Back in the 1980’s when I was learning how to sell, I had a few favorite sales trainers and motivational speakers. One of the speakers and writers at the top of my list was Zig Ziglar. He had some wonderful homespun stories and pieces of insightful wisdom. A favorite inspirational quote from Zig was the following:
“You can have everything in life you want, if you will just help enough other people get what they want.” (Zig Ziglar’s Favorite Quotations)
Today I teach sales people, managers and small business owners and executives, to ask themselves before trying to convince someone to buy or to buy into your project, “What’s in it for me?” or WIIFM. Zig obviously knew this piece of wisdom in what he said there, i.e. “help enough other people get what they want.”
This is the essence of relationship selling. Help people come to know, like and trust you so they will tell you what they want. Then help them get what it is they want. In other words, “help customers buy.” The rewards are so much greater than just one sale.
Remember, people love to buy. They also love to be part of something greater than themselves. But they hate and resent being pushed, tricked or otherwise manipulated. So figure out what they want and how you can help them get it.
To find personal fulfillment in your retiree business or other small business help customers buy. As this inspirational quote from Zig Ziglar points out, it’s worth the effort to “help enough other people get what they want” because then “you can have everything in life you want.”.
To receive inspirational quotes, tips and training to grow your small business, especially Your Retiree Business, get your free eCourse, “9 Steps to Finding Prospects Who Want What You Provide” now.
Finding Personal Fulfillment through Your Retiree Business,
John R. Aberle
Your Retiree Business brought to you by Aberle Enterprises
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I have a strong love for small businesses, especially brick and mortar companies. After an 18-year career in sales and marketing, I started my own service company, which I grew in both sales and profits for the first five years. In my sixth year, the bottom dropped out of the printer market such that it made more sense to sell my assets and return to Southern California. There I went to work for an international small business consulting company. I spent over three years on the road with them helping small businesses to become more profitable and better managed. I then started my own company specializing in sales and marketing consulting, coaching and training. My emphasis is on heart-centered, relationship selling that empowers prospects to make their own choices.
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