我每周都会与一群洛杉矶的企业主和创业者见面——他们来自各行各业，却有着共同的愿景：通过自主创业实现经济独立。这些人包括医生、会计师、律师、房地产经纪人、作家、建筑师、艺术家、演员、公关人员、私人教练、专业演讲者、猎头、音乐家、建筑承包商、文学经纪人、摄影师、园艺师等等。本周会议的主题是： “在如今这令人抓狂的经济形势下，你们是如何维持企业的正常运转的？”
一些人表示他们增加了陌生拜访电话的数量；另一些人则谈到了如何创造性地利用社交网络进行自我营销。一些人正在重新设计他们的网站和博客；还有一些人正在探索新的商业想法，因为他们担心目前的业务可能无法继续经营下去。
轮到我发言时，我说：“我已经不再做销售电话了，现在改做服务电话了。”
众人看着我，脸上表情五花八门，从困惑、好奇、难以置信到轻蔑，不一而足。于是我解释了我从查克·张伯伦那里学到的东西。
查克是洛杉矶一位成功的商业地产开发商（尤其擅长杂货店开发）。几年前，他曾举办过一系列题为“一副新眼镜”（后出版同名书籍）的讲座。最近，我听了这些讲座的CD。
查克解释了他如何获得成功……以及巨额财富。他说他不做推销，而是提供服务。他的事业是帮助他人取得成功。查克拜访潜在客户时，他认为这和帮助邻居做项目、探望住院的朋友，或者帮助那些正经历严重个人困境的人没什么两样——都是一次服务他人的机会。
“我能帮上什么忙吗？”查克会这样问。“你的生意怎么样？哪些方面进展顺利？哪些方面出了问题？跟我说说你遇到的挑战和困难吧。”他会毫无保留地倾听，带着开放的心态和真诚的愿望，真心实意地想要帮助对方发展事业。
如果查克能帮到对方，他一定会尽力。如果他自己没有合适的服务可以提供，他也会尽力想想是否认识能提供这种服务的人；然后，他会把潜在客户介绍给那个人。
查克在演讲中讲述了他两三次拜访潜在客户的经历，当时他的动机与现在截然不同……他身无分文，急于完成一笔交易。“每当我带着‘我必须做成这笔生意；我今天必须赚点钱；我必须拿下这笔交易’的想法去打电话时，我总是空手而归。我从来没有靠这种方式成功卖出过任何东西。”
换句话说，当查克拜访别人是为了从他们那里“获取”什么时，他失败了。而当他拜访别人是为了服务他们时，他总能成功成交。这就是他成功的“秘诀”。
人们聪明且直觉敏锐。他们能感受到你的情绪，也知道你什么时候想从他们身上得到什么。当人们抵制推销时，是因为他们知道推销的真正目的都是为了你。
而且……人们也能分辨出你的意图，比如提供帮助、做出贡献、协助他们实现目标。当你怀着这样的意图接近他们时，他们会欢迎你，信任你……并把生意交给你。
我完全明白查克说的是什么。多年来，恐惧一直如影随形地控制着我的事业。我总是提心吊胆，担心下一笔收入从何而来。我做了大量的公关工作，建了好几个网站，四处寻找潜在客户，还努力讨好那些我认为能帮到我的重要人物。我总是绞尽脑汁地策划如何才能变得富有和出名。每当我赚到一大笔钱，或者上了全国性的电视节目，我都会感到高兴——但这种喜悦转瞬即逝。那种兴奋感很快就消退了，我不得不再次开始追逐——几乎就像上瘾一样。更糟糕的是，在追逐名利的过程中，我给自己带来了巨大的压力、挫败感、不快乐和焦虑……也让我对那些拥有我所追求的一切的人心生怨恨。这无疑是一场没有赢家的游戏。
我一直说我的工作是关于服务和贡献——我的使命宣言也这样写道。但这只是部分事实。我的确想帮助别人——但我往往更渴望认可和金钱。我的动机充其量也只能说是复杂的。我经营生意时，内心充满恐惧和匮乏……而如今，数百万商人也同样如此。
查克·张伯伦的“新眼镜”让我想起了一些我曾经知道但后来忘记的事情。商业的目标是提供他人需要和想要的产品和服务。商业的目标是服务他人，并为他人的福祉做出贡献。金钱是令人欣喜的副产品。金钱是我们衡量自身成就的方式之一（但并非唯一方式）。但在当今社会，我们很容易忽略商业的真正目标，转而只追求金钱。在这方面，我和其他人一样难逃其咎。恐惧驱使我们追逐那些我们认为能保障自身安全的东西。恐惧让我们把金钱奉为神明。
当我终于不再追求索取，而是开始思考给予时，一切都改变了。经济衰退并没有消失，但我的压力和焦虑却消失了。金钱开始源源不断地流入，而且往往来自意想不到的地方。我效仿查克的榜样，追随他的脚步；这让我对自己的工作感到满意，也让我对未来充满希望。查克教会我以服务和贡献为基础来建立我的事业。当我把工作做好时，我获得的不仅是摆脱匮乏的自由……还有摆脱恐惧的自由。
这周和我的商业小组分享了查克的想法后，我开始思考……如果每个人都进行服务拜访而不是销售拜访，商业会变成什么样？如果商界人士采取“我能提供什么服务？”而不是“我能得到什么好处？”的态度，会发生什么？华尔街会变成什么样？普通民众会变成什么样？整个世界又会变成什么样？
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Great article, BJ. I love your stories and your approach. I think this is the future of selling. I like to use the phrase "stop selling...start resonating" and think the service approach you talk about is one that benefits both sides.
