This week’s question from our portal “Ask Us Anything” comes from someone who wishes to remain anonymous.
I’ve heard you mention that we should always focus on serving another person. Whether we’re selling a product or service, or anything else, you mentioned that the underlying question we should ask is, “How can I serve this person?”
This is such a foreign concept to my brain. Because of my upbringing and cultural influences, I’ve had a survival mentality for most of my life. I’ve always thought it was “all about me.” (Sad, but true.)
Now I want to program myself to believe I can help other people. How can I bring this belief into my daily practice? How can I take the focus off of me and my survival—and put it on serving other people? Do you have any tips for this?
I totally understand your question.
If you want to be able to cultivate a belief — and take that belief and have an effect on other people — you have to meet people where they are.
Rather than asking someone, “How can I help you?” the idea is to ask them, “What do you want?” In order to really serve a person, you have to ask them what they want.
In my sales training, The Matrix , the first question I teach people to ask during a sales conversation is, “What do you want?” (or some version of that question). I teach you to stick with this question until you uncover the true desire of a person’s heart. Not the surface level desire, but the deeper desire.
You can ask this question whether you’re talking with friends, family, business people, customers, or whoever else. Once you know what they’re looking for, if you have the ability to help someone get what they want, then you can make recommendations or suggestions for them.
But it starts off with getting them very centered on what they truly want first—because until you know that, there’s no helping anybody.
David
P.S. If you want to learn how to serve more people, click here to join the waitlist for my sales training program, The Matrix. This exclusive, virtual training program goes deep into the psychology of why people buy, and how to use this understanding to your advantage during sales calls. You’ll learn how to master sales and significantly increase your income.
