The 5 Elements of Storytelling Every Entrepreneur Needs to Know

Is it possible to be born an entrepreneur? The concept of following a particular career or lifestyle, predetermined at birth, is a controversial one, so I’ll just say this -- I began my entrepreneurial journey at a very young age, and I feel that I am meant to follow the path I’m on.

I love everything that being an entrepreneur stands for. Entrepreneurship depends on extreme dedication and passion toward a greater purpose. It means an undying commitment to serving an unmet need within the communities in which we live. Becoming an entrepreneur requires that you use creativity to develop ideas and execute strategies that are intended to change the world -- even when people think you’re crazy for it.

By the age of 6, my brother Adam and I had several growth-hacking and business-funding experiences, including a leaf-raking and snow-shoveling business and a can collection business. We developed great negotiation and customer service skills as we ran tables at the local swap meet with our Grandpa Joe. Both Grandpa Joe and our beloved swap meet experiences were paramount to starting our first “official” business, Dipper-Do Stunt Airplanes, just before I turned the ripe old age of 8.

My brother and I were lucky to have someone to teach us the entrepreneurial lifestyle so early on. Grandpa Joe helped us set up Dipper-Do stunt airplanes and sell them at a local folk festival, where we sold out before the festival ended. The entrepreneurial bug hasn’t left us since!

Today, we are regularly approached to become advisors to startups and serve as mentors for new entrepreneurs, and we’re constantly entrenched in the world of small business. I am deeply invested in staying on top of entrepreneurial trends in order to best serve these startups and provide them with the most value possible.

With this exposure and our commitment to supporting entrepreneurs around the world, we strongly feel that in order to stay relevant, entrepreneurs must possess the ability to captivate an audience through storytelling.

Unfortunately, we’ve come to the realization that one of the main challenges entrepreneurs struggle with is their ability to summarize what they do and what they’ve accomplished, which can be done through the use of storytelling. Whether they are attempting to raise money, build a team, speak at a conference, build an online course or close business deals, every entrepreneur must be able to tell his or her story. And in order to be memorable, that story must be told in a clear and powerful way.

By many standards, my brother and I have experienced some tremendous entrepreneurial success. However, we too have struggled with the challenge of articulating what we do clearly and concisely. We’ve often found ourselves lamely answering the question, “What do you do?” with an uninspiring, non-captivating response.

Here is the problem: Though “storytelling” is a buzzword right now, very few people are teaching entrepreneurs how to do it -- even when they understand the impact great storytelling can have on a business.

I had the chance to speak with The Campfire Effect’s Chris Smith, who has worked with some amazing figures like JJ Virgin, 6th Division, Old Republic Title, Wells Fargo Home Mortgage, and Northwestern Mutual. Chris outlined for me the powerful brand and storytelling formulas taught within his four-part proprietary methodology, The Campfire Effect. He explained that five particular elements, contained within these formulas, are critical to executing successful storytelling.

1. Who we are

Many entrepreneurs tend to share more of what they do than who they are. People buy from other people, and an entrepreneur’s ability to connect with another human being through his or her authentic story will have a more profound influence on someone than all the information in the world about his or her product or service.

2. What we do

When sharing what you do, you must be succinct, clear and thought-provoking, but most importantly, your summary needs to spell out a benefit to the person you’re speaking with. After someone learns what you do, they should clearly understand how it would benefit them and want to know more.

3. Why we do it

Most entrepreneurs realize that we live in more of a purpose-driven world than ever before. People aren’t only buying what you do -- they’re buying why you do it. They “why” in your story can be one of the biggest differentiators between your business and a competitor’s.

4. How we do it

Despite the importance of this element, very few entrepreneurs truly understand it. People aren’t only interested in what you do and why you do it -- they also want to know how you do it. Your ability to powerfully articulate the method in which you do what you do will make you look both confident and experienced -- even if you aren’t. Though entrepreneurs often get excited about simply sharing what they do, sharing how they do it can establish trust and credibility between themselves and a potential customer.

5. Proof

Potential customers want proof of a time you have successfully achieved a result for someone, and they want to hear what you did, why you did it, and how you did it. Nothing will drive someone more to write you a check or support you than a customer success story. Tip: When telling such a story, start by sharing the pain and difficulty the customer was facing when they came to you; then explain what you did for them and why. Finally, divulge the benefits the customer holds now that he or she has worked with you. This method allows the listener to relate to the customer in your story, and will hopefully give them the confidence necessary to go to you for a product or service.

