This is the third part of a 3 part series on understanding buyer
motivation in the business-to-business market place.
We live in an experiential society! One of the most powerful and
effective ways to differentiate yourself is to serve others in a
sincere and genuine fashion resulting in a positive and memorable
experience. Isn't it a pleasure to experience a sales or service
person that is truly there for you? A person who is passionate
about serving others and is sincere and knowledgeable? From time to
time we have the good fortune of having such an experience.
Unfortunately the frequency of these positive experiences seems
to be less and less. The good news is this scarcity offers you a
profound opportunity to differentiate yourself and stand out in the
crowd!
Zig Zigler said "You can have anything you want if you will
only help enough other people get what they want." The key to
riches and happiness is to serve others. But for some reason the
majority of sales and service people are not leveraging this
opportunity to their benefit.
Here are a couple of effective actions to keep in mind:
- When you serve another by making the experience all about them
it does not mean you are subservient or beneath them!
- Practice daily putting your worries, issues and desires on the
backburner while you put the person you are serving in the spot
light!
- Look people in the eye and listen to them. Paraphrase back to
them what they told you to be sure you understand!
The bottom line is make it all about them! As grandma used to
say: "A person might not remember exactly what you did or said.
But they will never forget how you made them feel." Pause and
think about this for a moment. This simple concept could quite
possibly elevate your success to another level.
Subscribe