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Humility as Strength by Tom Reilly, the guy who wrote the book on Value Added Selling The psychology of success has always fascinated me. The underlying dynamics of why one person achieves great things while another stops at mediocrity mystifies the psychologist in me. For example: humility. Humility is the paradoxical characteristic of value-added salespeople. Why paradoxical? On one hand, you must be able to boast about the great things your company does to serve customers. On another hand, you must possess the humility to put other people first. It sounds paradoxical, but it’s not. In fact, it is the perfect recipe for success. In his best-selling book, The Purpose-Driven Life, Rick Warren defines humility as: “Not thinking less of yourself but thinking of yourself less.” Humility is being able to subordinate your ego for the greater good of serving others. That’s what Value Added Selling is about. We sell products, but we serve people. Setting aside one’s personal agenda, subordinate to a greater cause, is the essence of teamwork. That, too, is what Value-Added Selling is about. Being able to set aside your agenda helps you understand the customer’s point of view, which we call “customer value focus.” Humility means we accept that we can always get better. We may be very proud of what we have accomplished, but we must balance that pride with a humility that says, “We’re not done yet.” That is the motivating force behind growth and development. Curiosity about one’s potential, and a desire to grow, are important dynamics in Value-Added Selling. |
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