My new book, Doing Business at the Table, is out and ready to ship
Sign up for our monthly newsletter

*All Below fields are Mandatory

BLOG

Developing a Service Attitude

Posted on: October 29

Author: Admin
Developing a Service Attitude

October 29, 2008Developing a Service AttitudeHave you ever been shopping for something, and you could literally see the dollar signs in the salesperson's eyes? Believe me, your prospects can see the dollar signs in your eyes as well if your attitude is one of do anything to make the sale. That is why a service attitude should also be an inherent part of your attitude.William Penn, historic figure and founder of Pennsylvania, said: "I expect to pass through life but once. If therefore there be any kindness I can show, or any good thing I can do to any fellow human being, let me do it now as I shall not pass this way again."If you always give to get, you'll never get. But if you give to give, you'll get. Whatever you put into the lives of others will come back into your own. It's pretty simple, really. Put out good - you'll get good. Put out bad - you'll get bad.Steve sold check sorters to banks. One day, one of the banks he called on didn't need any sorters, but the banker was upset because their printer had just broken. He asked Steve what he thought about the various printer brands and where he might shop for them.Steve made his living by selling sorters, not printers, and he could have easily have said he didn't know or could have given him a short and easy answer. Instead, Steve did the banker's homework for him. He gave the banker names, phone numbers, and prices so the banker could check and compare printers for himself.When it came time two years later for that banker to buy a sorter, that banker called only one person - Steve. Steve was the kind of salesperson that banker wanted to do business with. Your prospects want to work with a salesperson with a service minded attitude.I think back over the thousands of times someone asked me to do something that I didn't make a dime on, and always I strived to do whatever was asked of me. When I went out of my way to help a prospect or a customer, I said to myself, "Well, there's another deposit in the sales bank for withdrawal later."To top it off, I did it all cheerfully. Nothing sells like a service attitude, and believe me, the prospect can tell.P.T. Barnum said: "You can fool some of the people all the time, and all of the people sometimes, but you can never fool all of the people all the time."And I say, "Why try?" It's so much easier to have a service attitude all the time as you pass through life.Ryan had just that sort of service attitude. One summer on the bookfield, he was giving a terrific presentation. Suddenly in the middle of his close, the woman got a phone call and was thrown into a state of panic. She had to leave immediately, but could not take her children with her; she couldn't leave them alone either.Without even thinking, Ryan volunteered to watch the kids until she could return. The woman agreed and rushed out the door. Hours later she returned, so thankful for Ryan's thoughtful offer to help. And guess what? He even got a sale out of it. And the woman's family and friends bought from him all summer long.When he went to other houses in the neighborhood, the homeowners would ask him: "Are you that boy who helped watch Sheila's kids?"Then they bought books, too. Going above and beyond what is expected will never hurt you; it will only help.To Your Success,Tom

Share this

Categories

Archives