I am not sure if you are aware, but Zig Ziglar passed away yesterday after a bout of pneumonia. And the passing of this great man should not go unrecognized. Certainly simply for the reason he’s played in my success and may be then yours.
Surprisingly enough, a Zig Ziglar Sales Seminar in Perth, if my memory serves me well, was the first ever seminar I attended. At that time, I was a 21 year old sales rep for ACI Crown Corning. And it was the “done” thing at that time for the Corporate suites and sales guy to get along and see Zig.
Crown Corning may have even paid for me to attend with the sales managers and the sales folk of the time. Anyway, there was, I think, 5000 people there although don’t hold me to it. I’ve consumed a bit of red wine since then and unlike red wine my memory doesn’t improve over time.
I was inspired by a bunch of the things Zig said that day and I am still inspired by them today and I think it is timely that I bring one of them to your attention here under the circumstances of his passing.
Something that has always stood out for me was that Zig said “wimpy sales people have skinny kids”. What he was getting at there was of course that the way to put “food on the table” was to make a sale. After all, nothing happens until the sale is made.
No one’s life is improved – not the seller, not the buyer, not the manufacturer, not the supplier, not the maker, no one benefits.
To this day, I witness more hang ups around selling and money than any other issue I confront. People generally go to bits when it comes to making a sale or asking for an order. Arguably, there is a good reason for it.
After all, what do you think of when you think of the stereo- type salesperson or sales?
- Lying and cheating
- Fast talking
- Snake oil salesman
- Arrogant and rude
- Cannot trust them
So who wants their child to be a salesperson?
What do you think of when you think of a doctor?
Doctors diagnose and prescribe solutions to people’s problems.
Right there is why sales has got such a bad name.
Then we come to the money stuff.
Most of your money problems are between your ears. People think money is taken at the expense of one person for the gain of another. Labor politicians either believe it or pander to it.
Thinking there is a “shortage of money” affects… what you charge for your products or services and who you will ask for money.
In many cases, sales people can’t sell and “throw the game” even when somebody is keen to buy. All of this is more of a reflection of what is going on internally about money with you, than them.
People without money who you perceive to be disadvantaged for one reason or another will be without money next week regardless of whether you sell to them or not. You have NO right to question whether you should sell to them or not.
The reason they are without money has absolutely nothing to do with your existence. Nor does it have anything to do with how money “works in the real world”. Whether you take their money or not, I promise you somebody’s is getting it. Because if they are without money now they will be without money again.
And they are going to be without money permanently because they never fix the stuff we are fixing here that has to do with whether you have money or not. Understand the reason they are where they are, has nothing to do with you, the guy who came before you and the guy who comes after you.
You should take their money, play fair and give them your very very best stuff.
A lot of people who buy coaching and mentoring from me can’t afford it but they can’t afford not to either. I can’t afford to ask the question or get queasy about taking the money unless you are a pain in the ass and I can’t help you.
Understand there is NO shortage of money, there is money everywhere.
You’ve probably heard the term “Hard Earned Money”. Where did we get that from? What did our parents tell us? What do we tell our kids? “Money Doesn’t Grow on Trees”. It annoyed you when your parents said it to you and now you are saying it to your kids and it’s annoying your kids also. It’s been programmed in, at a certain point in your life and now we regurgitate it.
All without a thought to the damage it’s doing to us or them.
The belief we are communicating is that MONEY is “hard to get”, and any reinforcement of that is detrimental.
So when the late great Zig Ziglar said “wimpy salesmen have skinny kids” he meant a number of things…
Firstly, you have to ask for the order and get rid of your hang ups around sales. After all, no one wins when a sale isn’t made. Secondly, he wanted you to understand there is an abundance of money. Money isn’t taken at the expense of one person and given to another. And finally, your problems around sales and money are all in your head.
I think if Zig had his way, someone would be selling his inspirational CDs at his funeral, he loved sales. With a bit of luck, posthumously the great man’s sales will increase with his passing and more people will benefit from his teachings.