Heart of the Salesperson from Zig Ziglar
Brian Sylvan
Zig Ziglar's son didn't like to play golf. But he played with his dad anyway.
On one golfing outing, Zig Ziglar's son found himself on the green with a chance at Birdie, and perhaps more importantly, with a chance to beat his dad at a hole.
Being a good father, Zig lined his son up for the easy shot. His son made the putt and then anxiously waited for his father to complete the whole.
Zig Ziglar was also lined up for an easy Birdie. He thought about missing the shot, but knew this would only be a hollow victory for his on-looking son.
As he was pulling the ball from the cup, he asked his son if he was pulling for him, even though he knew that he wouldn't win the hole. His son said that he always pulled for 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 says we can develop this pure love with his H.E.A.R.T. acronym:
Honesty
Empathy - for your client
Attitude - for you, your prospects and your profession
Reserves - Physical, spiritual and mental
Toughness - love is the toughest.
In expanding this acronym, Zig Ziglar explains that as a salesperson your values need to be higher than any other professional's. When you're in the profession of persuading, you need to have the interest of the prospect 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."
Can you feel that you want your prospects to buy because they'll win? Communicate to them honestly about how you feel about your product.
Learning to pull for them has many benefits. You'll be more professional. You'll be more effective. You'll be more loving. And as a side benefit, you'll also sell more. Much more. Your prospects will buy again and again. And they'll send you a ton of referrals.
Pull for your client to buy your product because it makes the customer the big winner. You can become the person you want to be. Make sure your heart is right. Do some self-searching to make sure your selling for the right reasons.
About the Author:
|
