3 Ways to Be More Likable

be likable

The Snowball System

 

Many people want to grow a business, increase client referrals, and spark momentum. At the same time, people resist sales efforts and struggle with developing business.

How do you grow your business without selling your soul?

Mo Bunnell is an author, speaker, consultant, and founder and CEO of Bunnell Ideal Group (BIG). In his book, The Snowball System: How to Win More Business and Turn Clients into Raving Fans, he shares his knowledge and experience in helping businesses grow.

I recently spoke with him about how to be more likable, gain referrals, improve business development, and create teams that have momentum.

 

Be Strategically Helpful

Why do so many people have such a negative feeling about sales?

The word “sales” is loaded. For many people it conjures up being pushy, dishonest and selfish—and that the salesperson stuff they try to push on others, whether they need it or not.

This is sad because when selling is done the right way, it’s great for all involved. It helps create a future that didn’t exist before. It’s long-term focused. It’s about the other person.

This is one reason we have to use code words for sales: business development, relationship building and the like. “Sales” is just too charged to use with some people.

In The Snowball System, we say sales is “being strategically helpful.” When people do that, everyone wins.

 

“Sales is being strategically helpful.” -Mo Bunnell

 

Experts Are Made

Can anyone learn the skills of business development?

Without a doubt, yes. And that’s different than a lot of people think.

My favorite researcher on expertise is Dr. Anders Ericsson out of Florida State University. He’s widely known as the worldwide exert on expertise. He says, “Consistently and overwhelmingly, the evidence showed that experts are always made, not born.”

We’ve trained comprehensive sales skills to over 12,000 professionals. I’ve seen people in all roles, at all starting points from all areas of the world. With that context, I’d add this: “Nearly everyone has a few natural tendencies that will help them with sales. Maybe they’re gregarious, are inquisitive or relentless in pursuing goals. But being great at sales requires dozens of skills—it’s a complex craft worthy of its own study. No one is a ‘born salesperson,’ and everyone can improve. It’s no different than learning a musical instrument or a sport. Some people are naturally disposed to be have a higher upper ceiling, but anyone can improve. And anyone that’s great learned it and earned it.”

Once people have that mindset, they can learn to love selling and become great at it. It just takes knowing the skills needed and an ongoing system to incrementally improve over time. The Snowball System breaks down every skill needed to become great at sales.

 

“Likability is a soft skill that leads to hard results.” -Mo Bunnell

 

3 Ways to Be More Likable

3 Skills That Will Assure Your Promotion

how to get promoted at work

How to Grow Your Career

He was waiting in the back of the room after I gave a speech. I noticed him out of the corner of my eye, a young man who obviously wanted to ask me something. If you’ve spoken to large groups, you’re used to this. Someone who has a question but didn’t get called on during the Q&A or who only wants to raise a question privately.

When I turned to him, he shifted to the other foot, his nervousness seemingly evaporating with the movement. He confidently asked a question that I have heard in various forms over the years. “Skip, you’ve been the CEO of some large companies. What do I need to do to get promoted at work?”

It’s a simple question and the answer could be extensive. There’s so much to learn about leadership that it’s almost a paralyzing question.

Fortunately, it wasn’t new to me and so I had a ready answer.

 

“Work harder on yourself than you do on your job.” -Jim Rohn

 

3 Key Skills to Get Promoted

There really are three skills that I think help you stand out at work. When these three skills are mastered, it isn’t always apparent why the person is promoted. It just seems natural.

  1. Persuasion skills.

In other words, sales skills. Many people think of sales in the wrong way. They think of it as manipulation or “pushing something.” The greatest sales people, persuaders, and influencers are not pushing a false narrative or unethically exploiting others. They are great listeners, look for ways to help solve problems, and are genuinely interested in others.

Influence is a complex skill worthy of filling volumes of books. It is not only based on what you do, but on who you are. Helping others become influential is one of the major goals of this website. It’s my hope that regular readers will see their persuasion and influence grow over time.

 

“The key to successful leadership today is influence, not authority.” -Ken Blanchard

 

  1. Presentation skills.

In other words, public speaking. It may be in small groups or in large ones, but those who overcome the fear of speaking – and become good at it – are significantly more likely to see promotions than those who don’t.