Sept. 21, 2022

589: Service vs. Sales - 4 Surefire Ways to Become an Order Maker, Not an Order Taker

What is the difference between service and sales? What do you have control over and what do you need to let go of? How can you be sure your customers are happy with their purchase?


Today, I'm riding solo to teach you a few ways to be sure you don't get stuck in the rut of becoming an order taker versus an order maker.

 

In this video, we'll cover 4 surefire ways to become an order maker, not an order taker.

 

What is the difference between service and sales? What do you have control over and what do you need to let go of? How can you be sure your customers are happy with their purchase?

 

These are just a few questions we'll answer on today's episode.

 

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Transcript

Brian Nichols  0:00  
Instead of focusing on winning arguments, we're teaching the basic fundamentals of sales and marketing and how we can use them to win in the world of politics, teaching you how to meet people where they're at on the issues they care about. Welcome to The Brian Nichols Show. Well, Happy Wednesday there, folks, Brian Nichols, here

on The Brian Nichols Show. And thank you for joining us on of course, another fun filled episode. I am as always, your humble host, and today joining you from the Stratus ip Studios here in lovely Eastern Indiana, don't let cyber attacks or old technology slow your company down, Learn more at Stratus ip.net or schedule a consultation at Brian Nichols show.com forward slash Stratus ip Stratus ip Business Technology simplified. Alright folks, well, hey, thanks for joining us today. And I'm looking forward to talking about a topic that yeah, it is going to be more in the world of sales coaching today. But it was It is also important for you, business owners and entrepreneurs out there. And that is the idea of sales versus service. And today we're going to talk about four ways for you to guarantee to be an order maker versus an order taker. And what we're going to do first is kind of look at things through the idea of well, what is the difference between sales and service. And let's kind of go back to the idea of the order taker. And let's look at if you were to go, and you're looking to have a nice night out on the town, eating at a nice restaurant. And let's say that nice restaurant you're going to is the one with the golden arches, McDonald's. Now I have not frequented McDonald's in quite a number of years. But I do imagine that the process is quite the same as I was familiar with back when I last went. And that is you drive up to the window and you go yeah, this is McDonald's. How can I take your order today? Yeah, can I please have a number three? Would you like that to be a large? Ah, yeah. Can I have a large and tie that with a coke? Would you like to add an apple pay for that? Oh, no apple pie today? And would you like a cricket? Yeah, I got Coca Cola is perfect. And that's gonna be it. Your turn is going to be 648. Please drive around. And then you drive up to the window and they asked for the 648. And then just go ahead and hand you your your bag of McDonald's food and then you drive on your way. And that is the idea of an order taker. But what if we were to contrast that where you're instead of going out to, let's say, the fancy restaurant with the golden arches? Let's say go to natural, fancy restaurant, you go in and you sit down and the waiter walks up and says Well, good. Good afternoon. Thank you for dining in this fine establishment this evening. Looking forward to as it was serving you today. And today on the menu, we have an absolutely exquisite, exquisite option for you. But first, I'd love to know, are there any food allergies or anything here at the table? I should be aware of? No. Okay, perfect. Well, first I you know, I always get asked what what I recommend, I would recommend first and foremost, if you love beef to go try our beef Wellington is easily the number one most requested for item here on the menu. Also, we are known for our wings. So if you are interested in a nice appetizer, our wings are specially prepared with a teriyaki sauce, which I know a lot of folks have also been requesting. And then also for dessert. If you're looking for anything there today, we also have a large menu of homemade pies. So just start things off. Is there anything I can get you to to drink while you're considering these options a little bit different, right? Because now what you're doing is you're creating a different ambiance, a different atmosphere that you're not getting when you drive up to McDonald's. And they're asking, Would you like some fries with that? So let's talk about the differences here between being an order maker and an order taker versus working at the Golden Arches taking orders, and instead learn from the guy who's at the restaurant making orders. And let's take that and move it to the world of whether it's b2c b2b sales or if you're in the world of building your company's sales processes. Well, first, let's make sure that your company isn't just serving as the order taker, but also making orders helping serve and create value. So let's focus on those four different ways that we can be an order maker and not an order taker. First off, don't put yourself in service mode when you talk to customers. Instead, they want some kind of benefit from working with you. And they want to make sure they know how they'll get it by working with you. So when you start things off, you want to show your expertise or you want to show that there are folks just like them who have gone and have experienced a situation where they were in a similar spot, but then were able to move to a better spot because they were working with you much like even if we're to use the restaurant example but the waiter being able to say hey, I've had a lot of customers who they've been saying they love the beef Wellington. Now you're helping to frame the The Best Choice versus just giving you a litany of items. Let's go into the second thing, uh, be clear about what you do and why it's valuable. If someone is asking the waiter, hey, what would you recommend? And then it's on you. And we've talked about this in the past, to be that trusted advisor to show them that you can help them make not just a good decision, but the right decision. And by the way, if we're talking about making right decisions, well, hey, I know that a lot of you folks out there are looking in making the right decision to help make a real impact in the liberty movement, and I have a great opportunity for you and that is with Young Americans for Liberty. They're currently recruiting campaign field staff to help elect pro Liberty candidates across the country as part of Operation win at the door. So these principal candidates, they're dedicated to fighting for gun rights, keeping our troops home, parental rights and education CJR ending our senseless spending, and many other winning Liberty policies. And when I say winning, I mean it. And frankly, I saw it for myself firsthand that revolution 2022, because yeah, their work speaks for itself. These are the guys and gals that help pass constitutional carry in the states like Indiana, Texas, Alabama, they help fight the lock downs every step of the way. And they did so all while helping make Liberty win. So you want to help make a difference and get Liberty candidates elected across the country. Well, if you want to be a part of the fight, and actually make an impact in our insane political climate here in 2022, you can join one of these campaigns now through November 8, gas covered housing fully provided and you'll be compensated a total of $2,800 a month for your work on the campaign trail. Sound interesting head the Brian Nichols show.com forward slash ya L to apply and make a real change in this country today. That's Brian Nichols. show.com, forward slash, why Al, let's make liberty when one more time Brian Nichols show.com, forward slash ya L. So we heard of our first two things we can do to help be an order maker versus an order taker. Number three, don't be afraid to charge what you're worth. And if someone wants a device, they're going to pay for it. And if they don't, then well, maybe they shouldn't be working with you. If you are working at McDonald's, yeah, you might not necessarily be the most skilled person in the labor pool. And if you're going to McDonald's, do you expect to get the most fine dining experience for what you're paying, versus if you were to go to the fancy restaurant and you were to order the beef wellington, my guess is going to be it's probably going to be a little bit more expensive than a Big Mac. So it is important for us as a sales professional and as entrepreneurs, to not just present ourselves as the experts with the answers, but also to position ourselves from a financial standpoint, in a way that actually shows that differentiation. And finally, for be willing to say we're not a good fit. Yeah, it's hard to say no. And yes, you want to be helpful and give advice. But if someone asks for advice, it's outside of your area of expertise, or let's be real, it just could be something that you can't help with. Or it could just be something that they don't want to go ahead and move forward with the price that you're presenting. Say it's okay. No worries, we're just not a good fit. And that right there is one of the most powerful things you can do is when you are not reeking of desperation, reeking of the need to take the order, but instead have the ability as the expert as a sales professional to say, this isn't a good fit. I'm sorry. That's pretty, pretty darn empowering. So with that being said, Folks, we have four tips there for you to be an order maker, not an order taker. One, don't put yourself in service mode, to be clear about what you want to do and why it's valuable. Three, don't be afraid to charge what you're worth. And finally, number four, be willing to say, Hey, we are not a good fit. And by the way, you political folks out there who listen to the program, which I know there's lots of you. Yeah, that's also true in the world of politics. Believe it or not, there's lots of folks out there who are our target market, and that's okay. And not only are they not our target market, but in many cases, there are competition. So instead of trying to convince our competition, that they're wrong or waste our time spending our energy, our efforts, our money, resources towards those who aren't going to change. Let's instead focus on those who are a good fit, who are our active target market instead, go after them because I can guarantee you're gonna have a lot more success and you're gonna have a lot more sales wins, wins. I can't emphasize the word win enough because you We need to win. If you're in the world of politics, you either win, or you lose in business, you win, or you lose. So you can either be right or you can get what you want. And we get what we want. When we win. And when we win, we can enact our right principles. In the world of wine. There are so many choices and that's why blood of tyrants wine has tyrants losing their heads, whether you're looking for a new go to that home, or watching the press your friends at a party, a lot of times wine has you covered. And if you're trying to get rid of some pesky parents in your life, well

