The Energizer

Resilient Insights for Work & Life

Stop Selling. Start Serving

by Eileen McDargh, Chief Energy Officer - Friday, June 22, 2007
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John is like many sales folks. He's clever, competent, competitive and VERY hungry. In fact, looking at his bank account, he's begun to feel some panic when he sees that his services aren't being retained at the normal clip. Face it, John is scared. The desperation comes out in conversation. "I've just got to book some business. I'm making tons of cold calls a day. I think I've lost my edge. Why aren't people hiring me?" The answer: because John is TRYING to sell. He's focusing on himself and his need. And the self-service inevitably comes out. What's John to do?

(1) Stop cold calling. It's only feeding his feelings of rejection. The negative spiral just sends him deeper into deeper pit.

(2) Go back to his files and look for clients with whom he had a great rapport and did good work. Read the files and then visualize the relationship he had with them.

(3) Call these past clients but not to sell. Instead, it's time to let them talk about their current state of affairs, how they are doing, and just catch up. If there's a way John can help them, great. But that's NOT the object of the call. John's call is strictly to be of service with no personal agenda.

That's it. Results? John finds himself relaxing into his natural state of being. His finds that's clients are delighted to hear from him. One or two begin talking about new ways they might use his service. He makes a few appointments. This is not a fairy tale. It happened to a wonderful sales colleague whom I coached. She discovered that when she let go of her needs, her internal well began to fill up with fresh ideas, renewed relationships, and possibilities for work driven by the clients and not by her. Serving beats selling many days.

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Eileen McDargh Keynote Speaker Blog Author

About Eileen!

Since beginning her consulting and training practice in 1980, Eileen has become noted for her ability to speak the truth with clarity, wisdom, humor and compassion. Long-standing clients and repeat engagements attest to her commitment to make a difference in minds, hearts and spirits of organizations and individuals. She draws upon practical business know-how, life's experiences and years of consulting to major national and international organizations that have ranged from global pharmaceuticals to the US Armed Forces, from health care associations to religious institutions. Executive Excellence magazine selected her as one of the top 100 thought leaders in leadership and among the top ten consultant providers of leadership development.

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