Life is a Sale

By Amelia Greene and Hannah Frey

Think of the last social gathering you went to...okay it’s been a while…

At this gathering, did you meet new people? Were you asked what you do for work or for fun?

Is this sales?

The first image that comes to mind when we think of sales is an off-putting stereotype. But what about attending a happy hour? Going on a first date? Convincing someone to join your team? An interview for a new job? Pitching a new project idea to your firm? Raising capital?

These are the less obvious times that we are all in fact selling ourselves or our point of view. 

The truth is: life is a sale and we are all salespeople. Every interaction is an opportunity to learn, grow, laugh and connect with the people around you.

Here are 4 ways you can hone your everyday sales skills:

1. Prepare

First you must ask yourself: what is my goal for this interaction? You can then decide how to present yourself, introduce yourself, and what you want your first impression to be. 

For example, for a job interview, you will want to dress your best, print multiple copies of your resume, research the company ahead of time, and review the job description to relate your professional experience to the role. While a first date is awfully similar to an interview, this would be a strange way to prepare. 

Knowing your goal ahead of time and preparing intentionally is crucial for these “everyday sales."

2. Use storytelling

You don’t have to be the loudest one at the table, but there’s no better crowd pleaser than a funny and engaging story that everyone can relate to. 

If you can put the other individual(s) at ease with a quick anecdote, you are already building a relationship with them. Trust and relationship building is one of the key skills of successful salespeople.

You may be asking yourself, how do I become a better storyteller? 

This week, Amelia and Hannah spoke to John Kratz who established the sales program at University of Minnesota Duluth, the first of its kind at a public university in the state. John taught at the university for 22 years and now leads workshops in storytelling through his firm, STORYseekers. John’s advice for what he calls “high stakes short form oral storytelling” was twofold: first, to follow a simple structure and second, to practice. Structure should include a character, a complication or challenge followed by a turning point, falling action and finally, resolution. Practice can be done in front of a class or live audience. Think: stand up comedy, an improv class or a forum like Toastmasters.

Keep a few relatable stories in your arsenal, and practice! 

3. Ask people about themselves…and then listen

NYU Stern Professor Scott Galloway often says on his podcast Pivot, “the easiest way to get people to like you, is to like them.” Take a genuine interest in others. When in doubt, ask questions and get them talking. 

But getting them talking isn’t enough. 

We must listen to their answers. And to truly listen, you must actively work to remember and engage with what the other party shares. Being able to recall small details such as their birthday, a spouse or family member’s name, or their favorite food builds significant goodwill. 

“If you aspire to be a good conversationalist, be an attentive listener.” - Dale Carnegie

4. Be authentic 

If 2020 taught us anything, it’s our innate human desire to connect. This is especially true during a challenging time (like a pandemic) or transitional period in your career or life. It’s easiest to make a meaningful connection when you can talk about shared experiences.

We became friends when Amelia shared to our MBA class that she has a fear of public speaking. Hannah reached out immediately to let Amelia know that she used to be scared as well and offered to share how she has overcome her fear. We set up a meeting to discuss and the rest is history. 

Be yourself and look for the shared experience. Your story may inspire others to overcome a fear or improve a weakness.

?Salespeople use tactics like open-ended questioning, storytelling, thoughtful preparation and active listening every day at work. 

We hope you see now how you can use these same practices in your career and personal life, to foster meaningful connections and enhance your relationships. How you present yourself to the world defines how others will perceive you. 

Life, and how we choose to live it, is a sale.

Amelia Greene is a Global Product Manager at Wego Chemical Group responsible for the global sales and supply chain of their Flame Retardant product line. Throughout her sales career, she has worked extensively in both client facing and product management roles in the Chemical Industry. Amelia is passionate about identifying and creating opportunities to empower women in business leading her to found Women in Chemicals - a networking and mentorship group - in early 2021. She graduated from Binghamton University in 2014 with a BS in Chemistry and is currently a candidate for NYU Stern School of Business’s EMBA Class of 2022.

Hannah Frey is a Client Executive at IBM responsible for key government accounts in New York State, across all parts of the IBM business (software, hardware and services). Throughout her career, Hannah has been focused on providing public sector clients with innovative solutions and professional services tailored to government, healthcare, human services, education and public safety. She was inducted into IBM’s Industry Academy in 2020 as the single “emerging leader” in the government industry worldwide. Hannah graduated from Boston University in 2012 and is currently pursuing her MBA at NYU Stern, Class of 2022.