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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Recruits and retains people smarter than themselves.
HABIT 2: Maintains a "patient but ready" stance.
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Has a long-term view.
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Always thinks "Return-on-Investment".
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Always is prepared to act when opportunity knocks.
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Practices “information discipline”.
HABIT 3: Doesn't argue with reality.
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Is data-driven.
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Makes evidence-based decisions.
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Understands that 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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Surrounds themselves with high-performers.
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Is confident enough to be vulnerable at times.
HABIT 5: Always communicates like a winner.
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Knows an interview transcript would be at-least 90% growth and change oriented.
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Believes exit is confirmation of achievement and success.
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Has an infectious vocabulary.
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Does not allow losing to becomes part of the conversation.
HABIT 6: Seeks adventure and change.
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Has a mindset of "life will not pass me by".
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Is not afraid to fail.
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Is not afraid to investigate many options.
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Does not quit at the first sign of adversity.
HABIT 7: Takes care of all stakeholders and allows them to reciprocate.
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Understands that decisions are not made in the “vacuum of self".
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Carries a mantra that it doesn’t have to be lonely at the top.
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Finds comfort in community.
Content listed on this page originally published by:
Sean Hutchinson, CEPA, CMAA
CEO, SVA Value Accelerators