Forget the selling, already!

Forget your selling self-consciousness, already! Leadership and business building are never about "selling". They are about connecting-at all levels, on any platform, in any economy. Take Ron Sugar, for example, who until his recent retirment was Chairman and CEO of Northrup-Grumman. In an annual gathering of several hundred Northrop managers, Sugar walked into the ballroom and without explanation began playing the piano. When he finished a short classical piece, he got up and told the audience how he loved playing the piano, and then shared other details of things important to him. Apparently, people later came up to him and had personal, meaningful conversations. That was Sugar's way to connect. “Leadership, Sugar later would say, is personal. If people are going to follow you, they need to know more about you than the fact that you are their boss. They need to know your hopes, dreams, talents and expectations."

Are you selling or are you connecting?