salesmanshipOver the years, I’ve become more and more convinced that almost everything about business leadership comes down to salesmanship.

I might never “sell” a thing — and certainly, as a Long Island and Stamford accountant, the reputation of being a heavy sales person is the last thing I want associated with me — but as leaders, we are ALL in the business of selling our ideas.

Some do it well, others poorly. And, I think it’s fair to say that those who are good at it do very well in whatever field they choose.

Some have to use incentives, of course — and I’m not averse to those myself.

Michael Kessler’s Salesmanship Tips
“One machine can do the work of fifty ordinary men. No machine can do the work of one extraordinary man.” -Elbert Hubbard

When you first approach another person with a request for his or her time it is essential that you know what it is that you want to accomplish before you begin. Once that is clear in your mind, then you should do some homework about that person. Find out about his or her work, if you need to. Pull all the facts together in your mind.

When you finally meet with the person face to face, it is important that you start the meeting talking about that person’s work. If you study the person’s work, you will likely find many positive qualities about what she is doing with her life and talents. Bring that information out into your conversation.

All people like it when their work is appreciated — but here’s the catch — what you say must be sincere, or the person you are trying to make a connection with will feel like you are working a tactic. No bueno.

Once you have spent some time discussing your genuine appreciation for his or her work, then you will have accomplished what you wanted: you will have opened the door to that person’s mind. He or she will be willing to listen to you — and will think you have a great personality.

When you have established all of this, lay out quickly what it is that you have come for. Be self-assured and sincere. Even if the person you have come to cannot do the thing for you that you are requesting, chances are he or she will make every effort to help you and get you to the person who can actually assist you in accomplishing your ends.

Feel very free forward this article to a Long Island and Stamford business associate or client you know who could benefit from our assistance — or simply send them our way? While these particular articles usually relate to business strategy, as you know, we also specialize in tax preparation and planning for Long Island and Stamford families and business owners. And we always make room for referrals from trusted sources like you.

Warmly,

Michael J. Kessler, CPA
(516) 449-2852
(203) 658-5092

PS–Join us for our show Business Profits In The Real World Saturday afternoons at 4 on 103.9FM WRCN where we bring you Long Island and The New York-Metro’s most successful business owners sharing how you too can bring your business to among the most profitable in your industry.  No radio? No problem! Listen live at LINewsRadio.com – or can’t listen live?  Hear our past shows at MichaelKesslerCPA.com