Give And It Shall Be Given To You

Give and it shall be given to you. This principle will change your life. The average person who enters into the sales arena is looking for the buyer, right? The sales person hones his skills by learning his product and how it is better than the rest in the market, he knows the cost benefit ratio and can argue it in his sleep, and his closing is seamless leaving no room for the buyer to wiggle out. He is ready for the “no” even anxious for it, because that will eventually lead to a “yes”. But although a positive attitude is a must and a complete working knowledge of your product is crucial, a sales person built up with these ideas alone will get at the most (drum roll please) One sale.

As a buyer I have left many a sales room or conference unsure of what just happened. The typical situation is as follows: upon entering the room or met by the salesperson I’m overwhelmed with information on the product or service. Every question is answered and filled out to minute detail. The Salesperson gently guides me down the path of my needs while tactfully showing me how the product will meet them while serving me breakfast with a smile. I may or may not purchase the product or service but one thing is for sure, all I am interested in is the product. After I purchase or receive the product I never look back. The salesperson becomes a blip in my memory and quickly fades away.

But on occasion I have had the pleasure of actually meeting a salesperson. In fact they don’t seem like salespeople at all. It wasn’t until the end of the conversation, as he was drawing up the papers, did I realize I had bought something. They don’t bore you with details but in that short period of time you feel like you actually know them and they are genuinely interested in you. When you leave them you remember them and even though you don’t purchase the product you will call them up again for advice, or another product. These rare individuals make multiple sales over a period of time. Their repeat clients propel them to win prizes and awards for their seemingly amazing ability to sell.

But the secret is in the giving. From the moment they awake they are more interested in satisfying the client/buyer than in making the sale.

I remember the old black and white movie named Miracle on 34th Street about a nice old man who claims to be Santa Claus. He is hired by the department store Macy’s to play the role of the Jolly ol’ elf but when the children that come and visit him ask for toys that Macy’s doesn’t carry he doesn’t try to “sell” them something else, he tells the parents where to find them. He puts into practice the principle of giving. The other Macy’s employees are shocked and then amazed to see how the principle actually makes Macy’s more revenue in the long run.

Do you want to live successful, then live to give.