Do You Give Greater Value Than Your Cost?

Like most teenagers, all three of my children worked part-time jobs during their teen years; Michael, my eldest (he’s 41 now, father to my grandson Jack) held quite a number of them.  I’m proud to say all three listened to their father’s advice and always gave more value to a job than their employers required of them; they still do (Jacob, 37, father to my granddaughters Jazmine and Jordana, is an entrepreneur).  I’m telling you this because I believe Giving More Value is an axiom of success in all endeavors, but especially in the world of sales.

Alas, not everyone out there seems to comprehend this axiom.  The feedback I get on this subject from my wife, who works in a hospital, close friends, and businesspeople I talk to, suggests there’s a disconnect here: too many employees feel no dedication whatsoever to their job, nor do they feel any loyalty to their employers.  I constantly hear horror stories of employee theft, disappearing for long stretches of time (God only knows where they go to hide), showing up late or punching in so they wind up starting ten, fifteen minutes late every day, making disparaging remarks about the job or their bosses, and on and on I could go.  It’s as if they feel the employer owes them something, you know?

In contrast to that, we’ve all heard stories about the guy who started at the bottom and rose to become CEO or Chairman of the Board.  Would you like to know how it happened?  It’s really quite simple: he spent his entire career giving more than was asked of him.  If he was a salesperson and the required number of calls each week was, say, 20, he made 30 or more.  The norm was for other people, not for him.  If he saw a fellow salesperson struggling, he didn’t wait to be asked for help, he offered it first.  If a customer had an emergency and had no one else to turn to, our Giver dropped everything and did whatever it took, for as long as it took, to help solve the problem, even if it cost him dearly in the short run.

We’re always looking for that great edge, searching for the Holy Grail of secrets to achieve success.  We search far and wide, which is a joke, because the answers are always so basic and right in front of us.  What I’m talking about today is one of those basic answers: Give more value than what you charge!  Give before you expect to receive!  It’s about the quality of the job you do; it’s about the people you do business with; IT’S NOT ABOUT YOU GETTING WHAT YOU WANT AT THE EXPENSE OF OTHERS!  If you’ll make that a rule to live by, to never violate, people will flock to do business with you, and they’ll go out of their way to tell their friends to do business with you; they’ll do that because they know you’re going to make them look good.

Do you have any personal stories to support the axiom of Giving Greater Value?  I’d love to hear them, and so would your fellow readers.