You can have everything in life if you'll ever want
if you help enough other people get what they want.
Zig Ziglar
In the '70s I first heard this claim Zig Ziglar made and I'm realizing now that I likely misunderstood his audience. Nevermind, for now, what I thought he was talking about but consentrate on what he definitely meant.
Zig was referring to professional sales people selling their products and services to people who have a desire and need; help enough of those people get what they want and you'll get yours.
Now, to another contradiction; you are not always selling, but you are always prospecting. I know I'll get a couple of emails about "well, where's your EVERYONE IS A SALESPERSON, EVERYONE IS ALWAYS SELLING?"
I just want to deal with the prospecting thing for now, though we are selling when we prospect, but let's keep it in context.
How big is your prospect list? Are you thinking "prospect" when you make calls, go to networking luncheons, etc?
Bryan Flanagan in his book "So You're New to Sales" states the following as the simplified version of prospecting:
You understand your products and services. You believe you have something to offer the prospect. You have a firm conviction your solution is better than what is being used at the present time. You believe your advantages are valuable to the prospect. You want ot share these advantages with your prospect.
Flanagan goes on to say "that's really all that prospecting is. Yet we tend to complicate it. Don't complicate it...keep it simple. It is as simple as this: you believe that you have a solution to a problem and you want to communicate that solution to a person you've never met."
It's Monday! Let's prospect well today.
Blessings,
Danny
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