Why Are Some Businesses (And Salespeople) More Successful Than Others?

I have been going back through some old cassette tape programs. (For those of you that are scratching your head on term "cassette tape"... I'm sure Wikipedia must have some elaborate explanation)... but I digress...

I cued up one called "Your Secret Wealth" developed by marketing guru Jay Abraham. I think people often listen to these programs hoping to find ways to be more clever and psychologically manipulative in belief that those are the "qualities" that lead to big success. I believe in solid technique and great tools when it comes to sales and marketing, but all my 50 plus years of experience points toward offering value, stellar customer experience, and an effective way of getting the word out.

Jay posed the question on tape 3, "Why are some businesses far more successful than others? and then proceeded to answer it this way:

"Without being protracted, let me give you the answer.

They have identified and understand better than their competition exactly what their customers want and need and they furnish it and they provide it.

As a paying proposition, as a business of which you are the captain, you have to understand what your customer.... whoever he or she or it may be wants and needs and you've got to be able to render or supply or provide it better, more advantageously, and this is a key... more evidently so they recognize what you are doing for them...

And that basically is what drives businesses to great success and will drive you to great success in all aspects of your life and financial well-being through the secret wealth principle."

Jay continues after giving 3 outstanding examples:

"One of the biggest philosophical breakthroughs we have established in the business arena is teaching people how to adopt an attitude of what I'll call a super-servant... because what your goal in life, in business, in jobs must be is to identify how many more and better and continuous ways you can help or serve or fulfill or clarify the non-verbalized needs and desires of your customer or marketplace.

The moment you switch your focus from internal to external, from self-serving to self-less, from what's in it for me to how can I be a super-servant....

How can I enrich the life, the business, the profitability, the satisfaction, or the happiness of the other side, your own situation starts improving massively!"

Some run on sentences.... but beautifully put.