Prof. Manuel Freire-Garabal y Núñez PhD.H., MBA., LLB.
Joined: 7 Aug 19
Currently, it is curious how business schools and universities prefer to teach tricks of how to be an impassive salesman with aggressive techniques instead of seduction techniques.
Personally, thanks to my father and my grandfather, I learned that this is not the way to get a sale and, much less to lead a company or a sales section.
Being sincere and rejecting the methods of multiple current universities, in this way you can not be a true leader.
For this, it is preferable to follow the games and techniques that the big intelligence agencies have to turn their Boy Scouts into weapons of diplomacy and even into government presidents.
However, and without disregarding the techniques of business schools, I must admit that some of the sales techniques they teach can be useful, although they are nothing without the practical experience of those who know the land with every step of the way.
Time to know how to persuade and make believe that the client or, in the case of diplomacy, the enemy, wins the game.
To convince even Stalin by a capitalist US president, I will indicate a series of techniques from various intelligence agencies combined with the commercial part that will help you to persuade, both from the point of view of a CEO as a diplomat or a sales manager, completely ignoring the university teachings of European business school of nowadays.
First, always go for the Big Fish. CEOs and founders, despite their distance, tend to be more accessible because they know what it is to fight hard to get a fortune. On the contrary, if you decide to contact the advisory coordinators and other long-term executives, it is likely that if they see you are a danger as a possible enemy, they will reject you directly or even try to erase you from the map.
Second, run away from tight suits, ties and the perfect look. It always generates rejection to see an individual who seems to be in love with himself and who wants to gain our trust, simply by looking like a gymnastics doll.
Thirdly, we must always show distance but at the same time closeness showing that we liked how is the contrary but never acting as a desperate - qualifying that if the level of the ladder in which we find ourselves - the key will always be to try to develop a confidence with the opposite in order to take it to them to your side. For this, both a compliment and a show of affection in the form of an offering is always useful.
Fourth, once we have the individual where you want, it is time to attack, that is, taking special care never to exceed the status quo.
In case of exceeding this thin line once confidence has been achieved, it will lead to total rejection and loss of confidence, which in most cases is irrecoverable.
Fifthly, it is always necessary to know that instead of attacking indiscriminately, it is preferable to seduce, in particular, to persuade with the use of one's own weapons, dialectics and ingenuity.
When trying to persuade, once they show interest in your business idea, it is advisable to always make use of short and interesting messages, avoiding the uncontrollable verbosity and the details of a product or a company at all times.
There is nothing that generates more rejection than a know-it-all who tries to convince us with data that he himself does not understand and much less we can.
The attack must always begin by small steps without pulling the rope. Sometimes it is even recommended that the first attack be in the form of asking for advice from the contrary, about our business idea. Never forget that the benefit that we can obtain does not have to be only economic, can be intellectual.
Sixth, once the confidence is established, we must always continue to feed it, all in order to win the opposite from the point of turning an enemy into a friend.
A fundamental aspect arrived at this point is, once obtained the confidence of the opposite or the client is to offer a positive offer, but never denying the possible risks that the proposal may have.
Never deny the truth, because if you try to deceive the opposite or tell half-truths you will have entered into a direct war.
Seventh and last, show that you are more a friend than a seller. So that you will have gained the trust and friendship of the opponent, must show in him that what really needs is to be his mentor and not another client.
Therefore, not only will you get the sale by gaining your appreciation, but you may have gained a door to keep growing in your career.
In conclusion, never forget two aspects: the mental game but following the truth.
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