Traits of Success
A successful transaction depends not just on business fundamentals, but also on the willingness of the owner(s) to engage in a long-term planning process.
This receptiveness is not accidental or solely due to remarkably persuasive and competent advisors.
High-performing business owners exhibit certain behaviors, or “habits”, that are leading indicators of a successful process and ultimately a more successful (and many times higher value) transaction.
7 Habits of Highly Effective Sellers:
HABIT 1: Continuously learns & shares knowledge.
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Rejects “knowledge is power".
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Embraces “knowledge is empowering”.
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Facilitate others’ learning and development.
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Recruit and retain people smarter than themselves.
HABIT 2: Maintains a "patient but ready" stance.
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Long-term view / Return-on-Investment.
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Prepared to act when opportunity knocks.
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Practices “information discipline”.
HABIT 3: Doesn't argue with reality.
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Data-driven.
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Evidence based decisions.
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Bad news is a call to action.
HABIT 4: Seeks counsel in all aspects of their life and business.
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Values advice and advisors.
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Surrounded by high-performers.
HABIT 5: Always communicates like a winner.
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An interview transcript would be at-least 90% growth and change oriented.
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Exit is confirmation of achievement and success.
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Infectious vocabulary.
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Losing is not part of the conversation.
HABIT 6: Seeks adventure and change.
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Life will not pass me by.
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Not afraid to fail.
HABIT 7: Takes care of all stakeholders and allows them to reciprocate.
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Decisions are not made in the “vacuum of self".
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It doesn’t have to be lonely at the top.
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Finds comfort in community.
Content listed here originally published by:
Sean Hutchinson, CEPA, CMAA
CEO, SVA Value Accelerators