Thursday, January 24, 2013

Rule#8: Learn to Sell

“If you are planning to be an entrepreneur, you should be planning to be a salesman. You’re constantly selling. You’re selling yourself when your company doesn’t even exist yet; you’re selling the concept to potential employees; you’re selling to customers. And you’re trying to convince suppliers that this teeny company of yours that isn’t well finance--you’re selling them the belief that you’re going to be succeed.”--Professor Ed Zschau, HBS 

Leading and Selling

Learning to lead is similar to learning to sell. Both are about making promises and doing everything you can to keep them. Leading can be thought of as selling your idea. You want to convince investors and employees to believe in you, believe in your ideas, and believe in your company. And, when they do, they are willing to throw away their own benefits and work towards the goals you set. People would like to be a part they can be proud of. If you convince them that you are the things they are proud off--you are the thing that they can entrust their life with, they will follow your leads even if the short-term payout is not attractive. After all leadership is about convincing people--or selling your ideas. 

“As soon as you decided to become an entrepreneur, you become a sale person.”

A Good Salesperson

Selling is not about convincing people to do things they don’t want to do. A good sale person believes and understands the values and the objectives of customers,  makes a fitting proposition. He or she conveys credibility and integrity with him/her. When confronting with “no, thanks” or “no” or “NOOOOOOO!”, a good sale person would say “alright, I’ll put you on uncertain/undecided list”. He or she does so with passion. Because, if you don't believe in what you are selling, no one will. 
“People want to believe. They want to believe in you. They want to believe in your company. And, your job is simply to give them the opportunity to believe.”


Credibility is of great important. Don’t lie. Lies only work for short-term. But if you don’t build up credibility--if you sell people things that you think crappy, you are setting yourself up for failure. 
Do not sell yourself short. You are too talented. But there are a lot of people in the world who will try to dis-spirite you and  bring you down. To them, nothing is good enough. They will discourage you with their words and action. Don’t let them do that to you. 
“When somebody suggest that they can teach you to sell anything to anybody, Run! Don't walk away.”
“You don’t want to sell anything. You want to sell your things.”
Source:The Intelligent Entrepreneur: How Three Harvard Business School Graduates Learned the 10 Rules of Successful Entrepreneurship by Bill Murphy Jr. 

Book or Audiobooks?

Personally, I prefer audiobooks. It's fun, and I can listen when I'm doing something else. It also makes other activities (e.g., jogging) a lot more fun. For more detail about audiobooks, please read [this post].

There is one more reason that may encourage you to go for the audiobook version. You can get it now for FREE. Audible offers you a free trial for 14 days. Even if you get the book and cancel the subscription right away (so that you don't have to pay), you can keep the book. And, don't worry if you lost the audiobook file. Just log into You can keep downloading the over and over again.
About the summary: It takes time to finish up a book. And, when you do, sometimes, you want to review what you learn from the book. If you do not make  notes as you read, you might have to go through the book once again. This can be time-consuming when you are dealing with a book. But you can still flip through the book and locate what you are looking for.

However, when the material is an audiobook, it is extremely hard to locate a specific part of content. Most likely you will have to listen to the entire audiobook once again.

This book summary will help solve the pain of having to go through the book all over again.

I am leaving out the details of the books. Most books have interesting examples and case studies, not included here. Reading the original book would be much more entertaining and enlightening. If you like the summary, you may want to get the original from the source below.

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