How to sell your­self to pow­er­ful peo­ple

The Buffalo News - - LIFE & ARTS -

Do you ever have to sell your­self or your ideas to some­one in power?

It can be in­tim­i­dat­ing.

I re­cently had a con­ver­sa­tion with Dr. Chip Bell, the world-renowned author­ity on cus­tomer loy­alty and in­no­va­tive ser­vice. Bell is North Amer­ica’s #1 key­note speaker on cus­tomer ser­vice and he works with CEOs in the world’s largest com­pa­nies. He’s wildly suc­cess­ful at get­ting pow­er­ful peo­ple to adopt his in­no­va­tive ideas.

I’m also for­tu­nate to say he’s been a men­tor of mine for 15 years. I asked him the se­cret of suc­cess to work­ing with CEOs. His ad­vice (be­low) ap­plies to any­one try­ing to sell their ideas or ex­per­tise: 1. Be wealthy and wise Bell says, when you’re talk­ing with pow­er­ful peo­ple, you need to get your­self in the headspace that you are wealthy, you’re not scroung­ing for a deal. You’re also wise; you have some­thing to of­fer. The space you have to come from is, I know what I talk­ing about, and not be in­tim­i­dated by the fact that this per­son makes $20 mil­lion a year.

2. Come from a place of love

For Bell, no mat­ter what level the per­son, you need to see this is “your spir­i­tual brother or sis­ter,” He says, when you think that way you are com­ing from a very dif­fer­ent place; it takes you into the realm of love. There’s an un­con­di­tional qual­ity to it. There­fore I don’t want to be judg­men­tal. I don’t want to prove I’m smarter than you. That messes up the re­la­tion­ship. You are seek­ing to help this CEO or se­nior leader be the best they can be.

3. Cre­ate real rap­port

Many peo­ple try to force rap­port, what they’re re­ally try­ing to do is be liked. Bell says, “Rap­port is a cool word, it comes from an old French word that means kinship, the lit­eral mean­ing is how do you bring kinship.” Try­ing to be liked is about you. In­stead, Bell sug­gests, “The ques­tion is, how do I get all the dark im­ages out of the room? This is all about joy and about light. It should be a fun trip.” 4. Risk being hon­est If you want your client to take risks and make changes, you have a role in the part­ner­ship. Bell sug­gests if your client is going to take the risk, you both need to be tak­ing risks, and the way you take a risk is by say­ing, I am going to be to­tally hon­est with you and to­tally real. Bell points out, “Learning is a door that only opens from the in­side. I want to guide them to a place of dis­cov­ery, I may have wis­dom, but the first charge is to get them to open the door.” 5. Start with turn on Peo­ple of­ten choose their ar­eas of ex­per­tise based on what looks good on a re­sumé or pays well. Bell says the first cri­te­rion should be: What turns you on? Then the sec­ond cri­te­rion is: Can you make a liv­ing at it? The third cri­te­rion is: Will it re­ally dif­fer­en­ti­ate you? The only way you can dis­cover that is to read and keep learning. Bell says, you’ll change over time and so will the mar­ket.

Lisa Earle McLeod

Newspapers in English

Newspapers from USA

© PressReader. All rights reserved.