Bank of Dave

For all that have not seen this film on Netflix or are not aware of the story, I suggest you watch or look it up. Bank of Dave is based on a real story of a business man and his family that rented/sold vans in Burnley but following the banking crisis decided to help their community with small loans. The film is of course embellished slightly, but the core message of David and Goliath and the desire to help people really struck a cord with me.

People who have worked with me or clients I have partnered with, know that I am passionate about helping companies and brands but at the core I am about helping people. I have always maintained a sense of community and helping others. Training and mentoring have always been part of my working life. When it comes to getting to know people I often quote Ghandi by saying “a friend is a man who walks in my moccasins”.

Sales has also been in my life since starting work in Currys many many years ago. It has always been my belief that if you discover your clients needs, find their pain, establish the priority and help them improve their outcome the sales numbers look after themselves. I have had sales success over my career including creating a pipeline, expanding client success and smashing targets but always mindful of the customer. New logo and renewals constantly require evaluation of the clients needs. Selling a Packard Bell Pentium computer or a SaaS platform may seem completely unrelated and yes the numbers are very different but at the core of either sale is the customer in front of you and it’s wider impact around them.?

Bringing this back to Bank of Dave, there is clearly space in business to help others and in turn help yourself. When you care about the outcome of others that you come into contact i.e less self and more others, the sincerity shines through thus improving your bond with prospects and clients. Now Dave made a massive impact on his community and in turn received adoration and respect for his wonderful work and still grew his wealth. Anyone looking to measure your impact on customers in a quantitative manner please look up the fantastic book “The Trust Equation” by David Maister.?

Many have heard of the term pay it forward in their social and sometimes work life and know the positive affect it can have on others. I do not advocate free work/consultancy for all but caring about the outcome and steering prospects to a better solution in your arsenal or others is very powerful. Mark H McCormack shares his thoughts on helping others in his book “What They Don’t Teach You At Harvard” and??warns that helping others should be through integrity and not immediate self success. Bank of Dave illustrates again that being in the right frame of mind and having the opportunity to help garners an eventual self outcome that is out weighed by the act of giving/helping.

We all sell in many different ways and as such there is no exact rule for every product but fundamentally whether you use a sales processes like SPIN, Sandler, VALUE or MEDDIC and you care to find your contacts needs and you are invested in a better outcome you will automatically gain mutual success.?

Success comes in many forms and measuring it can be extremely complex. I am very encouraged that topics like the environment, community, charity, wellness and sustainability are growing in importance and I see more and more evidence of companies reaching out to communities to mentor and support. Success is not just financial but money does help the world go around. At the core of what Dave was trying to do was eliminate the financial worry of his customers so they could do brilliant things and the fact he started out loaning a million of his own money which then led to over 30 million in bank backed loans is a testament to the determination to make a difference and fight the antiquated system.?

The tide is changing and whilst slow, there is encouraging signs that businesses are helping more but there is still a mass of self interest and topic washing. I for one always look for roles I can get passionate about and although context can alter people’s perception of the work we do, it is better that me and you help because we care rather than help because it suits us. David Sandler and others said that “people make decisions intellectually but they buy emotionally” Selling is not selling when you are empowering the people you connect with.?

Oh and just so you know, the sound track and rock band appearance in the film is fantastic. Enjoy!

#BeBetter #People #Community