Bring The Sizzle, Sell The Steak

I read a story years ago about John McGraw, the Hall of Fame manager who built championship teams with the New York Giants in the early 1900's. During spring training one year he could not agree with one of his players on the terms of a new contract for the upcoming season. Neither side was willing to give an inch. Training camp had already started, and while the player was in town, he did not work out with the team. McGraw, however, knew the player loved a hot, juicy steak, a "weakness" he used to his advantage:

Mr. McGraw also knew this young man dined at the same restaurant where the rest of the team ate. So he ordered steak dinners for all of his players, knowing this young man would be there to witness it. Every night the young man watched his teammates feasting like kings while he settled for eating sandwiches. Before long the "torture" of being on the outside looking in was too much to bear; he couldn't take it any longer. He stormed into the restaurant, walked straight to McGraw's table, and agreed to sign a new contract for any amount the Giants were willing to pay, if he could just have one of those juicy steaks.  Mr. McGraw smiled, shook the young man's hand, offered him a seat at his table, and ordered a steak to welcome his wayward player back into the fold. Mission accomplished!

"You can have everything in life you want, if you will just help other people get what they want."       - Zig Ziglar 

McGraw wanted the player to sign; he knew the young man loved steak. But more than that, McGraw knew the "sizzle," a chance to play for the Giants, was too good to resist, so Mr. McGraw pulled out all the stops to get the young man to understand how great this opportunity was, even if the young man had to be "bribed" with steak to seize it. Since going the extra mile meant doing whatever it took to get the deal done, he made sure the player got the steak, and by getting the former holdout to agree to a new contract, McGraw made sure the young man got the sizzle, too.  Win-Win.

The "sizzle" means different things to different people: a chance to spend more time with family, a new house, a new car, some home improvements. It could be extra money in the bank, a college education, a retirement fund, maybe a chance to get out of debt or quit their job. It could be some other result they'd like to achieve, a change in their life they desperately need. Whatever the result they seek, keep this principle in mind:

Nobody buys a drill because they want a drill, they buy a drill because they want a hole...they want the RESULT they can get from buying the drill, not the drill itself.

Whatever you have to offer, people need to see that your offer can help them get the result they want. It's not your job to talk anyone into accepting what you have to offer, it's your job to show them that your offer can help them achieve the result they want. It's always about them, it's never about you. Help them get what they want and you'll never have to be concerned with getting what you want.

Show them that you can help them get the "sizzle," and you'll never have to worry about selling the steak...

Bon appetit!

That's all for now, gotta run. Until we meet again, remember:

Keep it simple....See ya!


P.S.  What do the mlm gurus know that you don't? Find out how they play by a different set of rules than everyone else...and...how your company teachings are actually causing you to fail: