Developing an Attitude of Service

If attitude is defined as an outward expression of a deeply held belief and service is a self-less act for another with no expectation of return or repayment then my willingness to develop an attitude of service in any relationship is dependant on my belief in abundance. The abundance mentality I am committed to says that I can give freely of myself to another because I have nothing to lose by giving. In other words, another person?s gain is not inversely related to my loss nor is my gain inversely related to the loss of another. In fact, an attitude of service is the ultimate expression of my belief in the possibility of experiencing win-win outcomes in personal and professional relationships. Because I desire the absolute best for my customers and strive to develop win-win solutions, I am committed to acting on this abundance mentality.

What about in my sales career?
When you enter into a sales relationship with this attitude of service you put yourself in a position to break through the tension. This is the tension that exists because of the adversarial relationships so many ?peddler style? sales people have fostered over the years. Think about it. Why do new prospects so often go on the defensive when you enter their office? Why are they so unwilling to engage in conversation or share with you the details of their personal or corporate needs? Because they expect your agenda to be full of manipulation, and smoke and mirrors. They expect inequity in the price/value relationship of your product. They assume that you value your gain over their benefit. The most important question to ask yourself is, are they right?

Do you enter into a sales opportunity simply trying to figure out how to get your prospect to buy or do you see the opportunity to facilitate a conversation that accurately assesses their needs? Do you push to convince them of their need and the attraction of your features or do you seek to find ways to communicate a match between their desires and the specific benefits your features provide? Are you trying to work a program or technique to get them to say yes or are you interested in providing the best possible solution? Do you try to put your customer in a box or recognize their uniqueness and allow yourself to be motivated by the strength of your offering for the right customer?

Developing an attitude of service is the first step in becoming a true partner and trusted advisor in your customers? personal and/or professional matters. Consider the points below for beginning to develop the victorious attitude of service in your career.

• Start by identifying the problems you solve and opportunities you make available for your customers.
• Understand the implicit and explicit value in your solutions from your customer?s point of view.
• Allow yourself to be motivated by the strength of your offering for the right customer.
• Continue to develop the gifts and talents entrusted to you for the benefit of others.
• Seek to fully understand your prospects needs before claiming you have the right solution.
• Commit to participating in active listening.
• Become the consummate communicator for engaging your prospects and clients in customer-centric conversation.

Do you believe you were created for significant relationships with others? Do you believe that the key to business is personal relationships? If so, allow an attitude of service to inspire you to develop meaningful relationships. If you do, making the sale becomes the natural byproduct.

As a nationally competitive, college athlete, and businessman, Sam Smith is no stranger to the pressures of competition, understanding the importance of strong leadership and teamwork and the need to serve your clients’ needs above all. Throughout his career in sales, speaking and training, Sam has applied these fundamentals resulting in a message that transforms audiences. The knowledge, experience and dynamic style Sam delivers gives audience members the tools and motivation they need to succeed.

Sam established Stretch Point, a corporate and personal development company, to share his gifts of engaging, encouraging and educating audiences to greatness in sales, leadership and personal effectiveness.

President and Keynote Speaker
Stretch Point
952-922-0047