In light of all that is happening today, I am writing a series of blogs on MINDSETS. As sales professionals we recognize the impact of Mindsets when we plan our days, when we consult with customers, and when we provide value. In sales, mindsets are essential, as they signify how top professionals THINK – how they approach their work with customers…. how they “see” things. It is the inner game that is so critical to the impact and results we generate.
This series highlights short messages on the mindsets our research has uncovered are essential in sales. And today's focus is having a CONNECTING & GIVING mindset!
Great salespeople are passionate about making introductions and helping others. That's what we call the Connecting & Giving Mindset, and it's something the men and women who sell the most almost always have.
Some salespeople like to ask for referrals but unfortunately rarely ever return the favor and give their customers the names and contact information for other people who could help them. Or, they may occasionally introduce clients to one another if they see an obvious need, but tend not to give it much thought. In the same way, they often confine their mentoring, information-sharing, and charitable work to what they think will help their own sales career.
Top salespeople with the connecting and giving mindset, on the other hand, approach each of these differently.
Those who are connectors have a habit of “paying-it- forward,” looking for ways they can bring about change, bring like-minded people together, and bring more knowledge and understanding into the world. What is most important, though, is that they do it with little or no thought to what they'll get in return; they simply know the more they put into their life and career, the more they'll get out of it. For that reason, they are just happy to share whatever they can.
Adam Grant, in his groundbreaking book Give and Take – A Revolutionary Approach to Success, says “In the workplace, ‘givers’ are a relatively rare breed. They tilt reciprocity in the other direction, preferring to give more than they get. Whereas ‘takers’ tend to be self-focused, evaluating what other people can offer them, givers are other-focused, paying more attention to what other people need from them.”
The more you demonstrate a helping nature, the more likeable, trustworthy, and genuine you are. Additionally, doing good things for others makes you feel great about yourself, which in turn builds your confidence and makes you a more effective sales producer. Marva Collins, a gifted educator says, “If you don’t give anything, don’t expect anything. Success is not coming to you; you must come to it.”
Having a connecting and giving mindset is one of the easiest habits you can develop. It involves actively looking for different ways you can pitch in and help your customers... or anyone else, for that matter. In time, the behavior becomes second nature, and you don't just start to be known as the kind of person who can help people, but also one that others want to help, in turn.
In their book, Go Givers Sell More, Bob Burg and John David Mann affirm that “Your influence is determined by how abundantly you place other people’s interests first.” Their mindset about selling is summarized in this quote: “Selling is all about giving: giving time, attention, counsel, education, empathy, and value.”
So…. how strong are you at Connecting and Giving? Are you an active connector or do you connect only when there is an obvious return for you? And, how much of a giver are you? Do you give and serve first? Or do you give only when you expect some level of reciprocity? The best salespeople know that a connecting and giving mindset and the outcomes they generate become the building blocks to a lifetime of success. Where are you?