Zig Ziglar's "The Heart of a Salesperson | Selling

By BrianSylvan
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Word Count: 399

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.

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.

He knew he had to play the ball well, or his son would know that he gave it to him. He sank it easily.

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 says this is pure love. As a salesperson you need to have this kind of love and heart for your clients.

Zig Ziglar uses an acronym for H.E.A.R.T.

Honesty

Empathy

Attitude

Reserves - Physical, spiritual and mental

Toughness - learning to love is tough.

In describing the salesperson's heart, Zig Ziglar states that a salesperson's values should be higher than any professional's because a salesperson is trained to persuade. You want to persuade your prospects to take action that is in their best interest.

Put your heart right and you'll want the client to buy from you because it will benefit them.

This is the kind of love that every salesperson needs in his selling.

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."

If you have the right heart, you'll want your prospects to buy because you know they will win when they buy. You communicate with your feelings and belief.

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.

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.

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