Harry Bullis, former chair of the board of General Mills, used to give his salespeople this advice:
“Forget about the sales you hope to make and concentrate on the service you want to render.”
The moment people’s attention is centered on service to others, they become more dynamic, more forceful, and harder to resist.
“I tell our salespeople,” said Bullis, “that if they would start out each morning with the thought, ‘I want to help as many people as possible today,’ instead of ‘I want to make as many sales as possible today,’ they would find a more easy and open approach to their buyers and they would make more sales.”
“The person who goes out to help people to a happier and easier way of life is exercising the highest type of salesmanship.”
