the art of leading

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Some time ago I listened to Zig Ziglar’s audiobook 5 Steps to Succesful Selling. The first time I played it, all I could relate it with was the selling of physical products, such as lamps, vaccum cleaners, or computers. The second time, I saw how this selling process was also applicable to the selling of services, perhaps management consulting products or legal advice. But the third go-around was the most enlightening one, since I realized the connection between the selling process and leadership: it was one and the same! This obviously does not mean that all good salespeople will necessarily be good leaders. What it does mean is that all good leaders are in a way good salespeople. Leadership involves selling ideas. It involves trying to persuade people to believe in your ‘product’, which is your vision. Leaders want to gain ‘costumers’, or followers. This is definitely not a breakthrough in human history. Many before me have expressed the link between selling and leading. Nevertheless, it is always helpful to point it out. For that reason, I have decided to attempt to demonstrate, in this short introductory series, how Zig’s 5 Steps could be implemented in the development of the leadership process. The 5 steps are: building a positive self-image, prospecting, having a planned presentation, closing, and following up.

Build a positive self-image

I wrote a previous article called Self-Confidence to be a Leader which I believe provides good suggestions on this topic. It talks about the importance of goal-setting, preparation, practice, small victories, and acting confidently. Although self-confidence and self-image may be seen as distinct terms by some, they are synergistic. The key to building a positive self-image, in my opinion, is to have self-confidence. Why? Because to believe that you are capable of achieving success means that you have a positive outlook on yourself. This positive self-image is what prospects, clients, or followers see and respond to. Very few people will buy something from someone who doesn’t believe in what is being sold. They conclude, “If the salesperson wouldn’t buy it, why should I?” Believe in your product. Believe in your mission as a leader. If you don’t, then you have no business trying to sell it. So the first step to become a good leader, as in becoming a good salesperson, is to convince yourself that what you have to offer, be it a lamp or a vision to change the world, is truly worth buying. Then, project that into your prospects.

Categories : Confidence, General Leadership, Personal Development //