The secret to successful selling and influencing is summed up by Zig Ziglar’s quote:
This basically means putting the needs of others before your own. When you absolutely focus on how you can give to and serve others, the universe will take care of the rest. People will want to help you.
Years ago, when I served the Taiwanese tech market, one chip manufacturer prospect wanted to expand overseas, beginning with Europe. While competitors “pitched” them, I focused on how I could help them. After some rapport building and inquiry, I discovered their biggest challenge at the time was getting PR. They were daunted by the logistics, culture, and mechanics of getting PR in European press.
So I helped them them acquire free PR to a target audience of over 1 million. My focus was entirely on giving them what they needed to succeed. I also provided them lists of distributers in each market, along with contact numbers. The result? They ended up doing business exclusively with us.
What one thing can you do today to help someone, unexpectedly, and without expecting anything in return?