Did you like my Wisdom? If so, please share it with your friends and colleagues so they can learn the magic of simply making a difference. -Matt
Sometimes the pressure feels unbearable.
You know what I'm talking about.
You and your business partner just spent three hours coming up with a plan to generate good leads to grow sales...and while you came up with one, you aren't sure if it is different enough to dramatically create the change your business needs.
Or maybe you are a solopreneur and you just spent a 2 hour car ride from a client meeting that didn't end well, and you know you need to change your customer approach, but nothing you can come up with feels like it will work.
Even better, you are a sales person working for a boss who likes to remind you that you didn't make your goal last month, and if you don't grow sales soon...
What if the answer was actually fairly simple? What if there was a way to earn the right to ask for referrals from your current clients or centers of influence? What if there was a way to ensure that your existing clients felt your value as strongly as you do? What if you simply want to make a difference for the people you serve, and grow sales in the process?
I would argue that the answer to all of these questions is fairly simple. It's a matter of creating a mindset to grow sales and change your business.
Hello everybody it's Matt from Sales Math, and I just wanted to take a few moments after the Memorial Day holiday to...well I guess the first thing I'm going to do is back up. And here's why. For those of you guys that watch Sales Math overseas, and watch Windshield Wisdom, I should explain that for the Memorial Day holiday in the US we take the last Monday of every May and we have a national holiday to celebrate those who have lost their lives in service to our country. It's a very important day. It's a day where we celebrate by getting together with family and friends and remember those we have lost. We remember those who have died during military service in our local area. We celebrate their lives, and celebrate their sacrifice, as well as the freedom they helped to ensure. It's an important day, and Americans believe very strongly in it. So strongly in fact that we have a series of holidays over the course of the summer months that really celebrate our American freedoms and celebrate the American idea, but we start from a place of remembrance.
Now with this Windshield Wisdom today, what I really want to do is talk about service, and I want to talk about a service mentality in business and in life. Now while I don't want to begin to even compare the sacrifice that those who have given their lives to our country to service in business, I feel like this is a very unique opportunity today to talk about this. Here's why I feel like it's so important. For those of you guys that have worked with me, you know that when I teach sales...when I teach relationships...when I teach customer service techniques and ideas it's really all coming from a place of giving. Because when you give, it is my very firm belief, that what you give comes back to you many times over. When people come to me and say, "Matt, I need for referrals. Can you help me come up with a way to get more referrals?" My response is very simple, "Tell me about the last time you gave one?" Right?
I see too many people in sales who only care about getting. I recently spoke and led something called a "hot-seat" and one of the ideas we talked about was "How can I get past the gatekeeper?" And one of their answers was, "Hey, I need you to help me with something". To get past the gatekeeper that was the line that somebody uses, "I need you to help me with something." No! No! Your asking them to give you something! You need to give them something. You need to give them a reason, something of value, to get to the people they are meant to protect from you! You need to, when you're working with people, understand, and come from a place where you are not trying to sell them something. You are simply trying to help them understand their business, understand where they're coming from, and understand where they want to go. When you have that understanding, you are able to help them in ways that go beyond simply making a buck for yourself. And that is the essence of a service mentality.
If you are able to go into somebody, and let's be really honest, the best sales people used to be about "finding the pain" or "find the pain and solve all their problems". Let's be honest, that mentality died 15 years ago...maybe even 20. Now it's not about helping them solve problems, it's about helping them find the problems in the first place. The problem may not be a "pain point". It's not about finding pain, because the pain usually masks the real issue. When you have a service mentality, you aren't just trying to make it stop hurting, you are trying to make sure it never hurts there again. If that means you aren't the person to help them. If that means you have to help them by referring them to somebody else, the you have done the right thing and that will come back to you in a service mindset.
I've seen way to many salespeople that just want to take. I have seen way to many business owners that just want to take. They want to make a living, and I cannot argue with that, Especially when your boss is breathing down your neck about goals and all the things that you need to do to be successful, and in some cases keep your job. That being said, I urge you...no I'm going to back up again.
I'm going to tell you a story. I'm going to tell you my story a little bit. You know why I started Sales Math? Do you know why I do what I do? Because it was more satisfying to me when I was in banking to help other people be successful outside of loans and deposits than it was to just give them money and say, "go do it!" It meant more to me to sit with my customers and find out what was really holding them back, and then in so many opportunities find out that I could be part of the solution in a bigger way. That's how Sales Math came about. I was teaching my customers how to do the things that I teach other people to do today...and that felt good. I'm not going to lie, there is a selfish component to that. But if it was feeling good to me, and they were being successful, and I was giving to them and I was getting that back...it dawned on me that maybe I can take my experience in helping people and I can start a business around it. So what I do today is I provide small business owners a skill set that they may not have that will ultimately help them be successful. Awesome! And it feels good every time I do it. It feels good when I take a client who was struggling to hang on, and we triple their revenue together over the course of a year. Then we look back and we laugh about where they were, and we look at all the things they are doing now. It feels really, really good when I work with a client, we get done, and I call them 6 months later and say, "Hey! I was just out calling with another client, and they mentioned they were looking to do this, and I told them you were going to call. I have a referral for you!" I didn't get a referral back and I don't care because I am helping them to be successful.
At the end of every day I know that if I am helping them be successful then I know that I am coming from the right place, and I know that I am helping them do the right things. In the end that is what matters, and oh yeah...by the way...I'm making a living in the process. I'm doing the right things, and I'm taking care of my wife and kids, and gosh darn it I feel pretty successful. I don't know if I actually am successful, but I feel successful and that's good enough for me.
I really appreciate everyone taking a moment to listen to service, and find out what service is really all about. If you have any questions about that kind of relationship, and developing that kind of mindset in yourself or your team, please feel free to give me a call. You can reach out to me through sales-math.com. Please while you are there, take a moment to subscribe. You can also find us on Social Media through Facebook, Twitter, and LinkedIn.
Again Matt Middendorp with Sales Math Consulting. Thank you very much for listening today. I hope this helped you out a lot. All I want to do through Windshield Wisdom is help you be happy and successful. Thank you very much. Have a great day.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making millions based on the confidence and skills gained from learning a sales process tailored to their individual personalities and businesses. For information about training and workshops visit www.Sales-Math.com, call (715) 897-0879, or email Matt personally at [email protected]
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