It can be incredibly difficult to outline what you do, why you do it, how you do it, and when you’ve successfully done it while staying concise, unique and engaging. What I enjoyed about The Campfire Effect is that they’ve developed formulas within their framework that allow us to easily do all of the above which results in an ability to powerfully influence others and chart a course for success. Personally, I was astounded by what I uncovered about myself in going through The Campfire Effect -- the impact I have on growth and sales has inflated with my ability to articulate what I do in a meaningful way.

Have you looked into storytelling as a part of your business and personal branding strategy? What is the most difficult aspect of storytelling for you? Nearly everyone could improve their answers to the question, “What do you do?” 

Here’s to great storytelling!

Matthew Toren

13 Behaviors That Prevent You From Moving Up in Your Career

You want the coveted title, the nice office and all the perks that come along with them. So what do you need to do to get there? In fact, it may not be what you need to do, but rather, what you need to not do to advance your career.

Here are 13 behaviors in particular that leave you stuck in a career rut:

1. Showing up late.

Stayed up too late watching your favorite TV show and now you can’t get out of bed when your alarm clock goes off? That’s what services such as Netflix and Hulu are for. You don’t have to stay up to catch the latest episode. Get to bed on time so that you’ll be ready to go on time in the morning.

2. Only doing what you’re paid for.

From time to time, you’ll be asked to do things that aren’t in your job description. Turning them down won’t keep you from getting a paycheck, but it will keep you from proving you’re ready for the next step. Only doing what you were hired to do communicates to your boss that you’re content at your current level.

3. Networking only within your company.

You may work for a great company, but there are other great ones out there too -- and they may be looking for someone to step up and fill the kind of position you dream of. You’ll never know about it unless you talk to people at other companies, so be sure you’re using LinkedIn and other online networks to  supplement your in-person communications.

4. Staying home.

You’re required to be at your desk during office hours, but what about the company picnics, the get-togethers and the Christmas party? No, you won’t be paid for them, but going to extracurricular functions shows your boss you’re a team player. Unless you absolutely cannot make it, start going to the “outside-the-office” social functions related to your job.

5. Relying on your former education.

Too many people get through their required training and then stop learning. To rise above everyone else in both title and pay, you have be continually learning new skills and improving yourself. This doesn’t have to mean going back to school. You can attend workshops, ask mentors and continue your education to gain new skills that’ll help launch you into your next role.

6. Waiting on someone to find you.

Yes, recruiters are out there, but relying on them to find you amongst everyone else will kill your ability to move up. Make yourself known. Tell them about yourself and why you’d be an asset at a higher-level position. If you want to move up within your company, make it known that you’re looking for advancement and actively seek opportunities, instead of waiting for them to be handed to you.

7. Working alone on your goals.

We all need a little help sometimes. Other people can see things in us that we can’t always see ourselves, allowing them to offer a perspective that’s much different than our own. If you need help, there are coaches out there that specialize in career advancement, such as a resume or small-business coach.

8. Failing to follow through.

Sometimes, you’ll receive difficult tasks that’ll test you in various ways. No matter the task, if you say you’ll do something, make sure you deliver. Failing to do so, even in the face of obstacles, will cut short your ability to advance your career.

9. Being passive.

You don’t want to be known as the hothead of the office, but it’s no better to be the wimp. Voice your opinions and showcase your work. Your boss may not know your worth if you never demonstrate it.

10. Keeping your dreams to yourself.

Tell other people your plans. It helps you be accountable for them, and it also opens the door for them to help you. Keeping quiet about your dreams will ruin your chances of making the key connections needed to move up.

11. Having the reputation of “just another guy in the office.”

Average workers don’t get promoted. Work hard and become the go-to guy for projects and special assignments. Being “just another employee” will damage your ability to advance.

12. Staying in your comfort zone.

Promotions will often take you outside your comfort zone, so be prepared. Take on things you aren’t sure you can handle and find ways to do them anyway. Staying comfortable might sound nice, but it won’t help you advance your career.

13. Reading and hoping instead of doing.

Columns such as this one are published every day, but reading them is a waste of time if you don’t take action. Failing to take action ensures you’ll stay right where you are, killing your upward momentum.

What are you doing today to move up in your career? If there are any other career-killing habits you want to draw attention to, let us know about them in the comments section below.

Sujan Patel

8 ways humor can boost your career and make you more successful

During the boss’s last weekly staff meeting, everyone was texting just below the conference table.

He thought the sudden cheer by two employees meant he’d said something clever (when it was really a score in a Brazilian soccer game).

