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by: BrianSylvan
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Word Count: 386

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.

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.

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's son demonstrated pure love for his father. He pulled for him because it would be for his father's benefit to sink the putt.

Zig Ziglar uses an acronym for H.E.A.R.T.

Honesty

Empathy

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

Reserves - Spiritual, mental, and physical

Toughness

In expanding this acronym, Zig Ziglar explains that as a salesperson your values need to be higher than any other professional's. When you're in the profession of persuading, you need to have the interest of the prospect at heart.

If you have the right attitude, the right spirit, you are convinced of what you're doing and you have love in your heart, you'll pull for people to buy your product for their benefit.

You need this kind of love as a salesperson.

Zig Ziglar once 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.

Here are some of the benefits of pulling for your client to win: more professionalism, more effectiveness, more loving, more selling, and more referrals.

When your client is the big winner, so are you. Learn to pull for him. Learning this kind of love will put you on the path to becoming the person you want to become. Good luck.

About the Author

The best Sales Training Programs will take you to the pinnacle of your profession. Find out how at Success Coaches Online. You can get a unique content version of this article from the Uber Article Directory.

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