Having the mindset of helping, rather than selling is important for any business. Zig Ziglar said it well when he said, “If you can dream it then you can achieve it. You will get all you want in life if you help enough people get what they want.”
They key component of success is HELPING. This past weekend, I was attending a trade show and met a man who understood this. He was selling large mixing equipment for commercial kitchens. I was interested in a mixer that could blend spices and other ingredients. He knew exactly what we needed and pointed us towards a machine called a Ribbon Blender. But to my surprise he never tried to sell me the machine. He told me I was better off going on Ebay and finding one used for a few thousand dollars, as opposed to $45k from him.
I don’t know if he was the owner or just a sales rep, but this man from Munson equipment noticed that we were just a small company, and rather than trying to get us to purchase a machine we couldn’t afford, he helped us out by telling us we were better off buying from somebody else. He also took the time to show us the exact machine we would need. As a result, Munson equipment has more than likely earned my business in the future, when we are ready to purchase large equipment new.
But beware of helping only out of the desire to get what you want. People can tell when you are genuine. If you don’t feel genuine and honest in the line of work you are in, it may be time to find a new job, one where you truly believe in what you are selling and can sincerely help people fill a need.