There’s a reason why motivational speakers start with a joke or a humorous anecdote — it captures the audience’s attention, lightens the mood, sets positive expectations and motivates everyone to be more productive.

In a study from the Journal of Applied Psychology, just one use of humor among work teams resulted in improved performance not just immediately, but up to two years later. Levity also improves recall. It is often the shortest pipeline to the memory banks.

How much bantering you should try depends on your corporate culture. But even in the stuffiest boardroom, there is an appreciation of well-timed lightheartedness.  An upbeat atmosphere encourages innovation and smart risks, which lead to greater productivity.

Here are some tips on applying “intelligent humor” to your job:

1. Test the waters. 

Try a lighthearted comment or your own brand of wit at your next appropriate opportunity. It may go completely over someone’s head—but it may also elicit an equally funny response or facilitate creativity, as you create a fertile, safe ground for thinking out of the proverbial box.

2. Build trust, camaraderie, and honesty. 

When you use humor effectively, you project that there is a real person behind the routine, professional business façade. A manager who infuses laughter among the team engenders an open and honest work environment.

3. Share the spotlight. 

You don’t want to be known as the only employee with the “witty gene,” so let others shine, too. The goal is to be more productive, not engage in one-upmanship joke-a-thon.

4. Put others at ease. 

An occasional self-deprecating joke or amusing anecdote can shift a dicey dynamic in most any meeting. There are few better ways to break the tension barrier. Knowing that a coworker has the ability to be lighthearted establishes a fertile ground for better problem solving.

5. Manage your manager. 

Perhaps you have a tough boss, where you feel you can’t be yourself. Many employees are surprised to see that they can break through the façade of their most difficult managers by adding levity to the equation. In fact, I have seen entire dynamics change between boss and employee. Granted, it is hard to bravely take the first step, but it's well worth it.

6. Don’t make a joke at another’s expense. 

It’s sometimes easy to take a potshot at a co-worker, but a good rule of thumb is that if you think your joke might be at someone else’s expense, then it probably is. A clever, lighthearted comment will often boost morale. Just be sure that in your zeal to entertain others, your humor doesn’t alienate.

7. Lessen the stress. 

If you can see the lighter side of situations at the office, you will make the workplace more relaxing and create a better sense of calm around you. We all want to be around upbeat colleagues.

8. Increase your odds at the interview. 

Job interviews require you to be professional, but that shouldn’t exclude the use of some clever levity. Most hiring managers are drawn to job candidates who know how to put others at ease with a knack of humor; it’s usually associated with a high degree of emotional intelligence.

It may take awhile to develop a comfortable way to use levity in your job, but it’s a worthy pursuit. The goal isn’t to be voted funniest employee, or force yourself to be someone you're not. By being aware of the benefits of adding some wittiness to your “brand,” you’ll likely accelerate your success at your job and in your career.

Lynn Taylor

Here's what 13 successful CEOs think their employees should do before they turn 30

Turning 30 can be a turning point in a person’s life, and career.

It’s the point where career goals start setting in and the hunger to land a spot in the corner office increases.

So we asked some CEOs what they would want their employees to have done before they turn the big 3-0.

From saving money to travelling the world, starting your own business and taking risks, here's some advice from CEOs who have done it all before.

Business Insider Australia

Aaron Smith, CEO and founder KX Group.

The first thing I would say is to travel the world. There is nothing more eye-opening than travelling the globe to broaden your thinking and excel your communication skills with other people and cultures. Worldly experience is priceless. It's also about becoming more relatable to people which will only reflect positivity back in the real world. By 25 I had travelled to over 40 countries and had lived overseas for 5 years. It was amazing.

Be selfish, risk everything and live life on the edge. Before you are 30 you have no real responsibilities and possibly no mortgage/family that you need to support. Be daring and risk it all for huge success. You're young, motivated and have plenty of time to regroup if you fail so you have nothing to lose and everything to gain. The older you get the more excuses you will find and the more you will regret not having a crack. I lost my life savings on my first business at 18 and succeeded on my second at 26. Fail forward.

Business Insider Australia

Taichi Hoshino, CEO of Monetise.

Build good habits. Whether it's time management, work ethic, setting work/life boundaries, exercising, eating well or being disciplined with your personal finances, habits are your baseline. When unexpected moments interfere in your life, it is long established habits that are your saviour. Form them young and they'll be with you for life.

Jo Burston

Jo Burston, founder and CEO of Inspiring Rare Birds.

