Really Care for Them

How Everyone Can Use the Power of Caring to Earn Trust, Grow Sales, and Increase Income. No Matter What You Sell or Who You Sell It To

Mareo McCracken

• Publisher: Morgan James Publishing
• Year: 2021
• Print ISBN:
  9781631955778
• eBook ISBN:
  9781631955785
• Topic: Business
• Subtopic: Business Skills
• Index: Business

The true secret to success in sales is caring. Caring for others, caring for results, caring for growth. Those who care the most, sell the most.

Really Care For Them is for those who want to learn to do sales the right way with the most success as fast as possible. It helps readers escape adversarial, competitive, self-destructive sales behavior by developing a collaborative, trust-based approach to selling in a way that builds value and trust. Many sales books teach what to do, Really Care For Them teaches how to do it. Everyone can learn skills and scripts; the real differentiator is the salesperson and how they sell. Packed with only the most important information, behaviors, and characteristics that enable personal and professional growth, Really Care For Them is the first book every salesperson needs to read. It demonstrates what the top performers do in an accessible, easy to understand format and makes it easier to learn to sell without reading tons of extra words, boring theories, and outdated ideas. Really Care For Them inspires growth, creativity, compassion, accountability, and courage.

1

You are a reflection of your choices.

Life always has been and always will be about choices.

The choice of the ideas we believe, the choice of the actions we take, the choice of the people we embrace, and the choice of the feelings we hold on to.

Our choices lead to actions and actions determine outcomes.

As a sales professional, the entire focus is to help people get what they actually need and want. You do that by helping others make better choices.

Those who care the most, show it through their actions. Those who care the most, sell the most.

“To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment.”

—RALPH WALDO EMERSON

2

Your vision of who you really are is the only thing that really matters.

Without a destination, you will never get there. You are greater than you think you are. Your potential is unlimited.

Every salesperson with a pulse can make enough income to survive. But that is not why you are in sales. You are in sales to be the best, to give the best, to serve the best, and to create the best, and to change people’s lives.

In the business world, most people don’t want the best. They want to be protected. They want security. They want to keep their job, so they can pay their mortgage. They are not willing to take the risk to be great. Too many people accept mediocrity. That is why those who strive for greatness are so revered, so rewarded. A little excellence goes a long way.

“When you’re committed to something, you will do what is required for the attainment of that thing. You’ll stop wondering and start building. You’ll stop being distracted and start learning. You’ll start connecting. You’ll start failing. You’ll get what you want, rather than have a long list of ‘ambitions.’ You’ll have actual accomplishments that reflect your inner goals and values. Your external environment will reflect your deepest internal views and aims.”

—BENJAMIN HARDY

3

The path you create is your own.

Your life path is something unique that you create; it is organic – not linear.

There is a purpose and meaning for your life. Find it, embrace it, live it.

Thinking that “things” bring fulfillment is the reason the world is so full of quiet desperation.

Connect your “doings” to your purpose, and everything gets better. Alignment is key.

Believe in yourself first, act on your belief, and the results will come.

“Fear comes from a lack of knowledge. Accelerate your learning, eliminate your fear.”

—JAY SHETTY

4

Fear is real. Deal with it.

When you have (feel) fear, try this 5-step plan:

1. EMBRACE the Fear – Think about every possibility. Write down the worst thing that can happen. This scenario should be the worst case possible. Accept this scenario as your starting point.
2. DEFINE the Fear – Be able to understand WHY you are afraid. Know thyself. Be true to yourself. Take the time to figure out your fear and motivations. Label and define them.
3. QUESTION the Fear – Ask yourself: Is this fear good, or is the fear bad? Does this fear motivate me, or does it paralyze me? Is this fear even real? What does it mean?
4. CREATE an ACTION PLAN – Create a step-by-step plan that will take you to your destination. Make sure to leave room for mistakes along the way. Each action you plan helps to lead you away from the worst-case scenario.
5. TAKE ACTION now – Nothing beats doing. Nothing. Action erases all fear. Follow your plan and adjust as you go.

As a bonus, action creates success, and success creates motivation. It is a cycle. Start pedaling.

