Be a Feel-Good Millionaire

While many people like to say that one of their goals in life is to leave the world a better place, the thought of improving the world may show lofty ambition, but also hints at arrogance. Good salespeople don’t aim to improve the world; instead they work at improving themselves. If self-improvement is the first step to improving society, what would be the next logical step?

We bring to the business of selling more than just the knowledge of the product, more than the skills of dealing with people and more than the motivation to win. We also bring our own set of personal and ethical values to our customers – values that communicate who we are and what we stand for. Good salespeople know that real champions are not measured by how much money they can collect, but by how much meaning they can contribute. Real champions know that laughing all the way to the bank loses its appeal when they realize on a gloomy day that a fat checkbook won’t hug them back.

During the past decade, value-added selling became a key ingredient in generating more business. Given the increased complexity of our changing world, I believe that the next wave of progress will be value-added meaning. Sure, business will always demand that we produce profits, yet our minds always demand that we find meaning. Sensible business leaders help their sales teams understand the basic human need for creating both.

For example, a restaurant in Philadelphia called the White Dog Cafe regularly schedules “table talk” programs where interesting speakers share ideas with the patrons. Recently Anita Roddick, the founder and CEO of The Body Shop, spoke to a wall-to-wall audience in the restaurant on “The Socially Responsible Business: Where Profits Meet Principles.” The idea of food served with thought caught on quickly and owner Judy Wicks recently won the Business Enterprise Trust Award for building a greater sense of community. She created value-added meaning for her customers, and her business is booming.

While value-added selling creates dollars that we can take to the bank, value-added meaning creates a different currency, one we might call “feel-good dollars.” While it takes a long time to become a millionaire in real dollars, we all can become overnight millionaires by earning “feel-good dollars.” How? By adding meaning to our customers’ lives.

We build our net worth by what we collect; we increase our feel-good worth by how much meaning we contribute. Good salespeople ask themselves: What can I do today that will help my customers feel good about doing business with me and my company? How can I bring more meaning to my customer and my community at large? How can I add value to the profession of selling? In 1996 replenish your treasure chest of human values by getting better at doing good. Become a “feel-good millionaire” starting today.