When I was in the seventh grade I was on the boxing team and later I boxed while in the Navy. I don't want to sound boastful, but it's a matter of record that the worst I ever finished was second. I finally quit boxing because of my hands - the referee kept stepping on them! As a boxer, the coach would always instruct us in the early part of the fight to feel our opponent out, probe and discover his weakness, and then exploit that weakness. The same basic procedure is followed in all athletic endeavors.

In the world of selling and business, a similar approach is taken but for a very different reason. In sales, we explore by asking questions to find out where our prospect "opponent" is weak, that is, needs help of some kind. Only then are we in position to offer our goods and services designed to "strengthen their weakness." To be successful, any business must provide goods or services that meet the weakness - that is, need - of the potential customers.

The oldest success advice going is, "Find a need and fill it." It is more true today than ever. Not only must we find the need and fill it, but we must find more needs and fill them better. That's one of the prime reasons more and more businesses are maximizing their people. Each one is crucial, from the lowest-paid member of the staff to the Chief Executive Officer. Businesses must encourage all their employees to find the needs of their customers, whether internal or external, and fill them. Each employee must have an attitude of responsibility for the company, its goods and services. This enhances the company's competitive edge, increases sales, and ensures employment for employees.

The rule today is keep your eyes open and think about solutions to problems. Your value to your company will grow immeasurably. Keep your eyes open and keep offering those suggestions. Who knows? Maybe the next one will be the magic one! Buy that idea and I'll SEE YOU AT THE TOP!

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