Minutes before presenting last Friday morning for my client, WinWholesale, Inc. at their annual convention, I was speaking with COO, Monte Salsman. He shared with me a great piece of advice provided by one of his mentors nearly 20 years ago:
“People buy only two things: solutions to problems and good feelings.”
Yep, think about it. When it comes right down to it, the very essence of why we buy something is because it solves a problem and makes us feel better than if we did not buy it.
Understanding this is what keeps our focus on the other person. After all, people don’t buy from us because it solves our problem or makes us feel good. Nor should they. Thus, we need to constantly find ways to provide value to others in a way that will serve them and their needs, wants and desires.
So, next time you’re in a selling situation, measure what you are about to say or do by asking yourself, will this solve their problem? Will this make them feel good? If the answers to both of those are “yes” then you are on the right track.
Of course, when you solve their problems and make them feel good, you also solve your problem and make yourself feel good.
Or, as another mentor of many of us (a certain Mr. Ziglar) very famously said, “you can have everything in life you want, if you’ll just help enough other people get what they want.”
Note: Just put together a special page for The Go-Giver, in the event you’d like to give them out as Holiday gifts this season. And, you’ll have a chance to win some great prizes, as well. If you’re interested, check out www.Burg.com/Holidays.