Who Are You Trying to Help Anyway?

Do this first and you will always last!

It seems like an obvious question with just as obvious an answer but is that the way you come off with all your prospects? It doesn’t have to be.

Sometimes it seems that while we may say, “Mr. Prospect, YOU HAVE a problem (your family or business needs more financial security) and I AM your solution, we can come off more like, “Mr. Prospect I HAVE A PROBLEM (I don’t have any money) and YOU are my solution (I’m sure you have some).” When that happens, you are clearly trying to help yourself first, and not your prospect.

Obvious sales desperation like this prevents most sales and loses the ones you do get. If it looks or sounds to a prospect like you are out to help yourself first, you will be out of luck. Period.

The only way to be a long-term success in this business is to do all you can to help your prospect first and not be worried about getting the sale. As the old bank TV slogan said many years ago here in Canada, “When you succeed, we succeed.”

My friend and Solis icon, Dr. Guy Baker puts it this way, “I put in the effort and God gets the results.” It’s a great philosophy even if you aren’t a big believer like Guy and I are. You control the controllable activity. Put in the effort. Ask the questions. Help all you can.

Forget about the sale. As the late Jack Kinder told me, “Honest, intelligent effort is always rewarded.” So do the work like you mean it and the results will come.

Be careful. Be helpful and you will be successful. When it’s obvious that your prospects come first, you will always last in the business. Help more and they will surely buy more.

Jim Ruta