Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales

Chapter 88. Timeless Truths in a 2.0 Sales World: Ownership, Integrity, and Amplification

Zig Ziglar and Tom Ziglar Ziglar

OWNERSHIP

Do you believe you sell a pretty good product or service? Do you believe you sell an extraordinarily good product or service? Do you sell a product or service that solves a problem? Do you believe that when you sell a product or service that solves a problem that you deserve a profit? Do you still have every dime you've ever earned in the profession of selling? Do you have customers that are still using and benefiting from what you sold them a year ago, 2 years ago, 10 years ago, or even longer? Then who is the big winner? The customer!

So many questions, but the big one is: Do you believe in your product or service? Are you "cooking in your own cookware"? The following story is from Zig's early sales career:

"I was in the cookware business in Columbia, South Carolina, working for the Saladmaster Corporation out of Dallas, Texas, and my friend Bill was struggling. We sold the same product but we were in different organizations and we were friends and we'd frequently get together just to chat. I was over at his house and I was really all excited and he was singin' the blues! I mean, things were tough. And as I got to talking to him, I said, 'Well, Bill, I know what your problem is."'

He said, "What's my problem, man? Tell me quick!"

I said, "You're trying to sell something you don't believe in."

Well, he about exploded. He said, "What do you mean, I don't ...