Sell or Be Sold(34)

I believe that the true essence of selling is not just getting the sale, but the sincere desire to help. I also believe that a spiritually aware person will ultimately be a better salesperson than someone who’s just interested in compensation.

I believe and have validated in my life that if you give enough in life, life will give back to you. It’s the same in sales as it is in life. I don’t mean giving the lowest price, or giving products and services away for free, but giving the most attention, the most energy, the best attitude, and the highest level of service.

Give, give, give is the assurance of sales, sales, sales. If your client wants one option, give him three, six, or even twelve options.

I created a software program for retailers based on the give, give, give philosophy. The program is called Epencil™ and provides the client with multiple options on different products in a succinct and professional manner. Epencil™ has been extremely successful in the auto industry where, for years, salespeople were inclined not to give information or to give only limited information. What I introduced was a program wherein a customer who asks for information is given an array of payments, package options, and price information, thereby making the buyer feel serviced, not sold. This concept of taking give, give, give to an actual application resulted in increased profits, increased sales, and happier customers for auto dealers. It fully utilizes the idea that service is senior to selling and giving is senior to getting.

If someone asks me for a drink, I get it for them, open the bottle, and bring them a glass, ice, and a napkin. That’s give, give, give in action. I don’t ask them if they want the glass and the ice—I deliver it and leave it to them as to whether they want it in the bottle or want me to pour it over ice! If I’m a waiter, I don’t ask if you want dessert after dinner. I bring you the dessert tray, tell you about each dessert, tell you about my favorite, and dare you to pass. I can service you into the dessert without ever seeming to sell it!

A friend told me a story that illustrates the give, give, give attitude. She and her husband were leaving a restaurant in New Orleans one evening, and as they walked out onto the street, a haggard-looking man in a threadbare coat approached them. He immediately asked the husband for permission to serenade his wife. Reluctantly, the husband agreed and the man got down on his knees before her right on the sidewalk and began singing. She said that the incredible voice and heartfelt passion that came from that desperate character was powerful enough to blow the glass out of every window on the block. The man went on singing for two minutes, pouring his heart and soul into that song and giving them every fiber of his being. When he finished, they were speechless. Her husband handed the guy $100. With tears of gratitude, the man thanked them, then ran down the street to a beat-up car where his wife and children were waiting. The only thing that the guy had to offer was his voice, and he knew that if he didn’t give it right then and there, his family wasn’t going to eat that night. My friend’s husband, a career salesman, said that he’d been so impressed by the man’s intention to give that he hardly felt $100 was enough for what he received. That man on the street poured his soul into his song with the give, give, give attitude, not knowing if the couple would tip him at all. Regardless, for those two brief minutes, he belonged entirely and completely to them.

Give all of you to a prospect, not just a part of you. Give all of your attention, all of your energy, all of your suggestions, all of your information, and then find some more of you to give! Exceed expectations and go all the way with him and then a bit further. Withhold none of you and give yourself without reservation.

As a customer or client, I don’t want to have to ask a salesperson for something. I want him to offer it. I want him to predict what I need and offer it to me. I want to be provided with what I ask for and everything else that will help me to make a decision. This shows me that he wants to take care of me, is thinking like me, and is actually predicting my expectations and surpassing them all at the same time. Deal closed!





LOVE THE ONE YOU’RE WITH


Always pay attention to your customers and stay with them from start to finish without allowing interruptions. Show each customer how important they are to you and how they’re the most important person in your universe. If you can do that you will be rewarded. If you chase two rabbits at the same time, both will get away. Commit to the one you’re with all the way. Handle your phone calls and e-mails later and never allow interruptions.

Make your total commitment to that one opportunity, that one customer, and let him know that! Give your customers all of you and they’ll see that you’re with them all the way. Regardless of them taking calls, or you being interrupted, keep your focus on the person you’re with. Too often, people feel neglected in life; so don’t let them have that experience with you. Show them complete attention from beginning to end! Give, give, give your full, undivided attention to your customer and don’t stop until you bring it home!