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Article By: BrianSylvan
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How to Get the H.E.A.R.T. of a Salesperson
Like most people who don't like something when they first start out, Zig Ziglar's son didn't like playing golf, at first. This was of course until he ended up with his first chance at Birdie.
Being a good father, Zig lined his son up for the easy shot. His son made the putt and then anxiously waited for his father to complete the whole.
If he missed the shot, his son would know that he missed on purpose and it would be a hollow victory. So Zig Ziglar putted the ball right in.
Zig made the shot and asked his son, if he was able to pull for him, even though it meant that he wouldn't beat him at the hole. Of course he pulled for him, his son told 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
Attitude - for yourself, your potential clients, and your profession
Reserves - Physical, spiritual and mental
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.
Once your heart is right, you learn to pull for the prospect to buy for their benefit and not for yours.
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."
Learn to want your prospects to buy because you know they win with your product. Communicate with your feelings and beliefs.
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
Pull for your client to buy your product because it makes the customer the big winner. You can become the person you want to be. Make sure your heart is right. Do some self-searching to make sure your selling for the right reasons.
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