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May 18, 2020

Building Your Legacy

Legacy is one of those things that often come up in both life and business.

Let’s say that you’re a parent. In that case, your legacy is what you will leave behind for your kids. You want to leave their world in a better state than yours was.

We see the same thing in business. When business leaders get to the 50s, 60s, or 70s, they start to think about the legacy that they’re going to leave behind.

Now, I want to use a sports analogy to show you a difference in maturity levels.

The All Blacks have many 20-something kids who played for the team and they all talk about their legacy.

They wanted to make their mark and leave the black jersey in a better state than it was in when they came in.

Here’s a question:

How many salespeople start thinking about their legacy when they’re in their 20s?

It’s not many and I’ll tell you why.

They don’t yet have a sense of contribution. They’re more concerned about what’s in it for them versus what they can do to help others.

They’re all “take, take, take” vs “give, give, give”.

Now, think about the effect that this has on a salesperson’s behavior when they’re in front of a client. Because they have this “me first” attitude, they’re not looking to contribute something to the client.

They’re looking to make the sale so they can boost their numbers.

Potential clients will pick up on this self-serving nature. And what they’ll see is a salesperson who isn’t interested in helping them to reach their goals.

So, I want you to think about legacy and what you can contribute to the people that you sell to. You’ll find that your clients become more receptive because you’re focusing on making their lives better. We need to build long term relationships to build long term success.

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