if you think about selling as explaining the logic and benefits of a decision, then everyone needs sales skills.

It’s the art of persuasion. The job of a salesperson is to get customers to buy products and services. To convince people that their product is the best, a salesperson needs to gain customers’ trust in a short period of time. This is true whether you’re peddling a product, a service, or your personal brand.

Sales skills can help you win friends and influence people, no matter what your job is.

Here are five rules of thumb as you develop your sales skills.

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1. Build relationships first.

Before making any requests, build trust with people. Try to find out what they’re interested in by observing, listening, and asking questions. Instead of using “I” and “me” in conversations, veer toward “you” and “we.” Show genuine interest in their personality, work, and hobbies.

As you build this relationship, nurture trust and others will naturally want to reciprocate.  No matter what goals you try to achieve, focus first on your relationships with people. People aren’t easily persuaded to believe in things; but they do believe in other people they grow to trust.

2. Tell compelling stories.

Here’s the thing: “hard-selling facts” are emotionless and they will not make people feel interested.

Spin your ideas creatively to catch people’s attention. Tell stories that touch people’s hearts, that make people feel happy, or surprised, or even sad or angry. Take Steve Jobs’s presentation on the iPod as an example:[1]

I’ve got a pocket right here. Now this pocket’s been the one that your iPods going in traditionally. The iPod and the iPod mini fit great in there. You ever wondered what this pocket’s for? I’ve always wondered that. Well now we know because this is the new iPod nano.

    This is a great example of a spin that induces surprise, and it keeps you hooked line by line.

    A restaurant with a run-down interior can turn people off even if the food is out of this world. Even if an idea is undeniably great, it really has to be packaged in an equally captivating way. Otherwise, it will just be another great idea forgotten.

    3. Take brutal rejections calmly.

    Even the best salesperson has experienced many rejections from customers. Rejection does not equal failure. Rejections are opportunities to learn. Maybe the approach or the timing wasn’t quite right. If you can recognize this, you can see your own performance more clearly. And then you can identify what to do better next time.

    Anna Wintour, editor-in-chief of Vogue and now the artistic director for Condé Nastworked was a junior fashion editor at Harper’s Bazaar, early in her career. But after she did a lot of edgy shoots, Tony Mazalla fired her. She then became fashion editor at Viva and had a tremendously successful career afterward.

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    Rejections are common: ideas, relationships, you name it. If you can accept that rejects are opportunities to learn and grow, you are on the path to success.

    4. Anticipate questions, and have answers ready.

    Nobody wants to work with someone who’s unreliable. A truly experienced salesperson should make you feel like they know everything about their product, and that they understand clearly what you need.

    Try putting yourself in the other person’s shoes. What kinds of things are they interested in? What might they be concerned about?

    Having answers ready to go makes people feel that you’re capable and trustworthy. And as you build relationships with others, demonstrating how reliable you are inspires real and lasting trust.

    5. Be proactive in seeking opportunities.

    A good salesperson never waits for opportunities to come by. Because salespeople usually have a challenging target to achieve, they actively look for customers. They use all of their connections and resources to help reach their target. And they seize every possible opportunity to introduce their ideas to others.

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    Joe Girard, known as the “best salesman ever,” is a car salesman. He actively looked for opportunities to sell cars in big events, looking for potential customers and getting more and more referrals. If you do something great for one customer, you’re likely to reach about 250 of their friends, who are all potential customers.[2]

    Waiting passively makes people miss out on a lot of potential opportunities. Stay alert, so you notice when and where to introduce your ideas.

    Be a salesperson of your own life.

    No matter what your job is, it’s important to work hard to cultivate your own ability to influence others. The more you can inspire trust and emotions, take rejection, prepare well, and seek out opportunities, the more professional success and personal satisfaction you’ll find.

    Reference

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    Brian Lee

    Chief of Product Management at Lifehack

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    Last Updated on July 10, 2020

    The Power of Ritual: Conquer Procrastination, Time Wasters and Laziness

    The Power of Ritual: Conquer Procrastination, Time Wasters and Laziness

    Life is wasted in the in-between times. The time between when your alarm first rings and when you finally decide to get out of bed. The time between when you sit at your desk and when productive work begins. The time between making a decision and doing something about it.

    Slowly, your day is whittled away from all the unused in-between moments. Eventually, time wasters, laziness, and procrastination get the better of you.

