You must understand they every person you will meet for the rest of your life will ask three questions. Every customer, every spouse and child is going to ask these three questions. It is absolutely imperative that you be able to answer “yes” to each of these three questions.
1. Can I trust you?
Without trust you cannot have any relationship. People must be able to trust you. The only way to establish trust is to follow rule number 1, which is simply: Do Right. Do what’s right and avoid what is wrong. If people trust you, they will respect you, and if they respect you they will buy from you.
2. Do you want to be good?
You demonstrate your desire to be good by the preparations you make, and the standards you live by. Today, everybody talks about their rights and privileges. Twenty-five years ago people talked about their responsibilities and their obligations. As part of a sales organization you have obligations and responsibilities, and every decision you make is going to affect everybody else in the entire organization. When you go in for a sales call it is absolutely imperative that you be totally prepared, that you know everything there is to know about that customer and about your products. No matter what you do, do it to the best of your ability, not because somebody’s looking, or because somebody’s going to praise you, but because that’s just the way you live. Rule number 2 is: Be committed to excellence.
3. Do you care about me?
Do you care about your spouse, your children, your customers? Your company is going to want to know: Do you care about us? Show people you care at every opportunity. Constantly ask yourself, “How can I show these people that I genuinely care?” Not because you’re gonna sell ’em something, but because you genuinely believe in them as people. There is a strong tendency in this world to think that you are the only one who has a problem. I’m gonna tell you something and I don’t want you to ever forget it. Every person you meet has a burden. Every person needs encouragement. Show ’em you care and you will have wonderful relationships. Rule 3: Genuinely care about people.
If you will live by these three rules, I guarantee you will enjoy tremendous success.
WINNING EVERYDAY: The Game Plan for Success
by Lou Holtz