if we've got that covered, too, and the Brian Nichols show.com forward slash wine and get $5 off your order one more time, Brian Nichols show.com. Forward slash wine freemen don't ask permission. So take a sip, you'll be glad you did. So be an order maker, not an order taker, sales versus service. It is important across the board in life. So please, if you got some value from today's episode, well, first of all, I'm going to ask you to go ahead and actually use it. And I want to hear your stories about what success you're having in trying to implement the sales versus service mentality. Tell me about it. Email me, Brian at Brian Nichols. show.com. Or you can go ahead shoot me a message over on social media Twitter, DM me at B Nichols, Liberty tagged me whatever it may be, I am always looking forward to hearing from you. And also by the way, if you did get some value from today's episode beyond going ahead and letting me know other folks would love to know as well. So go ahead, give today's episode a share. And also, if you're interested, head over to the Brian Nichols show.com forward slash reviews give us a five star rating and review if you have not done so yet. tell folks what value you're getting from the program. And oh, by the way, did you know you can help support the program we are growing and we are looking for folks to help us along the way. So there's two different ways you can help us either a become a superfan $5 A month over on Patreon or you can go ahead and do a one time Pay Pal donation over at Brian Nichols show.com forward slash support. Either way, I greatly appreciate it because it goes right back into here to the program to help us having folks in the program who can leave us educated, enlightened and informed. So with that being said, Happy Wednesday, it's Brian Nichols signing off. You're on The Brian Nichols Show. We'll see you tomorrow. Thanks for listening to The Brian Nichols Show. Find more episodes at the Brian Nichols show.com Enjoying the audio version of the show, then you'll love our YouTube channel. Be sure to head over there and subscribe. If you're new to The Brian Nichols Show, be sure to head to your favorite podcast catcher and click download all unplayed episodes so you don't miss one of our nearly 500 episodes that will be sure to leave you educated, enlightened and informed. If you got value from today's episode. Can you do me a favor and Edie the Brian Nichols show.com forward slash support and leave us a $5 donation and by the way, have you given the show a five star review yet? If not, head to Apple podcasts and tell folks why you listen to the program and don't forget to tell your friends to subscribe to follow me on social media at be Nichols liberty and again, if you'd be so kind please consider making a donation to The Brian Nichols Show at the Brian Nichols show.com forward slash support. The Brian Nichols Show is supported by viewers like you. Thank you to our patrons Darryl Schmitz, Michael Lima, Michel Mankiewicz, Cody John's Trent, the caster and the we're libertarians network

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