In Part One, we met Michael J. Maher, a titan in the field of real estate sales. A hugely successful producer and leader, we saw that one of his major character traits was his “other-focus.” His business card told the story: “We’re not #1…YOU are.®”
But lest we think that is an anomaly, I assure you it is not. The fact is, most genuinely great leaders and top producers are very much like that. And, while they might be few and far between (after all, they are in that 1-5 percent), they’re also not hard to find. Other-Focused superstars in the business world are the rule. Are there exceptions to that rule? Certainly there are. But, that’s life; it has its exceptions. 🙂 What we want to focus on is the general rule.
Which, brings up a question, “Could that genuine caring and focus on others really be the key determining factor between the average/good…and those at the very top?
Let’s look at the three Key areas where most would think the difference lay.
1. Belief in product/service, mission: That would seem to be the key, wouldn’t it? But, it isn’t. Many average and decent producers believe in what they are selling just as much as those at the top. Belief is important. It’s just not the determining factor.
2. Product Knowledge: Don’t the superstars know their products inside and out? Yes, they do. And, so do many of the average and good players. Again, important? Very! Just not that which makes the difference.
3. Sales Skills: Ahh, the mega salespeople absolutely study sales. They know the skills, methods, techniques, and everything in that genre, right? Right. And, you know what? So do many of the average and good sales people. Some even more-so than their counterparts who set sales records. Important? Yep. Determining factor? Nope.
Please don’t misunderstand; proficiency – extreme proficiency in all three of the above areas; belief, product knowledge and sales skills is extremely vital.
However, they’re merely the baseline. Like the baseball player who can hit, run and field, those are needed just to be invited into the game.
The difference; the x-factor; that which separates the top pros from the rest of the field is the focus. They are totally and wholeheartedly interested in and focused on the other person, and that person’s needs, wants and desires.
When it comes right down to it, the sales (and leadership) superstar understands this basic rule of sales:
“It isn’t about you; it’s about them.” Or, as Michael J. Maher summed it up so perfectly, “We’re not #1…YOU are.®”
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Hmmm.. Hmmm. You’ve got me thinking here Bob. (Love that about you BTW) I absolutely agree with you, it is about FOCUS. Yes, focusing completely on the needs of the other person. Which really comes from INTENTION, ie intention to serve. All great producers are in fact great servants… “Go-Givers” as you call us.
AND.. equally as important as the “X-factor” in determining one’s “star power”, is FOCUSing on the “Y” Factor. I mean the “WHY” Factor. The “WHY” factor determines a person’s resolve, commitment, and determination to pursue their star potential.
Because what I do know is that average producers also may have a desire to serve. And believe they are customer-centric. But that alone does not make them go out and do what they need to do.
The WHY will always be the driving force behind a person’s willingness to step out onto the skinny branches. To boldly step outside of their comfort zone. And do things (in the spirit of service), that others are simply unwilling to do.
So assuming we all have the same unlimited potential – what will make us reach for the stars? Simple: YOU REALLY REALLY GOTTA WANT IT!!
Thanks Bob … love your work. Love you.
p.s. in case it’s not completely obvious, the “WHY” factor is the motivation behind why someone takes action. In other words, when a person DECIDES to become a star… understanding WHY they MUST achieve their goal, is what will keep them on course. And the reasons will be different for each of us.
If one does not have a strong enough “WHY”, they will not have the emotional energy necessary to keep pushing forward when obstacles arise. (and make no mistake about it… the obstacles WILL arise)
Deb out : ))
“You’re number 1!!” – sums it up SO well. If people ever have trouble practicing the “Go Giver” philosophy, (and some folks do have trouble trusting the investment of time in giving with no strings attached), this example and phrase is a perfect “touchstone.”
Wishing you great fun, luck and success this week as you launch the new book. Hope you make #1 on the bestseller list!
– Jonathan Flaks
What’s great about this blog / post is that it identifies what many would think is the reason those in sales excel, but many times do not. The traditional sales training approach uses sales skills, product knowledge, and belief as a means to an end; a competitive advantage rather than a value based service given to those we have sincere and good intent with.
In other words, the traditional areas of focus, such as sales skills, product knowledge etc, are all valid areas of expertise to posses. But, when founded within the sincere intent to help others and provide value, these areas perpetuate a significant increase in results for the client and concurrently the well intended professional.