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Tithing: How It Has Made Me a Better Salesperson

Tithing: How It Has Made Me a Better Salesperson

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The one secret that made me a better salesperson….

So today…

I feel inspired to share with you one piece of information…

A secret…

That I thoroughly believe made me a better salesperson…

And it’s probably not what you’re thinking….

It’s not a ‘tactic…’

It’s not a ‘strategy…’

To be honest… it doesn’t really even have anything to do directly with sales…

But you’ve been following my blog for any time at all…

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You know how interconnected and interwoven everything is from personal development to sales to business to life!

And in fact…

Once I tell you this secret…

Your first response might even be –

“What the f*ck Tommy! What are you talking about? Are you preaching to us here?”

But listen,

I challenge you to open your mind and read through the rest of this post to understand why I’m about to say what I’m about to say…

Alright without further ado….

The #1 secret I’m going to share with you about how I became a better salesperson is….

Tithing… It’s giving to charity…

Now,

I don’t subscribe to any particular religion per se –

But the concept of tithing is basically donating 10% of your income to charity.

Now you might think,

“What the hell does this have to do with sales!??!”

Let me explain,

The #1 problem most salespeople have is that they are too focused on making the sale.

In other words, they are too focused on themselves and their own interests in making a commission.

Like it or not,

Your prospects will subconsciously pick up on that….

And that will do several things, like:

  • undermine trust
  • prevent you from really building value
  • make your prospect feel that you don’t really care about him/her

A lot of times, the number 1 hurdle for newer sales reps is that they are too focused on themselves.

They use language filled with words like “I” and “me” that demonstrate their own intentions…

Instead of focusing on the benefits and emotional needs of the prospect.

Now,

You could use tactics like changing vocabulary… to include more words like “you…”

Which, don’t get me wrong…

Are incredibly helpful…

But what I’m suggesting in this post…

Is not a change in tactics….

It’s a change in you, as a person.

Okay,

Now that we understand what the #1 challenge is for most sales reps…

How does charity or tithing help with this challenge?

Well, a couple thing:

#1) By Developing a habit of giving to charity you learn to solve problems

You see,

When you choose to give to a particular charity, or give to a particular cause…

You are essentially giving money (or time) to solve a problem…

That problem might be world hunger…

That problem might be a lack of education…

That problem might be a lack of shelter, a family not having a place to live….

The problem could be anything.

But when you give resources to solve or help with that problem…

You are solving a problem… you are helping someone…

And that ladies and gentlemen… is what sales is really about.

Let me repeat that, because it bears worth repeating…

You are solving a problem… you are helping someone…

And that ladies and gentlemen… is what sales is really about.

Have you ever heard the saying, that sometimes growth isn’t about learning… but about ‘unlearning?’

Well, the hurdle we talked about salespeople having really comes from their belief in what they think a ‘real salesperson’ is…

They think it’s being gregarious, coercing, being a slimy salesman…

…Where once the sale is made the salesperson is never to be seen or heard from again…. Even if the product stops working…

That’s not a salesman guys…

That’s a con man…

Anyways,

By making a habit of giving to charity…. You are developing the habit of genuinely solving problems…

And again, that’s what sales is truly about… solving problems and helping people.

Now, onto the second point…

#2) By Developing a habit of giving to charity you become somebody who is more helpful

So this is similar to the first one, except… I believe as someone who consistently tithes…

You actually develop a change in identity…

And if you’ve studied sales for some time…

You understand how important identity is to being a successful salesperson.

For example,

Your self-concept of what a ‘salesperson’ is…

Like we discussed above, whether that person is a slimy ‘conman’ type…

Or a professional dedicated to helping people…

Your understanding of your self image (consciously or subconsciously) matters!

And I believe as you become a consistent giver…

Your self image actually changes, because YOU change!

Self-Image matters

You actually become someone who is more helpful…

You actually become someone who is more focused on your prospect…

You actually become someone who is more generous, and a pleasure to be with…

You remember above how I mentioned the best sales reps use language that are customer focused as opposed to sales rep focused?

Well, while it IS helpful to change your phraseology and verbiage…

What I’ve noticed is that by being more of a giver…

My verbiage has naturally become more prospect focused because I naturally became someone who cared more about my prospects!

Does that make sense?

This is a very important point to understand.

By giving to charity more often (consistently), you actually become someone who is more helpful…

And to that end… because you naturally become someone who is more helpful…

Your language and verbiage will naturally become more prospect focused…

When I started noticing this, I began to notice that my sales conversations started having less resistance…

And not to mention I felt like my deals became easier… and they started coming more often!

Now onto the third point…

#3) You develop more of an abundance mindset

Okay, so I learned this directly from Tony Robbins…

He talks about how when he was just beginning his career, there was a point when he only had $20 dollars to his name…

And after an all-you-can-eat taco lunch for $6 at El Torito in Marina Del Rey, he saw this little boy in the restaurant who was getting lunch with his mom…

And he found the boy to be so charming and such a gentleman that he took the last $20 out of his pocket to give to the boy to take his mother out to lunch…

He said although he had no money to his name, that he felt incredibly free…

Over the next week, as he was trying to figure out what to do…

He checked his mail, and he got a letter from a friend…

It was a friend who he had loaned some money to…

That wasn’t calling him back…

But on that day, he opened the letter and it was his friend apologizing and had sent Tony a letter for not only the $1000 Tony lent him… but an extra $200 of interest…

Tony was floored… Tony was bawling…

And from that moment he gave his last $20 to that little boy… he said he had never been back to that level of scarcity ever again…

Abundance Mindset

I should probably just give you the link to his interview with Lewis Howes so you can watch him describe the story yourself!

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Anyways, I believe giving to others more helps us develop an abundance mentality… and drives out scarcity…

And that’s certainly helpful in life in general if you ask me…

#4) What you give, comes back to you multiplied

Now,

This is a belief of mine… and is a belief that I’ve adopted from other successful entrepreneurs like Tony Robbins…

It’s even written by great thinkers and philosophers in times past like Ralph Waldo Emerson in his essay titled ‘Compensation’

The great philosophers and thinkers talked about a universal law…

Even in the Bible it states, “Do unto others as you would have them do unto you…”

aka… “You get what you give…”

aka… “The Golden Rule…”

aka… “Karma…”

Now,

You don’t have to believe this… it’s completely up to you whether you choose to believe it or not…

But I made a decision to believe in this universal law.

And I thoroughly believe that because I started giving more to charity and making a conscious effort to help others in need…

That the universe/God/mother nature…. Whatever you want to call it….

Brings back to me what I give out.

The experience this has created is that I found my sales began to come easier…

They began to come smoother…

And they began to come more frequently…

I also noticed that my prospects trusted me more…

Maybe it’s because my intentions began to change…

And my intent shifted from being focused on me making the sale to focusing on how I can help the person in front of me.

I think people can feel that, and I think in the long run it makes all the difference.

So there you have it,

This is the “number one secret to becoming a better salesperson…”

I bet you didn’t guess it was going to be this, did you? 🙂

If you enjoyed this post, please share it with a friend… and drop a comment below, I would love to hear your thoughts!

PS. A friend and I are currently working on a project with Pencils of Promise to build a school for underprivileged kids in Laos for $50,000.

We are about one third of the way there, and this project has been 2 years in the making.

If you could contribute any amount would be appreciated, and it would certainly go a long way in making an impact!

Fundraising link here!

Pencils of Promise Non-Profit Organization

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