Learn how to manage up as well as down. Most people I meet in their 20s are busy fulfilling the notion of managing less skilled colleagues, when the real skill is managing up to more skilled and experienced people. The art of conversation and public speaking will take you everywhere in life.

Find your passion and then aim to be the best on the planet at what you do by having a ferocious hunger for learning. Both formally and through experience.

Find a mentor that has walked the pathway you wish to walk. Then be totally reliable, honest and respectful with your time with them. They learn from you too!

Save money every pay. Learn how to budget and get out of home and stand on your own independent feet. Nobody owes you anything. Lose the sense of entitlement. It's not yours to take.

Start and run a business. No matter how small. If you can learn these skills early, you will learn how to fail with low risk or repercussion. Basic accounting and business skill will support and future endeavours.

Finally, travel and get out of your bubble and get uncomfortable. It will help with acceptance, tolerance, and patience, and show you how incredible our world really is.

Business Insider Australia

Dean Ramler, CEO and co-founder of Milan Direct.

Learn the art of going above and beyond and doing more than what you are currently expected to or paid to do. The typical employee does the old 5 o'clock shuffle because that is when the typical work day ends. Everyone has the right to do this. Yet there are a select few high achievers who understand the value of going above and beyond their current pay grade and always look to provide the most service to the company, often staying back as late as I do.

As a CEO you come to rely on the select few who really go above and beyond, it becomes a habit to call on these high achievers to assist in core tasks when everyone else has left for the day. It is no surprise that these same people end up becoming the senior managers of the company, and are the most compensated with promotions and pay rises.

Business Insider Australia

Philip Weinman, CEO of Locomote.

Start your own business while you still live at home. It’s a good time to experiment with a business idea, while you don’t have any real expenses. Find a mentor or someone you that you trust to give you advice - outside of family - who has no financial agenda.

You will learn from your mistakes during this time, and if you decide that you want to move into a corporate environment, you'll already know what works and what doesn’t. Along with business experience, you'll learn to make and stand by your decisions - a trait that is highly regarded by Locomote.

Christian Mischler, COO, CMO and co-founder of Hotel Quickly.

Travel the world! Explore new regions and cultures, it creates independence and gives you experience that will have lastingly positive effect on the rest of your life.

Business Insider Australia

John Winning, CEO and founder of The Winning Group.

Get as much experience as you can - it's important to have a good mix of valuable life and work experience. Whether it's a part time job and/or work experience at school, try to immerse yourself in different industries and roles within a business. I drove trucks, worked in a warehouse, did door-to-door and in-store sales.

Be sure to gain a further education that interests you. It doesn't have to be university, even if it's just reading books it's great to have an interest in learning, and curiosity is an amazing motivator. I never attended university after school however the years that followed shaped how I approach my work and how my business operates. From practical work experience within the retail industry, to personal achievements such as competing in many sailing championships and eventually winning a world title, every experience has enriched my thinking and ability to tackle obstacles and grapple opportunities in business.

Business Insider Australia

Zach Johnson, CEO of atmail.com

Having worn a mohawk in a variety of colours, scuba dived, completed a tour of duty with the US Army and lived in Germany, among many other crazy things, the one sage piece of advise Johnson has is: 'Live as much as you can and embrace all experiences as they come—fully and completely.'

Charlie Wood, country manager for Dropbox.

I'd recommend people should get a few years experience at an established multi-national during their early 20s. The experience people will gain at these companies will set them up nicely for future endeavours. Those who are entrepreneurial in nature, should follow their dreams and bring their ideas to life by starting something on their own or with a team. One of the most important things someone should do before they reach 30 is to travel, they will meet new people and will create new adventures! These experiences will broaden the mindset of any individual to help set them up for their 30s.

Business Insider Australia

Bevan Nel, MD of Helping.

Be disciplined in your management of money, keep a budget...and stick to it!

Secondly, if you're going to take a business risk, do it before you're married with kids and mortgage. You'll be more scared and less gutsy once you have a family and advancing and progression is important early on in your career. Lastly, it's important to keep in touch with past business associates.

Keep business cards, make a spreadsheet, do whatever it is to keep your contact list ongoing and up to date. Networking is key and you never know when you might need to reach out to someone.

From a non business perspective...travel. travel. travel! That's what I always tell anyone who is young. Travelling is great for developing confidence, meet business contacts and also a great way to refresh and restart your body and mind.

Business Insider Australia

Kevin Lynch, Chief Marketing Officer at Open Colleges.

