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In his household Zig Ziglar was the only one who liked to play golf. He tells the following story about one hole he played with his less than enthusiastic son.

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.

With only a short distance to the hole, Zig Ziglar lined his son up. His son was able to sink the ball for birdie. His son jumped for joy. Next, Zig Ziglar stepped up to his own ball to try for birdie.

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.

Zig Ziglar wondered if his son had been pulling for him, even though it would mean that his son 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

Attitude - for you, your prospects and your profession

Reserves - Physical, spiritual and mental

Toughness - learning to love is tough.

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.

If you have the right attitude, the right spirit, you are convinced of what you’re doing and you have love in your heart, you’ll pull for people to buy your product for their benefit.

You need this kind of love as a salesperson.

One of Zig Ziglar’s most famous quotes is, “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

You want your customer to be the big winner. When you learn to pull for her, you’ll be well on your way to becoming the person you want to be. Put your H.E.A.R.T. right with a little self-evaluation and self-correcting.

This entry was posted on Saturday, May 31st, 2008 at 1:50 pm and is filed under Sales Training. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.