Windshield Wisdom #20: A Story Too Good Not To Share

networking passion Aug 19, 2017

The One Sales Skill No One Can Fake, Copy, or Steal from You

Did you like my Wisdom?  If so, please share it with your friends and colleagues so they can learn how sharing their passion, and pulling out the passion of others, can lead to getting noticed by people who matter.  -Matt

Story Summary:

Every so often something happens in business that is absolutely remarkable despite its innocent simplicity.  I had a moment like that today, and there's a sales lesson worth sharing from the story.  Over the years I've discovered the absolute value of certain personal characteristics that cannot be faked, duplicated, or stolen. Enjoy this week's Windshield Wisdom.

Full Transcript:

So, how important is it in sales to do the right thing even when you think you don't have to?

I wanted to take a moment during this Windshield Wisdom today to tell a neat story of something that happened to me today.  So, I was at a networking event.  This networking event was in this big, beautiful building, but it was also on the river.  There was wind blowing up the river.  It's colder than heck at 8 o'clock this morning.  The stone steps are slick from the snow and ice storm we got earlier this the point where I was slipping and sliding.  I go up the steps.  I get inside and turn around, and I see a probably 70-year-old man coming up the steps behind me.  He's really struggling.  I said to myself, if it was slick enough for me, just go outside and give this guy a hand.  Not a big deal right?  Go out, offer him my services.  He says, "Sure!  Thanks for the help!"  We stabilize.  We both get up the stairs together, and get the door open for him in the wind.  We go inside.  He goes one way, and I go the other.  Honestly, I didn't think twice about it.  I really didn't.  It was just helping somebody out.  It wasn't that big of a deal.  After that I went and sat down, listened to the speaker that was there, was doing some networking afterwords...having a good time.  I was meeting some really good people, and the speaker had a really interesting topic, so we were talking about that.  When I feel a tap on my shoulder.  I turn around, and it's this older gentleman that I had helped in.

He said, "I've been watching you for 10 or 15 minutes now.  You're having a lot of fun aren't you?"

My response was, "Well yeah...I love this.  It's what I do."

"What do you do?"

So I gave him my...I simply said, "Well here's what I do.  I travel around the country, and I teach small business owners how to sell and I teach managers how to manage them using my Sales Math Formula.

His response, "How would you like to talk about that Formula with a group of people? I'd like to introduce you to somebody."  And he grabs my arm, he literally grabbed my arm and led me to a young woman who is actually in charge of scheduling speakers for this business and entrepreneurs group.

I guess I'm going to make a long story short here guys...because I did the right thing and helped someone when they needed it.  Because I continued to enjoy and be a part of something bigger than me, I was able to catch the attention of somebody.  Who then connected me with somebody who can help make a difference for my business.

Here's what I don't want you to take away from this story, let's draw some parallels.  I don't want you to take away from this, "I've always got to be on, because you never know when you're going to have an opportunity in front of you."  That was the first thought that I had, "There's the value in being a pro, and knowing when to recognize an opportunity."

No.  I didn't help that gentleman because I recognized an opportunity.  Let me be clear, I'm not telling this story to toot my own horn.  I'm telling this story to make a point.  Here's the takeaway I would like you to have.

Be authentic.  Be yourself.  Be present in the moment that you are in.  Enjoy and genuinely appreciate the people you meet in business.

If I hadn't been present, I would have just put my head down and kept going.  You don't have to make a difference by helping someone up icy steps in a stiff wind.  You can make a difference for your fellow business owner by simply sitting down, enjoy their company, and genuinely learning about their business.  Asking questions and talking through the challenges their facing, and if you're able to help them (not simply as someone who can sell them something) through ideas, comments, or conversation that helps them build and grow.  Then you're doing the right things, and you're making a difference for those around you.  Yes, sometimes that means you are going to offer your products and services, but I want to be very clear when I don't have to sell something to be successful with those people.

Help people.  Be authentic.  Be yourself, and genuinely care about what's happening to the business people you're meeting.

Do that and you'll find you are much more successful spiritually, intrinsically, as well as monetarily.

I always welcome your comments.  I always welcome your feedback on every Windshield Wisdom.  Please leave them on Facebook or LinkedIn.  You can also email me directly at [email protected]

Go out and make sales.  Be happy.  Be successful.

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, call (715) 897-0879, or email Matt personally at [email protected]

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