Sell Like Christopher Columbus: Modern-Day Tips for Selling to Executives

Christopher Columbus was able to successfully sell his vision and get Queen Isabella of Spain to finance his voyage. What can today's entrepreneurs learn from this explorer of the past?

Christopher Columbus is one of the most well-known explorers in history. His voyages helped open up new opportunities for trade, exploration, and discovery. As a successful entrepreneur, Christopher Columbus understood the importance of timing and negotiation when it came to selling his ideas to executives. He was able to use what he knew about the market, as well as his own persuasive skills, to get what he needed in order to launch his endeavors. Today, modern-day entrepreneurs can learn a lot from how Christopher Columbus approached selling and use that knowledge to their advantage.

How Did Columbus Persuade Queen Isabella?

After being rejected by the kings of Portugal, France, and England to fund his expedition, Christopher Columbus traveled to Spain and petitioned Queen Isabella I of Castile for funding. He was armed with precise information about the size and shape of the world that he obtained from Italian navigator Paolo dal Pozzo Toscanelli, which convinced her to finally grant him the support he needed. But he also had to be very persuasive in order to convince her.

Columbus used a well-crafted presentation that included detailed maps and diagrams to explain his vision of what was possible if he was given the resources to explore. He also emphasized the potential for riches, both for himself and for Spain, if his mission proved successful. In addition, he appealed to Queen Isabella’s spiritual beliefs by suggesting that the voyage could bring Christianity to other parts of the world.

Moreover, Columbus was also prepared to negotiate a favorable deal for himself with the queen. He offered to finance one-eighth of the cost of the voyage, and asked that she provide him with royal titles and 10 percent of all profits realized from his discoveries. This was a shrewd move since it aligned both his interests and those of Queen Isabella, making her more likely to accept his proposal.

Modern-Day Selling Tips From Columbus

Today, entrepreneurs can learn a lot from how Christopher Columbus approached selling his ideas to executives. Here are some of the lessons we can take away from him:

- Have a well-crafted presentation: Columbus had a detailed plan and explanation of what he wanted to do and used visuals like maps and diagrams to help explain his vision. No matter how great of an idea you may have, it is important to be able to present it in a way that executives can understand and visualize. Don't assume they know what you are talking about.

- Leverage the power of negotiation: Columbus was willing to negotiate a favorable deal for himself with the queen. This is an important lesson in any sales situation. Be prepared to negotiate, and don't be afraid to ask for what you want or need. Executives want to feel like they are getting a good deal, too, so make sure that you create an agreement that is beneficial for both parties.

- Highlight potential benefits: Columbus emphasized the potential for riches that could come from his voyage. Executives often need to be sold on the idea of how an investment or partnership will benefit them in some way. Showing the potential rewards and emphasizing how they can benefit is key to getting the green light. Columbus told the Queen that Spain could expect more gold, spices, and souls for their God. In business, it’s equally important to show executives how they can benefit by taking a risk with you. For example, suppose you work at a startup, and you want to get an investment from a venture capitalist. Explain why this particular investor would be the perfect fit for your company, how they will benefit financially, and what returns on their investment they can expect.

- Appeal to their interests: Columbus was able to successfully appeal to Queen Isabella’s spiritual beliefs and her desire for wealth by emphasizing the potential profits from his mission. When selling to executives, you should try to understand their interests and tailor your pitch accordingly. Do some research on the executive beforehand, and use what you learn to frame your presentation in a way that appeals to them. For instance, if you know that the executive has a philanthropic bent, emphasize how your product or service can help people in some way. If they’re interested in making money, focus on potential returns and profits that you anticipate from the partnership. Look for ways to connect your idea with their interests and make it personal.

By following some of the same principles employed by Christopher Columbus, entrepreneurs can increase their chances of success when selling to executives. Having a well-crafted presentation, leveraging the power of negotiation, highlighting potential benefits, and appealing to interests are all essential steps for any successful salesperson. With these tips in mind, entrepreneurs should be able to sell their ideas with the same level of success as Columbus did during his historic voyage.

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