give, Give, GIVE
The old saying is “it’s better to give than to receive." But what about when it comes to selling? What if you give of your time, energy, information and still don't make the sale? Every sales person has the experience of giving someone everything they wanted and asked for and then still not making the sale or later hearing they bought from someone else.
Iwas recently shopping for a homein San Diego, online, and noticed that most of the realtors' websites make you enter data to get information on their listings. I was so frustrated with this enforcement to trade information for information. This is an 'out-dated' belief held on by the realtors that believe if they have beautiful websites with big pictures and all the information then they won't be needed. So what they do is limit the number of photos, the size of the photos and the information provided. They believe incorrectly that the less they give, the more they are needed. This is a ridiculous way to think in the 21st century. All they are doing is creating other businesses that they will later have to pay to deliver what people want - information!
Selling is the act of giving not getting, serving not selling, assisting your client and his/her needs first. When you persist long enough you will earn a commission now or in the future. Most people in sales are too focused on their commission, their time, and what they’re going to get out of the deal rather than what they’re willing to give, what their product offers, and how the customer will benefit. This happens as a result of losses and then deciding the way to avoid loss is to not give.
I have built a career off of giving. With over 300 videos posted on youtube, multiple micro websites with free downloads of books and chapters, thousands of hours of free interviews in magazines, newspapers, and TV, I can tell you when you give long enough with the right intention, it will pay off sooner or later. This has been validated in my life that if you give enough and help enough people in positive ways that life will give back to you.
Giving doesn’t mean giving products and services away for free, but rather, giving the best attitude, the most energy, the most follow up and highest level of service. And don't confuse giving with just being nice and then expecting your customer to sign the order. NO! You will still have to ask for the order.
Give all of your attention, all of your energy, all of your advice, all of your information, and then find some more to give! Overwhelm people with how much you have to give and then insist that they buy from you!