Heart of the Salesman
Zig Ziglar’s son didn’t like to play golf. But he played with his dad anyway.
Like most people who don’t like something when they first start out, Zig Ziglar’s son didn’t like playing golf, at first. This was of course until he ended up with his first chance at Birdie.
This was his first chance at a Birdie. Zig lined him up and his son knocked it in. Naturally, his son was jubilant. Next it was Zig Ziglar’s turn. It was also on the green with a shot at birdie.
If he missed the shot, his son would know that he missed on purpose and it would be a hollow victory. So Zig Ziglar putted the ball right in.
Zig made the shot and asked his son, if he was able to pull for him, even though it meant that he wouldn’t beat him at the hole. Of course he pulled for him, his son told him.
Zig Ziglar’s son demonstrated pure love for his father. He pulled for him because it would be for his father’s benefit to sink the putt.
Zig Ziglar developed the acronym H.E.A.R.T.:
Honesty
Empathy
Attitude
Reserves – Mental, physical and spiritual
Toughness – love is the toughest.
As a salesperson, your job is to persuade. Don’t be a slimy salesperson, trying to persuade prospects to buy what they don’t need. Instead, learn to have the client’s best interest at heart.
Once your heart is right, you learn to pull for the prospect to buy for their benefit and not for yours.
Zig Ziglar says this is the pure love you should use in your selling.
Zig Ziglar once said, “People don’t care how much you know until they know how much you care about them.”
Learn to want your prospects to buy because you know they win with your product. Communicate with your feelings and beliefs.
The minute you start pulling for them to buy for their benefit, you become more professional, more effective, more loving and you sell more. And you’ll be able to sell them again and again and again. Before long, they’ll send you to their friends and relatives
When your client is the big winner, so are you. Learn to pull for him. Learning this kind of love will put you on the path to becoming the person you want to become. Good luck.
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