You are the Firm!
"I don't know what your destiny will be but one thing I know, the only ones among you who will be really happy are those who will have sought and found how to serve." Dr. Albert Schweitzer
Always be mindful of your aura of influence. Professionals in selling always identify themselves with their companies. They never say "the company," it is always "we." Prospects or clients cannot talk about your company without including you. You cannot refer to your company without including yourself. In your prospects'/clients' eyes, you do more than represent the firm -- you are the firm.
Here's a quotation we saw at the reception desk of a Dallas hotel some years ago. It describes the influence of a single individual.
"An institution may spread itself over the entire business community. It may employ all kinds of people . . . but the average person will almost always form a judgment of it through contacts with one individual.
"If this person is discourteous, inefficient or ineffective, it will take much time and energy to overcome that bad impression.
"Each member of an organization who in any capacity comes in contact with the public is an agent, and the impression made is an advertisement, good or bad, which will make an indelible impression on the mind of the prospect."
As Dr. Albert Schweitzer said: "I don't know what your destiny will be but one thing I know, the only ones among you who will be really happy are those who will have sought and found how to serve." Dr. Schweitzer could have been describing you and your career in selling. The person profits most who sells and serves best. Be determined to deliver better service than your competition. You will profit most!
YOU ARE THE FIRM!
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