    The solution to reclaim these lost middle moments is by creating rituals. Every culture on earth uses rituals to transfer information and encode behaviors that are deemed important. Personal rituals can help you build a better pattern for handling everything from how you wake up to how you work.

    Unfortunately, when most people see rituals, they see pointless superstitions. Indeed, many rituals are based on a primitive understanding of the world. But by building personal rituals, you get to encode the behaviors you feel are important and cut out the wasted middle moments.

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    Program Your Own Algorithms

    Another way of viewing rituals is by seeing them as computer algorithms. An algorithm is a set of instructions that is repeated to get a result.

    Some algorithms are highly efficient, sorting or searching millions of pieces of data in a few seconds. Other algorithms are bulky and awkward, taking hours to do the same task.

    By forming rituals, you are building algorithms for your behavior. Take the delayed and painful pattern of waking up, debating whether to sleep in for another two minutes, hitting the snooze button, repeat until almost late for work. This could be reprogrammed to get out of bed immediately, without debating your decision.

    How to Form a Ritual

    I’ve set up personal rituals for myself for handling e-mail, waking up each morning, writing articles, and reading books. Far from making me inflexible, these rituals give me a useful default pattern that works best 99% of the time. Whenever my current ritual won’t work, I’m always free to stop using it.

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    Forming a ritual isn’t too difficult, and the same principles for changing habits apply:

    1. Write out your sequence of behavior. I suggest starting with a simple ritual of only 3-4 steps maximum. Wait until you’ve established a ritual before you try to add new steps.
    2. Commit to following your ritual for thirty days. This step will take the idea and condition it into your nervous system as a habit.
    3. Define a clear trigger. When does your ritual start? A ritual to wake up is easy—the sound of your alarm clock will work. As for what triggers you to go to the gym, read a book or answer e-mail—you’ll have to decide.
    4. Tweak the Pattern. Your algorithm probably won’t be perfectly efficient the first time. Making a few tweaks after the first 30-day trial can make your ritual more useful.

    Ways to Use a Ritual

    Based on the above ideas, here are some ways you could implement your own rituals:

    1. Waking Up

    Set up a morning ritual for when you wake up and the next few things you do immediately afterward. To combat the grogginess after immediately waking up, my solution is to do a few pushups right after getting out of bed. After that, I sneak in ninety minutes of reading before getting ready for morning classes.

    2. Web Usage

    How often do you answer e-mail, look at Google Reader, or check Facebook each day? I found by taking all my daily internet needs and compressing them into one, highly-efficient ritual, I was able to cut off 75% of my web time without losing any communication.

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    3. Reading

    How much time do you get to read books? If your library isn’t as large as you’d like, you might want to consider the rituals you use for reading. Programming a few steps to trigger yourself to read instead of watching television or during a break in your day can chew through dozens of books each year.

    4. Friendliness

    Rituals can also help with communication. Set up a ritual of starting a conversation when you have opportunities to meet people.

    5. Working

    One of the hardest barriers when overcoming procrastination is building up a concentrated flow. Building those steps into a ritual can allow you to quickly start working or continue working after an interruption.

    6. Going to the gym

    If exercising is a struggle, encoding a ritual can remove a lot of the difficulty. Set up a quick ritual for going to exercise right after work or when you wake up.

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    7. Exercise

    Even within your workouts, you can have rituals. Spacing the time between runs or reps with a certain number of breaths can remove the guesswork. Forming a ritual of doing certain exercises in a particular order can save time.

    8. Sleeping

    Form a calming ritual in the last 30-60 minutes of your day before you go to bed. This will help slow yourself down and make falling asleep much easier. Especially if you plan to get up full of energy in the morning, it will help if you remove insomnia.

    8. Weekly Reviews

    The weekly review is a big part of the GTD system. By making a simple ritual checklist for my weekly review, I can get the most out of this exercise in less time. Originally, I did holistic reviews where I wrote my thoughts on the week and progress as a whole. Now, I narrow my focus toward specific plans, ideas, and measurements.

    Final Thoughts

    We all want to be productive. But time wasters, procrastination, and laziness sometimes get the better of us. If you’re facing such difficulties, don’t be afraid to make use of these rituals to help you conquer them.

    More Tips to Conquer Time Wasters and Procrastination

     

    Featured photo credit: RODOLFO BARRETO via unsplash.com

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