#1: Learn from your team: As we progress through our careers in our 20s, we need to learn not just from those above us, but also from our broader team. This can ensure that you build a strong foundation by your 30s.

I learn most from my team, the people who surround me. These are the people who make the magic happen, they are far smarter than I am. Our people are what makes us. We aim to ensure that we continue to build on the terrific culture here and ensure it is a great place to work for our staff where people believe in the company’s mission of changing lives through education.

Levi Aron, GM of Yumtable.

Seize the moment, set personal goals early in the game, keep them in check and strive to achieve or surpass those goals. Always remember to reward yourself as you reach each milestone. It's great for personal recognition. Work hard to push boundaries but don't forget to smell the roses every now and then. Remember, no goals = no drive = mediocre life, and who rates that?

Business Insider Australia

Nicholas Smedley, MD of Steller.

As we are in the real estate game I think it is important that our employees understand the market. There is no better way than getting into the property market yourself.

My advice would be to start saving as early as you can - whether that is through shares or a varied investment portfolio. There is nothing better than compound interest. This gets you into the frame of mind of saving and buying your first property before 30 would be a great start. 

Sarah  Kimmorley

There Are 8 Indispensable Elements of Real Wealth and 7 Aren't Money

What’s the purpose of life?

That's a powerful question that deserves your attention. My answer has drastically changed the past five to 10 years, and will continue to evolve. Success is part of life's purpose but I know that on the other side of success is the quest for more success, more milestones, more achievements, more people to help and learn from, more money to be made. That's great. Life becomes mundane and boring without goals and dreams to reach for but I believe there is more to life and real wealth.

Don’t get me wrong. Becoming a millionaire is a valid desire for everyone, but there is no higher success than building and maintaining a world class life with meaning and significance. Awareness precedes choice, and your choices determine the quality of your life. I’ve put some serious thought into what makes a world class life. Here are the eight forms you must adapt and start improving if you want to live an exceptional life with no regret.

1. A world-class inner life.

Your outer world, who you are and the quality of your life, is 100 percent determined by your inner world. Your inner world consists of your peace of mind, the quality of your thinking and living authentically. Are you living your true values or doing things based out of fear and worry? Your inner world determines your self worth and how connected you are to your core.

2. World-class health.

Your health is a very important part of wealth. If you don’t have your health, you have nothing. At the end of your life, the things you now perceive as the big things might be the little things. When we are young, we will compromise our health for wealth, but when we are old we will gladly sacrifice all of our wealth for just a little bit of health.

It’s extremely important to put health first, if you really want a world class life. We take our health for granted until we lose it, then we spend all our waking time trying to get it back. Those who don’t make time for exercise must eventually make time for illness.

3. World-class family life.

Having loved ones around you, and being able to see your family whenever you choose, is a crucial part of success. Gary Vaynerchuktold me his business is extremely important, but a distant second to his family. The greatest support system in the world is good family and friends. You can’t be careless here, you need great relationships and those who make you better. Remember, you can’t change your family, and trying to do so will cause you endless stress and frustration. Love them and appreciate them for who they are. 

4. World-class profession/career.

The attitude you bring to your days determine your destiny and it's extremely hard to carry a great attitude when you don't enjoy what you do. According to the new Gallup survey "71 percent of employees are activity disengaged at work."

Be patient and figure out your strengths. Purposefully choosing (or creating) your ideal professional is crucial to a world-class life. When you love what you do, you’ll never work a day in your life. It's important to get to the end of your career knowing you gave your best. Yes, unexpected circumstances do happen but you are in control of your own future through the choices you make. Life is not easy nor promised, but it's how you adapt and adjust that determines what happens next. Never settle.

5. World-class financial freedom.

Less than 5 percent of our society will be financially stable by age 65. WTF? Money is extremely important and makes the world go round. It also gives you one of the most important aspects of a world-class life --freedom.

Money allows you the choices to do what you want, when you want, wherever you want, so you can live on your own terms. What’s your game plan to assure a financially free future?

6. World-class circle of genius.

You become who you spend the most time with. Are the people you’re associating with holding you to higher standards and challenging you? If you spend time with people who are playing at a world class level, you drastically increase your chances of doing the same. Their ways of being will rub off on you. You’ll adapt their philosophies and perspectives.

Start surrounding yourself with people whose lives you want to emulate. Keep company with those who are thinking and acting at an extraordinary level.

7. World-class experiences.

Ultimately, life is an adventure. Experiences and memories are what separate the elite lives from the mediocre. I’ve recently started focusing more on producing instead of consuming, and valuing experiences over material things. I like both, and appreciate the finer things in life, but after studying countless world-class people, it’s clear they are constantly creating memorable experiences. What's the point of doing something if you’re not having fun? 

