Lesson #13 – Leadership Is Sales

–Leaders understand that sales is the most important skill in being successful as a leader

Do you have a negative reaction to sales? Many people do. Why is it people love to buy, but hate to be sold? Well, guess what? Everyone is in sales–EVERYONE!

Have you ever gone out on a date? That was sales. You sold the other person on asking you out OR you sold him or her on saying, “Yes” to you.

Have you ever comforted a person who was feeling sad or bad? That was sales. You were selling them on feeling different and better.

Have you ever gotten married? That was a huge sale! (By the way, in my viewpoint the biggest problem in most marriages today is the same as most other sales: We forget to service what we sold!)

Sales is communicating in such a way that you cause action. Let me repeat that: Sales is communicating in such a way that you cause action.

That’s very different than just informing or educating people. And it is certainly not jamming something down someone’s throat they don’t want. That doesn’t cause positive productive action–it causes resistance!

It could be argued (and I do) that sales is the single most important skill to learn to be successful in life. If you want your children to study and do well in school, you must know how to sell. They will not study just because you tell them to.

Every interaction between two people is really a sales situation. There will always be a buyer and a seller. What have other people been selling you, your friends, family members, and business associates? Leaders are good at sales and great leaders are great at sales.

Here is a sales formula that works. If you follow it, you will get more of what you want and assist others in getting what they want as well: WANT > PROBLEM > SOLUTION.

Find out what the person WANTS. Have them tell you what their PROBLEM is in getting it. Then, you can offer your SOLUTION to solve that problem.

It must be done in that order. Most people try to go out of order and they fail to make the sale. They present their solution first, whether it is in their business or role as a parent. Consequently, they’re usually not successful.

Pick one area of your life whether it is coaching a business partner, dating, or parenting. Commit to following the Want > Problem > Solution for the week. Notice how much more effective you are at “sales.”


TAKEAWAY!
A sale is not something you pursue, it’s what happens to you while you are immersed in serving your customer.

Action Step #1

Enroll your son or daughter (or other family member or friend) in helping you complete a personal project, such as something around the house using the Want > Problem > Solution formula.

An Example

Let’s say you want the dishes done. Find out what they want. Perhaps your teenager wants a later curfew. Ask what their problem is in getting it. They reply you won’t let them. You then ask if they are interested in a solution. They reply yes. You now come back with the solution. You say if they do the dishes for a month without you having to remind them they can have an hour later curfew as long as they come home on time.


Action Step #2

Look around the world today and pick out at least one situation that’s important to you. It could be something to do with the environment, education, or a social ill you see needs a cure. Choose something you want to change.

Now, write down the Want > Problem > Solution as you see it. Don’t limit any part of the formula by what you think is possible right now.

Once you’ve completed writing your sales formula, share that with enough other people until you’ve sold your idea to at least two other people.

“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.”
–Peter Drucker




One Response to “Lesson #13 – Leadership Is Sales”

  1. Tom Haupt says:

    Leadership is all about finding out what the person WANTS. Have them tell you what their PROBLEM is in getting it. Then, you can offer your SOLUTION to solve that problem. Perfect and simple! Tom Haupt

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