“Strong-minded people have a dedication that comes from a purpose in alignment with their deepest values.”

—LARAE QUY

5

Quiet Down

Nobody likes to be told to be quiet, or to be calm, or to shut up.

It doesn’t matter though: be quiet!

Meditation works. Pondering works. Prayer works.

When we are quiet and think, and when we express our feelings from inside and share them with our creator, with the higher power, we can connect with our purpose and potential.

Take time for prayer, pondering, or meditation every single day. When we do take time to gain understanding of our personal experiences, we learn about ourselves and our purpose. Tom English, a UK-based transformation mentor and leadership coach, exhorts us to learn that: “The extent to which each person’s program of learning in life is tailored to their needs and potential is quite incredible. Each individual is unique, and each has so much to offer.”

“We make a living by what we get, but we make a life by what we give.”

—WINSTON CHURCHILL

6

Give, give again, then give more.

Karma is real.

The best-performing salespeople are those who are customer-centric, those who truly put their customers’ interests first. That includes giving.

Be generous.
Share for sharing’s sake.
Give your time, your ideas, your effort.

The funny thing about giving is that the more you give, the more you will have, and the happier you become.

Basic undeniable truth: The more you give, the more you will always have.

Also…

Giving helps you build trust.

Giving helps you build a reputation.

With a good reputation, anything is possible; you can sell on that.

“Shifting your focus from getting to giving is not only a nice way to live life and conduct business, but a very profitable way as well.”

—JOHN DAVID MANN & BOB BURG

7

How to Help Others

There are two ways to help others.

1. Give them what they want and need.
2. Show kindness.

Showing kindness is the ultimate way to help others. It might be physical, it might be a smile, it might be an encouraging word, it might be providing protection, or it might be teaching. All service and help can be traced back to a foundation of kindness.

Dale G. Renlund teaches that: “Not throwing stones is the first step in treating others with compassion. The second step is to try to catch stones thrown by others.”

And once we have decided to be kind, act with compassion, and to serve and help, we NEED TO STOP:

STOP letting the opinions of others determine how we feel.

STOP making excuses.

STOP waiting.

STOP listening to our fears.

STOP refusing help from others.

You have enough outside pressure, so take action without any inner inhibitions.

“You can’t take care of anyone else unless you first take care of yourself. The good news is that we have more control than most of us realize. Each day is filled with thousands of opportunities to change the story of our lives.”

—MICHAEL HYATT

8

Voluntary Enslavement?

If you don’t own your time, you will always be a slave to the clock.

Planning works best. Always know what you should be doing at every moment.

Chunk your day. Create time periods (chunks) to accomplish specific tasks. Then do the tasks without allowing for distraction. That’s right: You allow distractions. No one distracts you.

Follow a weekly plan, but create a new schedule every night for the next day. Always do the most important things first.

It may be exercise, it may be reading; it may be playing with your kids, it may be prayer, or it may be eating… Whatever it is, schedule it out, follow the schedule, and you will get so much more done.

“Now is the time to rescue lost dreams, rejuvenate our emotions, do the simple things that give us pleasure, and direct the scripts of our own stories. Now is the time to establish strategies to celebrate life.”

—AUGUSTO CURY

9

Establish Good Habits

1. Develop clarity – In other words, know and decide what you want. Get clear on who you are and what you want to become by writing it down. When you have clear intentions and a focused purpose, your “why” becomes your main motivator. No action or sacrifice is too much for that goal. Review your purpose weekly. Review your actions daily.
2. Start small – Doing something over and over makes it easy. If you want to sell better, start by creating conversations. Don’t focus on the sale itself – focus on the habit of picking up the phone and talking to people. Every big h...

Table of contents

• Cover
• Title
• Copyright
• Table of Contents
• Foreword
• Introduction
• 1-14 Foundational Mindset
• 15-21 Care More
• 22-40 Sales Basics
• 41-50 Sell Better
• 51-65 Your product doesn’t matter.
• 66-77 Help More
• 78-90 Take More Action
• 91-99 Rules For Success
• Conclusion
• Acknowledgments
• About the Author
• Contact