8. World-class impact and legacy.

The worthiest aim of life is service to the world around us. How much difference are you making in the world around you? Are you adding consistent value that improves the lives of others?

Generosity the key that unlocks happiness. There is no greater feeling than when you help or give to others, asking for nothing back. Whether it is a compliment or a small gift, do something nice for somebody every day. Realize every tweet, every blog post and every conversation you have is part of your legacy.

I challenge you not to postpone your life. Most say “when I have more time I will take time for myself” but the reality is life waits for no one. Don't postpone travel or chasing your dreams. Nobody knows when their time is up, so make the most of it by focusing on these eight forms of real wealth.

Peter Voogd

The 9 Things You Need to Know About Selling

If somebody told me years ago that a future generation of would-be entrepreneurs would learn how to sell from a bunch of writers, researchers, and consultants who’ve never sold a product or managed a sales force in their lives, I wouldn’t have believed it.

And while no article – or book, for that matter – can really teach you how to be a great salesperson, I can definitely share some interesting and counter-intuitive insights that took me a while to figure out, starting with the do's and dont's of delivering a sales pitch:

Selling is a marathon, not a sprint. Selling is a process – an often long and arduous one. The bigger the deal, the longer it takes and the more hoops you have to jump through. On the plus side, you’ll have more time to build a solid foundation for an enduring relationship. If you want to be the last one standing at the end, don’t push too hard in the beginning.

You’re always selling. Whether you’re pitching a new concept to investors, a potential partner to join you, or your board on a risky strategy, you’re more or less always selling something. And if you’re not aware of that, you’re not going to do the right thing to ensure your best chance of success. Truth is, even sales people spend more time selling their own company than their customers.

Make “yes” the logical and emotional choice. Selling is a skill set. Granted, a transaction does eventually take place, but the vast majority of the time, you’re cultivating a relationship, listening to determine your customer’s needs, or building a case for an investment of time and resources or a leap of faith. If you do it right, saying “yes” becomes the logical and emotional choice.

Be sure there’s a real opportunity. Cold calling isn’t synonymous with wasting your and everybody else’s time. Cold calling is when you believe there is a real opportunity and this is your first unsolicited contact with a company or individual. Once you’ve identified the right person and that there is at least a possible fit, then go for it. Otherwise, you’ll come across like a dummy, waste precious time, and maybe even burn bridges or harm your reputation.

Know whom you’re talking to. Try not to get too far along without knowing whom you’re meeting with, what their role is, what motivates them, and how to approach them. Do what you can to learn in advance what they’re doing and what they might be looking for. That way you can come up with a strategy that makes sense. There are ways to do that and adjust your plan on the fly, but that comes with experience.

Don’t try too hard to relate personally. This is probably the biggest mistake small business people make. Sure, you want to build a relationship, but if you try to get too personal too quick, you risk appearing too eager, invading their personal space, or turning the other person off. Instead, pay attention and react to their cues, tone, and body language.

Don’t show off how smart you are. I’ve been guilty of this myself, but not intentionally. Oftentimes, in a transparent attempt to relate and maybe indicate we know what others are talking about, we come off like know-it-alls who love to fill the air with the sound of our own voice. The truth is the customer doesn’t care one bit about what you know. He just wants to know if you’ve got a solution to his problem. So listen.

Give a little, get a little. Selling is a game of give and take. If you do it right, you give a little, get a little, and repeat the process over and over. For example, after providing a general outline of your product, you might ask them to tell you about their product or company so you can determine if there’s a fit. If, on the other hand, you spill your guts all at once and they say “not interested,” you’ve provided a ton of information, gotten nothing in return, and possibly missed an opportunity to offer a customized solution.

Never rehearse. There are several reasons for that, but the most important one is that it’s harder to think on your feet and adapt to new information. Instead, the rule you should always follow is to simply know your material cold, know as much about who you’re pitching as you can, come up with a reasonable plan, and then ask lots of questions, listen for answers, and adjust as needed. Trust your gut.
No matter what happens, remember this: You’ll make lots of mistakes but you’ll get better in time. Most people think I’m a natural-born salesperson, but nothing could be further from the truth. Just listen and learn … from the right people.

Great Article by Steve Tobak ( Tobak is managing partner of Invisor Consulting -- a Silicon Valley-based management and strategy consulting firm -- and a former senior executive of the technology industry.)