In a previous article I shared a summary of the ‘Top 10 Getting Results Principles.” I have covered some of them in greater detail over the past year, but there are several left that require greater attention.
Perhaps the one principle that is vital to the lasting success of your business, but can be challenging for many is to focus on what is in the best interest of the client. It may not immediately put food in your mouth, which is exactly why it can be difficult if you don’t already have a thriving business. Abraham Maslow, father of humanistic psychology, would tell you just how tough it is to put someone else’s interest above your own if you can’t even rub two nickels together for your own family. As explained by Maslow’s Hierarchy of Needs, you need to be able to meet your basic human needs (food, water, shelter) before you can focus on anyone else. He’s right. But what most people fail to do is see that by helping others you can actually help yourself. While there may be times when what is in the best interest for your client may not be in your pocket’s best interest, the majority of the time it is. Thinking about what is honestly in your client’s best interest will allow you to ‘sell’ better. Often, the most challenging part of selling is that we feel that we are somehow taking advantage of them or duping them into buying what we are offering. That is coming from the ‘needy’ mindset. The alternative way of ‘selling’ is to really focus on what your client truly needs. After all, you are the professional and you have the knowledge and skill-set to help your client. This is all you have to focus on to make your job much easier.
Being in the position of having to sell our service or product that serves other people can create a bit of a mental dilemma. Rather then come from a mindset of a salesperson, start with the mindset of a service person, or better yet, a consultant. Making this subtle mental shift will ultimately make you a substantial financial shift.
