No matter what you do in life, you have to sell something, writes author Michael Ellsberg—selling your boss on why he should promote you, selling your brilliant idea, or selling co-workers on why they should donate to your cause.
“No single skill you could possibly learn correlates more directly with your real-world success than learning sales,” he says.
How to sell, in a nutshell:
√ Forget about making a pitch.
√ Ask questions that get the prospect deeply connected with his frustrations, worries and wants, around the problem that your solution addresses. The goal is to help the prospect recognize a current need—and for him to express the need in his own words.
√ Now, listen.
√ Once you’ve had an honest conversation, and it turns out that his or her needs match what you have to offer, you can probably make a sale.
— Adapted from The Education of Millionaires, Michael Ellsberg.