As we get closer to the publication of The Serving Mindset: Stop Selling and Grow Your Business in November 2018 – book cover reveal announced here – I wanted to share a quick excerpt from the book. I don’t know about you but I always have to read or listen to samples before buying a book, unless it’s the next book of a beloved author who has already won my implicit trust.
The excerpt below is to help you get a perspective as to how serving instead of selling is indeed the key shift to help you take your business or enterprise into the direction of your goals and dreams.
First Excerpt from The Serving Mindset
Guiding Principle 1: Serving is your competitive advantage
Serving gives you the ultimate competitive advantage. Even in this new economy where we are more aware, better educated, and more socially conscious, very few business owners truly believe and operate in this model, and this is precisely what customers and clients wish more businesses would do. Many may operate under the pretext of serving, but that can only take them so far. You should seize this competitive advantage.
But our nemesis, the rush to close, is stubborn and impatient. It blinds our vision. It skews our values. It makes us uncomfortable and uneasy, and that’s only our end of it as “sellers”. What is happening in your customer’s mind, unbeknownst to you, is far worse.
The pressure to close gives off a sense of desperation and neediness on our part, one that Steve Chandler, the godfather of coaching (as per his unofficial title), calls creepy. My favorite saying by him is this: “Needy is creepy. No wonder stalking is a crime.” So why risk coming across as needy, or—worse—creepy, when we can come across as professionals in the act of serving?
All you have to do to test this concept, or any others in this book for that matter, is to turn it around on its head: You be the prospect now. How would you respond if a business owner came to you from a place of true service rather than following an agenda? How would you respond to a true professional in the act of serving you, versus an amateur who clearly needs your business more than you need their service? How would you open up with your real challenges and frustrations, and your hopes for a solution, and your real purpose in all of this? How relaxed and calm would you be in your experience with this business when you know for a fact that they have your best interests at heart, even above their own, driven by a philosophy that either you win together or you part ways?
Would this business not have a competitive advantage over others in your mind as a potential customer? Even if you are not ready to buy now, would you not naturally think of this business when you are ready to buy in the future? This is in no small part because of how they made you feel: comfortable, safe, valued, important, and worth their time and energy without any strings attached.
The deposits we create through serving pay dividends and accumulate over time. Selling is self-serving. Serving is all-serving.
Like what you read? Then read the whole book!
You can pre-order your copy below:
In the next few weeks (July 2018 through September, 2018), we’ll be holding contests to give away a few copies of the book, revealing additional exclusive excerpts, and showing off the stunning interior design! Best way to be the first to know is to be on my list, so sign up here for latest book release and giveaway news!.