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Who Do You Work For?
Encourager-In-Chief: January 9th, 2019
It's time to toughen up!
One of the most important lessons I teach people who take my Sales Academy is how to answer the following three questions: 1) “Who is your employer?”; 2) “Who do you work for?”; and 3) “What do you sell?”
Despite prefacing my questions by saying the first question is not a trick question, I’ve only had a handful of people ever answer correctly. The answer I’m looking for to question number one is the name of the company that employs you. If you’re still confused, look at the name of the company whose name appears on your paycheck. That is your employer. For example, my employer is Dave Romeo Seminars & Coaching, LLC. This is a factual statement and is not open to debate.
Questions two and three however are a little bit more cerebral. Let’s tackle them one at a time. When I ask question two, “who do you work for?”, the answer I’m looking for is, “my customers.” What’s the difference between working for your customers and your employer? Don’t ask anybody who works at Kmart. They won’t be able to tell the difference. At Kmart, employees work for Kmart. Customers are left to their own devices when it comes to getting any help or questions answered. Policies are heavily reinforced and there is no independent thinking to solve customer problems.
Contrast that to companies that focus on delivering legendary customer service to their customers. Those companies understand that their employers are paying them to work for their customers. The customers come first and the employers encourage their employees to put them first. That is the only reason these employers hire their employees.
As for question number three, “what do you sell?”, it doesn’t have anything to do with the products or services your company offers. What you sell is yourself. It is the only thing your competition cannot offer your customers. When you understand the significance of these three answers and consistently deliver on this philosophy, you too will be delivering legendary customer service to your customers.
“You can never do too much for your customer.” -- Business axiom
(This excerpt is taken from my Sales Academy seminar). I encourage you to register for my spring Sales Academy program.