Wednesday, March 25, 2009

Selling Yourself

By: Joseph Norman

"Getting your way is the gateway to getting what you want." - Jeffrey Gitomer

With what feels like Armageddon coming every time you watch the news, now is as important a time as ever to learn how to sell yourself and your ideas to others.

The truth is during times of great economic distress a large transfer of wealth occurs. With many people losing money, there is actually a large group of people and businesses out there absolutely coining money in this economy. Why? They know that turbulence like this creates opportunity.

Now that you know the truth though, it's important to discuss a little bit about how these people take advantage of times like these.

They effectively sell themselves and their ideas to the world! It's as simple as that.

Jeffrey Gitomer has a fantastic book that I've read a few times now called the Little Green Book of Getting Your Way. I'd like to focus on one particular section directly from his book on persuasion because I think it's valuable to understanding how to make your desires a reality in your own life.

Persuasion is the process...getting your way is the outcome.

Persuasion is a science. You can learn to persuade. You can learn the best ways to persuade in each given situation of your business life, your sales life, and your personal life.

Persuasion is an art. Never crossing the line to "pushy." It's showing reserve and poise. In short - being cool.

Persuasion is excellent questioning skills beyond excellent communication skills. It's getting the other person to clarify what you want in their mind. Rather than tell them "This is why that happened..." ask "Why do you think this happened" or "What made this happen?" It's a subtle but powerful difference.

Persuasion is compromise. Often there is some give and take in order to get to your way.

Persuasion is asking questions that clarify the situation. Asking for elaboration, understanding, and "why" will lead you to harmony. That harmony will permit open-minded dialogue.

Persuasion is excellent listening skills. Listening is one of the most difficult elements of persuasion because it requires patience. The two-word secret of patience and listening is NOT "shut up." It's "take notes." Taking notes shows respect and eliminates miscommunication.

Persuasion is getting the other guy to convince himself. If you question, listen, write it down, and question again for clarification, your answers and your point of view will become obvious.

Persuasion is preparation. Gathering the right information. Creating the right questions. Uncovering the right hot buttons - and acting on them.

Persuasion is victory. Persuasion is the science by which you get your way. It's not just getting your way; it's persuading with harmony and getting everyone to agree. It's you getting your way without the other guy feeling like he or she "lost."

Why would I simply rip-off and duplicate from Gitomer this week? Because this is some fantastic stuff and if it's not broken, don't fix it!

Right now is an incredible opportunity for us in Western New York to look the challenges in the face and discover what we really want out of our lives! But, at that moment of discovery, we are also faced with the ultimate test...getting other people to buy into our dream!

I'm doing it right now with my business partner Shaun and our real estate business. You can do it too with your dream! It just takes a little bit of persuasion...