Just what I needed at just the right time. Thanks for sharing.
yes friends,,very interesting!! : )
Interesting perspective. I like it!
faster sir answering. Just going as far as graves. well, I think it was your name that u never liked to be seen.
Let me assure u that knowing it by me shouldn't have costed you that. am just a fundraiser andI will assume that I never knew.
I hope nothing else. Keep on hugging the buildings which was fun.
I also keep mine private in the sales for dignity but you, you may a lot of other things that placed you in this mistrust. you are not wrong for reasons that the place isn't a very good one.
I think this so let us fuck off.
till you decide to look a guy called Noor. I will probably be on the internet if you are completely a new specy of snake with history boggled. I can't know what else I do for you.
can we fullstop?
well, if the post they say google news?
relates with the shiittttttttt that burnt you inside am going to close the whole of google + account.
and it happened because it was my first time to stat google.
am not following you if you know or not.
It also would be great if you would confess a long time ago.
Can I be blamed for it?
I watched the lion story. It seems you would like to wish that. well, what is the problem forcing you that?
What do you think I owe you or you owe me or just my damned sales?
Let us be clear. the cause?
xxx
I will check it but I only see preview of it.
highlight and get the main points of everything. we start today and continue tomorrow.
no disillusion we already familiar the shiiiiiiittttttttttt
One of the best books to get this message is GO-GIVER
we try to minimize before it gets out of controll....got to add into math. or we completely stop it.
Is that a problem? I hope no.
fine. thank you
ok open the dialogue in a good way. honesty is what I offer at its maximum with highest quality.
Get my email and let's avoid the bad.
The Next Universe ? Is it hereafter or within this we live today?
let us take off the DIALOGUE
Great perspective - essentially this turns a for-profit into a beyond-profit entity. Thank you for running this on Dailygood.
Well how this is proposed is very helpful.
There are a lot of things that are done. There is this sale I think am part of the executive
who holds shares in it. This sale is really different I remember my visit to refugee camps I helped
5 families who I knew were suffering from nutrition and anemia. The sale helped some youth who were having critical times. However the sale didn't please the third parties.
It is also not productive but at least keeps off the silly people who sues it inadvertently.
They can't just plant some trees and they hope to walk away what we tried to help people in these very hard times knowing it is a double expenses. Personally, I am not doing for my own benefit though I can admit that it came as in the face of building powerful business some who don't look it conversely think handcapped were dished out. Never, there are a lot of things the criteria doesn't abet so the weaker ones get saved while the opposite reconsider if they. Reps know we are helping and I know that we strive to do the for the sake of all
. I worked 3 places and existing was not a meaningful question as I had small skills but the fact of helping weak people is major reason. To be about me is very hard work because I am decent and respectful person who no body can think I have membership of sale unless they put mosquito in the tea.
Well, here they say things have to worked out but holding very big responsibility where name and clean perspective is calculated, sale is dammit. Even if millions die for fck's sake but one who put mosquito will be stressful to trust.....I know.
New ideas of business, real ones without a lot of risk or illegal I mean not against the constitutions are what I would bless your Hon:
There are about 10 to 20 most of them don't depend on me but they are indirectly.
As far as I had been caring this reputation for some time and the new projects became raw I have a lot of energy to work 18 hours everyday and maintain my me being there as well as my loved people.
Now we know that we happened to be this conversation and I will read the CDs. What plans do you offer because we are not at strange writings.
[Hide Full Comment]Thanks for not stripping again
Hon