Who Are You Serving?

I did a blog talk radio segment this week where the topic revolved around how selling is really serving. It amazed me that some of the people didn’t really understand that concept. Let me explain it to you. Any time there is a communication then you’re probably selling something whether it be a product, service or an idea. Yes, by just talking, a sale is going on.

Now, your job today is to relax and let that one sink in. That’s it. Pretty simple.

Just accept the fact that sales is communication and communication is sales. My exact Heart Centered Selling definition of selling is education through communication without manipulation.

In other words, selling is serving. You take on the role of a teacher when you sell. Basically, you want to educate people on the benefits they will achieve from doing business with you. Perhaps they’re purchasing a product or working with you on a service basis. Ask yourself about the benefit to your customer. How can you really be of service?

This is as great mindset to put yourself in as a salesperson because when you serve better things will happen. You don’t communicate with strings attached or thinking, “When can I get to the close.” You communicate because you want to do it and the byproduct will be great things happening.

If you’re communicating to close a deal then the focus is on you. If that’s your major focus, your customer probably won’t respond because the focus needs to be on them. Just remember that we’re all put on this planet to honestly communicate. At the same time, each of us has something we can provide to other people. It doesn’t matter what your status is or your education level. Everyone has the ability to provide value to someone else.

If our intent is to provide that value then good things will happen. If all we want to do is sell then less good things will happen.

What happens to the giver who just gives, gives and gives and then just burns out. If you’re constantly giving then you’re not stopping long enough to truly create a relationship. It’s okay to give to start the process, but once the relationship is created you do have the right to ask in return.

You earned that right.

The way you avoid burnout is to create relationships understanding that you’re front loading them. At some time, you’ve earned the right to ask for more.

What you should see is a relationship that is growing – and when relationships grow they flourish.