Welcome to Mindset Monday by the Sales IQ podcast. I'm your host, Luigi Prestinenzi and I'm here to help you be the best you can be. Everyone has a potential to be the best version of themselves there can be. Sometimes things prevent us from capitalizing on that awesomeness that is sitting dormant inside of you.  

This podcast is about helping you unlock your potential by focusing on one thing that can help you be the very best you can be.

your influences determined by how abundantly you place other people's interests. First. That's a quote by Bob Burg, the Go-Giver. And why is that quote, something that I want to share with you today? Because. Selling is about helping people achieve a better outcome. It's not about us. We are there purely to facilitate the process and help them arrive at a point of decision and ultimately help them achieve something better.

We're here to, to provide that positive influence. And provide that positive impact. That's going to ultimately help somebody in their life, in their day, in their business with whatever we sell and whatever we help people. And I'm really passionate about this particular topic because this stem from a conversation I had with somebody last week about the process that we have to facilitate in sales and how much we need to help.

And the conversation flipped where it was like, well, why do I have to help them before they start paying me for my service? And yes, there could be an argument to that to say, yeah, well, we, we, what we've got is really valuable, so why should we give it away for free? But I want you to think about this. Are you there just to make a transaction?

Are you looking for that one transaction with your customer or your prospect? Who are you looking to develop relationships that are going to become much more valuable than what that transaction is worth to you? Because if you're looking for the latter, if you're looking to build relationships, And build your network so that whatever you sell, whatever you do, you've always got a trusted network that you can engage with.

Then you need to put giving at the top of your list. You need to be really thoughtful about how you're going to help people before you can even ask them to engage with you about selling what you have to. Now giving could come in. A whole range of thing has given, could come in the posts that you put out, the content that you develop and the content that you create to help people giving could be, you know, what you prepared to provide an element of what you, or your service or product, just to create that element of impact.

And, you know, for those of you that are going well, what's it cost. I want you to flip this and go, well, what is the lifetime value of an opportunity that you bring in to your life, to your business, and how much are you prepared to pay for that? Because everybody's prepared to do like inbound, you know, we're gonna spend money on marketing and inbound leads and all that sort of stuff.

Well, that is the cost that you're prepared to spend to acquire a client. But if you're only doing things. You want to achieve that transaction, then you're always going to have those transactional type relationships in your business and in your life. And this is where we really need to flip our feet.

And go, you know what? I want to give stuff. I want to purely have that, that, that, that focus on just giving. And I give a lot of stuff away in what I do is countless hours of coaching that I provide sellers who really need help. And you know what? I don't care if there's a transaction. If I fucking positively help somebody, it makes me feel good.

Right. It's aligned to my values. And ultimately I'm always going to have that, that world of abundance at my fingertips because there's opportunities absolutely every way. But the opportunity to help is worth much more than the commercial value that I put on my service. So my message this week is now, what are you doing to give, like, how are you giving and helping your prospects through the buying process?

And even if they're not buying, how are you helping them? What positive impact are you providing them? What is it that you're doing? That's going to build your relationship funnel. That's going to bring people into your funnel where people can recognize you for the person that's. Because this is a mindset and yes, this is why it's called mindset Monday because all the tactics that we use are completely erratic.

Well, we're not creating that experience for our prospects when we're not creating something unique, that's going to get them to really think about you in a different perspective. So this is a message that resonated for you or somebody, you know, needs to hear this. Please go ahead and like rate and share this.

I do this so I can help you be the very best sales professional you can be.

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This episode was transcribed digitally, some errors may be present.