“Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, ‘What’s in it for me?’”—Brian Tracy
Creating value–“helping others”–is perhaps the best gift you can give your customers, prospects, and colleagues. Even better, you can do it all year ’round in a special way during the sales process. That’s right, you can provide value before making the sale. A specific set of communication skills is the key. Do you and your team have them?
This time of year, especially, giving and receiving command a lot of attention. In business, we pursue these activities throughout the year, though perhaps more along the lines of “give and get” or “give and take.”
Unfortunately, business in general is too often perceived as emphasizing the getting rather than the giving. That’s not surprising, but is it fair? The common thread running through three key business-development functions—sales, negotiations, and referrals—is in fact getting others to do what we want them to do. But there’s a lot more to the story.
Overlooked, we believe, is the simple truth that getting in business is made possible by the other, always-present force of giving or, from our perspective, creating value. To learn more, just get in touch with us at 847-446-0008 Ext. 3 or email@example.com.
All the best for the holidays in 2018 and for creating value throughout the year in 2019!
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