The Coaching Effect Blog

The Coaching Effect Blog

    Help Others Win

    by Tony Jeary, The RESULTS Guy / February 4, 2015

    Spring_Summit_Tony_JearyWhen I was a kid, my dad taught me the most important busi­ness principle of my life: “Give value: Do more than is expected!” It is the foundation of my success; and in fact, my entire business centers around helping my clients win often by giv­ing value and doing more than they expect.

    I really believe that if people would live their lives looking for ways to give others more than they expect, they would attract more, enjoy more, and become more. New opportunities would follow, time and time again. By exceeding expectations, you position in people’s minds that you are a person they want to be around, do business with, and do life with.

    This is especially true for sales professionals and business owners. Not only is it a surefire way to deliver value to your customers and prospects over time, but it’s also an impenetrable differentiator to position you for success among your competitors.

    We’ve all heard the term “buyer’s remorse.” It is a polite term for the way people feel when they have purchased something and the item or the experience perhaps did not meet their felt needs and expectations. The negatives of disappointment are significant, but there is a huge positive impact on results when products or services exceed expectations.

    When we buy something that exceeds our expectations, we are often blown away by our good fortune. We can’t believe that we “got all of this” for what we paid. What we got could be a combination of product, quality, customer support, the effect the product had on our lives, or any other thing that makes us happy about the money we spent. When our expectations are exceeded, we become walking advertisements and testimonials for the product or service. Every time we run across a friend with a similar need, we tell them about what we got for what we paid. We are what Ken Blanchard calls “raving fans” at that point, and a raving fan can’t be tempted and lured away by competitors. This is the kind of customer that leads to growth and great results for any business. When you help someone win, you often create a fan for life.

    As a sales professional, creating an environment that regularly establishes “raving fans” like this will have a monumental impact on your success, your income and your future opportunities. Are you focused on how to help others win, even when there may not be a commission tied to it? Are you committed to over-delivering and surprising your clients with their experience with you?

    This principle is powerful because it involves a paradigm shift for many. From day one, we encounter competition—on the playground, in the classroom, on the playing field. Later we compete with others for grades, educational benefits, careers, and achievements. It seems we are wired to compete (at some level), and that often leads to a mindset of “one-upping,” outshining, and outperforming others. But truly smart high achievers help others win, which directly impacts the speed of re­sults they experience. This is a principle I live out daily.

    Several years ago I realized that helping people win is something I’ve been doing unconsciously for a long time. Now that I’m aware of it, I’m teaching it to others, because it’s such a powerful distinction. Often when I’m making a presentation, I’ll facilitate input. If someone says something that is very valuable, I have two choices. I can “gloss over it” by saying something like “that’s a good idea,” and then continue spouting my great ideas. Or I can have a much greater impact with my audience—and especially with that individual—if I compliment the person on the great idea and encourage him or her to share more. I might say something like, “Wow! That’s really a great idea, Bob! Tell us more!” By doing so, I create a triple win: Bob wins (I let him shine), the other audience members win (they have received valuable input from someone other than me), and I win (I gained trust, respect, and rapport by letting someone else shine).

    In order to operate at the level of mastery – be the best, have the best, and deliver the best results – you must be completely comfortable and confident that you will win when you help others win. If you want to see truly amazing results, embed this philosophy into your life and your organization.

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    Tony Jeary, The RESULTS Guy™ is a Strategist, Author, and Thought Leader. Call 817.430.9422 or info@tonyjeary.com for information on how Tony’s organization can help you. Or visit TonyJeary.com for more information.

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    Come hear more from Tony at the EcSell Institute's Sales Coaching Summit May 5th-6th.

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    Tony Jeary, The RESULTS Guy

    Tony Jeary, The RESULTS Guy

    Tony was raised by entrepreneurial parents who thrived on identifying and pursuing new opportunities to serve others. Tony’s father taught him the powerful principle that has driven Tony’ professional and personal life: “Always give more than expected.” Exceeding expectations is the common thread that every Tony Jeary client experiences first-hand. Tony has traveled and advised people around the world (some 40 countries) for over 25 years. He has published 38 books, now in over a dozen languages. Top achievers, CEOs from the Fortune 500, and entrepreneurs from the Forbes Richest 400 travel to Dallas to spend time with Tony in his unique, one-of-a-kind, Strategic Acceleration Studio. Even the U.S. Senate has commissioned Tony to bring his methodology to Washington. Tony has been described as a ‘gifted encourager’ who facilitates positive outcomes for others. His list of personal and professional relationships approaches 20,000 people whom he connects with and nourishes out of his sincere interest and desire for their success. Tony’s clients include individuals and organizations who are involved globally. Tony personally coaches the presidents of organizations like Ford, Wal-Mart, Samsung, EDS, ASTD, New York Life, Firestone and Sam’s Club, to name a few. Tony Jeary has personal experience with both success and failure. Tony made and lost millions before he was 30. Today he walks the talk and practices the distinctions that characterize Success, both personally and professionally. He is blessed with a terrific marriage of 20 years and two great daughters with whom he has co-authored. He lives and works from his estate (including his Strategic Acceleration Studio) in the Dallas-Ft. Worth area.

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