Most Successful Understand Human Nature

Regardless of the field of endeavor, there are certain common characteristics that are invariably needed. Each of us, in some manner, shape or form, sells something. Some sell a product, others a service, and the rest sell themselves. Many of the greatest motivators, sales persons, and successes of all time have often spoken of the fact that success is only very slightly related to any type of technical knowledge, but primarily a factor of how well someone understands human nature. However, in my more than three decades of training, developing leaders, and conducting attitude adjustment/ self help seminars/ programs, I have also realized that most of the material people receive on this topic generalizes to far too great a degree. This is because there is no one thing that motivates everyone, some people are far more open (or at least open up far more easily), some are more outgoing, different people have different comfort zones, and there are major differences in how people disseminate and absorb information. I have also come to learn that there are many people that I refer to as the "yes you to death" crowd, who will nod and agree, but rarely act on anything.

1. We can see how this works in family situations. Different siblings in the same family often have diametrically different personalities and attitudes. It is not uncommon to see one sibling who loves to argue but then always ends up doing what's needed or asked, while another is quite agreeable and rarely does what he agrees to. While not easy to do, the only way to effectively deal with this, and not compare one sibling to the other, and address each individual based on his or her own needs and quirks.

2. The greatest sales people of all time all are better at understanding and dealing with human nature than others. The successful sales person always is an effective listener, and a great questioner. He gets to know his potential client (or customer) before trying to sell anything. He asks questions that reveal what the other person wants or needs, and then carefully crafts his presentation to that individual. He avoid technical nuances unless asked, or unless the other person is extremely technically oriented. He realizes that it nearly always emotion that sells something, and while the great sales person also must possess excellent sales closing skills, he must package those skills for the individual customer. Great sales people do not just jump right into their presentation. Two very successful mutual fund salesman that I knew used far different techniques to achieve great results. One, who was the most successful at his company, one year gave to his clients, a leather bound book entitled, "Everything I know About Investing." After a beautiful and emotional cover page, the book then contained over 400 blank pages. The true message was that it was not his knowledge but his caring and his relationships that mattered. The other used quite a different technique which was also quite successful. He would come into the home of a potential client, do his fact finding and develop a relationship, and simply sit there until he got the business. That was how he demonstrated that he was there for them!

3. The greatest leaders of all time all had caring for their constituents, and providing value, as their primary goals. Their vision for their organization was always inclusionary, and they emphasized superb communication. I'm sure we all recall how effective, for example, President Clinton was, when he bit his lip and said the simple words, "I feel your pain," while maintaining eye contact. He understood that what's most important for most constituents is the belief that their leader cares about them.

Don't generalize, but rather listen. Don't express your view, full of your biases, prejudices and concerns. Rather, simply expand your own personal comfort zone, and try to see things as others do. Relate to their concerns after you are certain you understand them. This will make you a greater success in everything or anything you do!

Richard Brody has over 30 years consultative sales, marketing, training, managerial, and operations experience. He has trained sales and marketing people in numerous industries, given hundreds of seminars, appeared as a company spokesperson on over 200 radio and television programs, and regularly blogs on real estate, politics, economics, management, leadership, negotiations, conferences and conventions, etc. Richard has negotiated, arranged and/ or organized hundreds of conferences and conventions. Richard is a Senior Consultant with RGB Consultation Services, an Ecobroker, a Licensed Buyers Agent (LBA) and Licensed Salesperson in NYS, in real estate. Richard Brody has owned businesses, been a Chief Operating Officer, a Chief Executive Officer, and a Director of Development, as well as a consultant. Richard has a Consulting Website ( http://tinyurl.com/rgbcons ); a blog ( http://tinyurl.com/rgbstake ); and can be followed on Twitter.

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