How to Get the H.E.A.R.T. of a Salesperson

Success Coach Zig Ziglar tells the following story about playing golf with his less than enthusiastic son.

Zig Ziglar's son did not enjoy the game of golf until he played a really strong hole. He hit the ball with his driver further than he had hit it before. He ended up on the green, only a short distance from the hole.

This was his first chance at a Birdie. Zig lined him up and his son knocked it in. Naturally, his son was jubilant. Next it was Zig Ziglar's turn. It was also on the green with a shot at 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.

As he was pulling the ball from the cup, he asked his son if he was pulling for him, even though he knew that he 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 says we can develop this pure love with his H.E.A.R.T. acronym:

Honesty

Empathy - for your client

Attitude - for yourself, your potential clients, and your profession

Reserves - Spiritual, mental, and physical

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.

Zig Ziglar says this is the pure love you should use in your selling.

Zig Ziglar has famously said, "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.

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.

About the Author

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