This Week’s Focus Point: The Power of Persuasion
When I was in New York City in March, I had the great pleasure of dining with friends at historic Keen’s Steakhouse. The Manhattan restaurant was founded in 1885 and is famous for its steaks, chops, and collection of 90,000 clay pipes that line the walls and ceilings.
The waiter gave me his honest opinion in spite of a lower bill (meaning the possibility of a lower gratuity). His candor was in my best interest and translated into a memorable experience. His focus was on the value of that experience.
In your business, sales are mandatory for survival. Are you (or your sales team) persuading people with enthusiasm based for the value your customer or client will receive, or based on money in their pocket? Sales people focused on earning a commission rather than the client’s best interest ultimately get found out. The problem is they bring your company’s reputation and future sales down with them. You can do a lot for the growth and sustainability of your business by building a culture of outcome-based sales. In other words, believing in the tremendous value to others and transferring that benefit in exchange for equitable compensation. In the end, it’s a win-win-win situation.
In my story, I won (magnificent experience) , the waiter won (equitable compensation), and the restaurant won (reputation and brand). I can’t wait to go back.
Are your clients saying the same thing about you?
Quote of the Week:
“In order to attain the impossible, one must attempt the absurd.”
~ Miguel de Cervantes (16th century Spanish novelist)