The great Zig Ziglar has many sayings that have stuck and become memorable principles for people all over the world. For the professional salesperson and those of us whose lives have to do with the extraction and attraction of money, this one draws the perfect picture as to why so many people do not have the money and success that they could otherwise have…
“Timid Sales People Have Skinny Kids!”
You read that right and let me make the point very clearly –
THERE IS NO PROFIT IN BEING TIMID
Period. End of story.
If I were to describe to you the thing that holds more people back from making
money, any money at all, I’m talking about, it’s that they say one thing but then
their behavior says something different.
The World Series got me to thinking so I’ll use it as an analogy.
I played baseball as a young boy all the way up until High School, kinda wish I
would’ve kept it up, but, wrestling was the only sport whose schedule fit with the
running of my martial arts schools so I had to let baseball go…but I still
remember the fun I had and get why so many people still find it America’s Pastime.
I was a pitcher and shortstop most of the time.
So, we’ll start with Pitching…
Back in the day, not at a pro level, the coaches always said, just throw it in there
and let them hit it. “give em something they can swing at” they’d say. That’s why
you’ve got the other 7 guys behind you…
And in sales, too many people try to trick every prospect they’ve got with some
crazy pitches that usually miss the mark. Instead of just throwing it right down
the middle.
I mean, seriously, if you’re any good at what you do, if you “deliver” and create
relationships, why not give them something they can swing at.
Stop being so paranoid and timid and desperate and trying to trick people into
things and just let them hit the ball.
It’s amazing how many people THINK they are “selling” when really they are
dancing, throwing the ball all over the place – and the batter couldn’t hit the
pitch if they wanted.
This is also related to the good old fashion salesperson problem of
NOT ASKING FOR THE ORDER
NOT GIVING THEM A PITCH THEY CAN HIT
So give them a pitch they can hit and let the 7 fielders behind you (answering their questions and objections, use of testimonials, explaining the benefits for them, etc.) help you make the out.
The Teacher and The Student and the story of James and AJ
Wednesday, October 12th, 2011Every week, right here, I attempt to give you some inspiration, some business insight, some personal experience that I believe will be helpful for you. Really, the point is to nudge you, push you, encourage you, hold your hand, pick you up, and, yes, my favorite, to kick in you in the rear, and help you find some THING that will drive you to want more, do more, be more, achieve more in your business and life this week, today, right now.
Based on the feedback I get, I accomplish my mission, in some way, for some people, each and every time I sit down to write. This is, after all, the only thing that makes it worth it…for me.
There are many reasons why we reconvene here as we do and share thoughts with each
other and stimulate and motivate one another to fight the good fight and keep going.
I’m not sure what yours are and I certainly never know what or when you’ll find
that trigger point in your life, in what I say, or in what you encounter anywhere
else from anyone else.
I just know that ‘triggers’ do happen as long as you are looking for them, as long
as you are desirous of them.
I must tell you, I’ve come to realize that one saying that I’ve found more truth in
than most other ‘opinions’ that are spouted out like law all the time by
everybody…that saying is:
“When the student is ready the teacher will appear.”
Okay, well, not so fast, because there are some missing pieces to that.
Kind of what I said a few sentences ago…you have to be looking for the teacher,
committed to finding the teacher, and willing to listen when you find the teacher.
If those things are true, then yes, when you are ready, as if it just “appears”,
magic will happen…kind of like luck, ‘magic’ will be orchestrated, worked for,
strategized about, and then realized.
Where am I going with all of this…
Well, let me tell you. It’s never everything around you, rather it’s YOU, that ends
up being the difference. You know, that famous song by Moonwalking Michael…”The
Man In The Mirror”.
I want to quickly tell you a story about some dear friends of mine and long time
Mastermind and Coaching members James and AJ Clingerman, who just so happened to be
featured on the live full day Dan Kennedy broadcast last Friday hosted by Joe Polish
in San Diego.
They deserve a huge round of applause, a pat on the back, heck, maybe even a little
vacation. Of course, now, they can afford to go on vacations, take some time off,
get out of their business once in a while.
What landed James and AJ in San Diego was not some overnight success, rather many
dominoes falling in their favor because of exactly what I describe above. They were
looking for triggers in their life, they had enough of ‘not having enough’, and
wanted more.
Three years later, they have liberation and control and are working their way towards financial freedom.
I remember the very first day they walked into the Chapter Event, of course, a much
smaller group than we have now, and I could see the hunger in their eyes, their
determination, and, their resilience.
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