Displaying items by tag: Zig Ziglar
Is It A Problem - Or An Opportunity?
Randy Males is a furniture salesman. In furniture stores the salespeople alternate with their "ups." (They take turns serving customers as they come in the store or "come up".) One day a fellow salesperson, muttering under his breath, said, "I can't sell people like that!" Randy asked what the problem was and the salesman told him that the man was blind and deaf and the wife was almost completely blind and deaf. The salesman emphatically stated that he would not waste his time trying to sell them and he would not allow them to be counted as his "up." Randy asked if it would be o.k. if he talked with the couple. The response was, "Yes, if you want to waste your time."
Got A Problem?
Find A Problem! Many years ago Dr. Karl Meninger of the world-famed Meninger Clinic in
Find A Need And Fill It
When I was in the Seventh grade I was on the boxing team and later I boxed while in the Navy. I don't want to sound boastful, but it's a matter of record that the worst I ever finished was second. I finally quit boxing because of my hands - the referee kept stepping on them! As a boxer, the coach would always instruct us in the early part of the fight to feel our opponent out, probe and discover his weakness, and then exploit that weakness. The same basic procedure is followed in all athletic endeavors.
Anything Worth Doing Is Worth Doing Poorly
Chances are superb that when you saw the heading of this article you did a double-take and thought to yourself, "That is ridiculous!" But, let us think together and I believe you will agree that the observation is correct. Look at it this way: If you were to quit any endeavor because you did miserably on the first try, your life would be infinitely poorer. Think of it this way: When you watch sports professionals, whether golf, tennis or any other sport, play near-perfect games, you probably stand in amazement. What you're watching is an individual who has literally hit thousands of golf balls, or tennis balls, many of them poorly, and has taken hundreds of lessons from teaching pros to improve his or her game. They understood from the beginning that if they were going to play good golf or tennis, they would play a lot of poor games along the way.
Christopher Columbus Was a Salesman
Many people do not realize the important role that sales people have played in
If you question his sales credentials, consider this: He was an Italian in
Goals
K.I.S.S. When I started my sales career, one of the first things we were taught was to "Keep It Simple, Salesman." Communicate in such a way that your message is unmistakably clear. If the message is not clear, the prospect ends up confused and confused people seldom take action.
This advice can be followed in any field of endeavor. For example, in marathon running today we utilize sports psychologists, computerized training regimens, and running shoes that are "state-of-the-art." Perhaps all of that is necessary if you want to win the big race. I'm not denying that these things help, but Toshihiko Seko didn't need them to win the Boston Marathon.
He's A Typical Salesman
I'm certain you've heard that phrase used many times. Almost without exception it refers to an outgoing, personable, gregarious individual who is a veritable chatterbox. In reality, that stereotype no longer fits the sales profession, if it ever did. Actually, there is no such thing as a "typical sales person." Sixteen-year-olds can be exceptionally good at selling and 80+year-olds can be sharp and effective. They come in all sizes, shapes, colors, and they can be either male or female.
