22 September 2018

8 Sales and Business Lessons from Harvey Specter

I am a Suits fan – Whether you love or hate the Harvey Specter character, you can’t deny he is smart and driven. His never-lose-faith-in-himself attitude and risk-taking abilities depicts more practical lessons than a real-life mentor can detail.



DRESS TO IMPRESS
Harvey always looks the part from his well fitted bespoke suit to his classic shoes, because he knows that in a concrete jungle people see you first before they hear you. You want people to take you seriously from the moment they meet you, to the moment they sign the check. It makes it easier to earn your client’s trust and eventually, their business if they feel that they can take you seriously.

NEVER DESTROY ANYONE IN PUBLIC WHEN YOU CAN ACCOMPLISH THE SAME RESULT IN PRIVATE.
Everyone cares about their reputation. Today, it’s your enemy. Tomorrow, it might be you. Never sabotage anyone in public because it will put you in the jeopardy.

KEEP YOUR COMPOSURE NO MATTER HOW TOUGH THE SITUATION.
Harvey displays a level of certainty about himself and competence that scares his opponents. No matter how difficult the situation is, it’s important that you dig deep within yourself to keep your composure. Keeping calm in stressful situations is the key factor that separates the strong from the weak.

BE TOO GOOD TO IGNORE
It’s important to make your reputation precede you. People hear the name Harvey Specter and every door in front of him swings open, he has earned enough success to ultimately make his name his CV. As the saying goes ‘work until you no longer have to introduce yourself’.

I DON’T PLAY THE ODDS. I PLAY THE MAN.
You can’t win game just because you know all its rules and statistics. When you are dealing with another man, you need to put yourself in his shoes- how he thinks, what he hates, what are his feeble points, where he fumbles. Only then can you get better odds.

SEALING THE DEAL REQUIRES THAT PEOPLE TRUST YOU.
You need to show the client you can be trusted. Prove you have experience closing deals in the industry. Prove that you’re a solid person. No matter who, people prefer to work with people they trust.

KNOW YOUR COMPETITION INSIDE AND OUT.
Life is a game of chess, and it is important to give yourself an advantage by staying a few steps ahead of the competition. Learn about your competitors and understand the moves they’ll be making before they do so. This is the only way you will be able to have the upper hand and eventually crush the competition when the time is right.

HARVEY HAD A COACH
His senior partner and his therapist were his coaches, people that will hold him accountable.