E02 Embracing the Selling by Serving Mindset: Beyond the Traditional Sales Method artwork
Beyond The Method Selling with Clancy Clark

E02 Embracing the Selling by Serving Mindset: Beyond the Traditional Sales Method

  • S6E2
  • 12:31
  • September 9th 2023

 In this episode of Clancy Clark's podcast, "Beyond The Method Selling," he discusses the traditional sales mindset and the issues he believes exist within it. He introduces the concept of the selling by serving mindset as an alternative approach to sales.

2. Why is this important: Understanding the limitations of the traditional sales mindset is crucial for sales professionals to reach their full potential. Embracing the selling by serving mindset allows for a more fulfilling and successful sales career. Clancy Clark explains why this shift in mindset is important for building strong and sustainable relationships with customers.

3. What you need to know: Clancy Clark discusses the flaws of the traditional sales mindset, including the emphasis on numbers and quotas, and the repetitive nature of the method. He explains how this can hinder sales professionals from truly connecting with customers and reaching their full potential. He also highlights the importance of adaptability and the ability to pivot during challenging times, such as the COVID-19 pandemic.

4. What you need to do: Clancy Clark encourages sales professionals to adopt the selling by serving mindset, which focuses on helping others reach their goals. He emphasizes the importance of enthusiasm, sincerity, positive energy, and humility in building strong relationships with customers. Clark suggests asking oneself before each sales meeting, "What do I need to do differently to make the most out of the potential with this customer?"

5. Do this now: Reflect on your current sales mindset and consider the limitations of a traditional approach. Start shifting towards a selling by serving mindset by embracing enthusiasm, sincerity, positive energy, and humility in your interactions with customers. Ask yourself the question Clark poses before each meeting and strive for self-mastery to create long-term, loyal relationships. Commit to prioritizing the development of your abilities and character to find true fulfillment in your sales career.

Beyond The Method Selling

In my 30-plus years as a successful sales professional, I have quickly risen to the top of three companies, in three different decades, in three very different markets. In each case, I started from a base of zero sales with little technical knowledge of what I was selling. And in each case, I had to build my book of business in down markets for the industries to which I was selling. These results have drawn an endless parade of fellow sales professionals, at conferences and awards banquets, asking for the key to my success. It’s simple, really, I’ve made something other than the sale my highest priority, as you’ll learn in my book, Selling By Serving.

You will also learn that I am more than just a successful salesman. I am fulfilled. I love my work and take great pride in it, but I have found a way to achieve sales success without living to work. My work is a means to the life I lead and love in Southern Colorado with my wife, my dogs and my pack goats. It is my goal to help you achieve both success and fulfillment in your own life.