Make It About Them…

How do you get someone to do what you wish they would?  To buy something you’re selling?  To support a position you’ve taken?  To hire you?

Among the quotations posted on the board above my desk is this anonymous one:

“People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions, and help them throw rocks at their enemies.”

I’m not a big fan of justifying failures or helping people throw rocks, but I know you can have what you want in your own life by encouraging the dreams and allaying the fears of those around you.  What’s important, though, is that there isn’t a word in the quotation above about your needs, your hopes or your concerns.  The secret—if there is a secret—to getting your needs met is to focus on the needs of others.

A client of mine who is a financial advisor discovered that when she was focusing too hard on the sales goals she set for herself, instead of on the needs of her clients, she wasn’t meeting those sales goals.  She slipped from the ranks of the top producers in her company and for months, she did not know why.  This discovery brought her back to the top.

Is there something you want? Help other people get what they want, and maybe they won’t do anything for you, but they are likely to help you get where you want to go.

When I told people I wanted to quit my sales job and start a business, everyone told me I was crazy. Everyone, that is, except my coach, Sandy Schussel…With Sandy’s help I left my sales job and started my business. That was three years ago. I’m happy to report that I’ve doubled the money I was making at my old job and living my dream. I’m absolutely sure that none of this would have happened if I hadn’t started working with Sandy.

Amanda Puppo,
President Market Reach

In the meantime, keep Reaching…