THE LEADERSHIP COACH™
Volume 14, Number 9 September 2014
Nearly forty years ago, Robert Greenleaf introduced a concept that, for all intents and purposes, changed our philosophy of management in what he called “The Servant as Leader.” The idea that leaders should become servants of those they lead, struck fear in the hearts of those managers who believed that control of people required strict subservience. And for far too many, it still does–no matter what they say. However, achieving commitment, trust and loyalty of people in a transitory work world, requires leaders who genuinely care about their people both personally and professionally.
Now, a man named Daniel Pink, has brought the idea of service to the process of selling. Pink maintains that the practice of servant selling focuses first on developing relationships with clients and prospective clients and that through this strong interaction, opportunities for mutual good will emerge and that business will be found of a continuous nature. To quote Pink, “Call it servant selling. It begins with the idea that those who move others aren’t manipulators but servants. They serve first and sell later. And the test—which, like Greenleaf’s, is the best and the most difficult to administer—is this: If the person you’re selling to agrees to buy, will his or her life improve? When your interaction is over, will the world be a better place than when you began?”
Sound overly altruistic to you? Maybe. Yet, altruism should always lead us into the path of doing intrinsic good in our lives and in the lives of others. Finally, Pink has this to say, “But the successful seller must feel some commitment that his product offers mankind as much altruistic benefit as it yields the seller money. An effective seller isn’t a “huckster, who is just out for profit,” he said. “The true salesman is an idealist and an artist. So, too, is the true person.” May we all strive to be so true.
Norman J. York
York Career Development, Inc.
Houston and Austin
If you wish to become a leader, you can if you want to, not because someone else wants you to, no matter how many training seminars and webinars you attend or articles you read. If you wish to discuss strategies for becoming a leader, in service to others, call me at 512-656-8239.
Next issue: When right isn’t enough
Using You Inner Power to Find Meaningful Work by Norman and Madeleine York is now available as an eBook from Amazon. Also in eBook, The Successful Entrepreneur by Norman York.