Frequently it’s due to the fact that they have a better philosophical strategy. They approach everyone they deal with in a totally different and more effective way than anyone else does. And while their competitors are usually unable to figure out this strategy, it is one anyone in business can successfully employ by simply changing his or her focus from “me” to “you.” This is true whether you own a business of your own or work for a corporation. This simple adjustment in your focus is the key to what I believe is the most powerful business (and life) strategy you can employ.
I call it the Strategy of Preeminence. Once you begin to use it you will always—not just sometimes, but always—stand out in the minds, hearts, and checkbooks of your client, your employees, your employer, or your boss as the very best there is. The preeminent choice. The Strategy of Preeminence is quite simply the ability to put your clients’ needs always ahead of your own. When you master that your success will naturally follow.
It’s amazing how many people and companies will say and do whatever it takes to make a one-time sale rather than taking the time to understand the clients’ desired outcome. And then having the courage and the concern to tell that client that what they really need is much less than what they told you they wanted. You may, when you take this approach, end up with a smaller initial sale, but you will have just made a new friend, someone who will remember you the next time. And who will, no doubt, tell his friends about you and your company.
Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition by Jay Abraham