Thanks, Zig

Zig Ziglar passed away today.

The year was 1987. I had taken my first “real” job selling radio advertising for WCKK radio - The Music of Your Life! in Oshkosh Wisconsin. While enthusiastic at the opportunity, I knew absolutely nothing about outside sales, and was not at all prepared for the rejection, distrust and disinterest I was paid in trying to sell my product.  

In those days, selling, for most salespeople meant to manipulate or convince someone to buy your goods or services, and I was taught, and expected to use, every popular technique of the time.  Somehow, I knew in my heart it just wasn’t how I wanted to sell, and yet I didn’t know any other way, and persevered, while trying to convince myself I could be good at sales, even though nothing seemed to be working.

With each rejection, I detested my job a little more, and soon was complaining about my client list and product to my husband, friends and anyone else who would listen. I had the worst list because I was the newest.  My client list contained no businesses that could even afford my product, much less sell their wares on an AM big band radio station. Nobody was listening anyway.  If I could get a job at a better station, I could actually make some money.  I started wasting time and avoiding cold calls.  My attitude was deplorable. 

And then, someone suggested Zig Ziglar.  I bought a cassette tape and listened as I drove around making calls.  Who was this folksy guy sharing stories about his own failures in the sales department, and letting me know he’d “See me at the top!”? Each time I listened, a message resonated that I could relate to.  It was just the elixir needed. Zig taught technique, but also taught other, far more important things that shaped not just my sales career, but how I chose to live my life.

He taught me that sales was about helping others.

“If you can dream it, you can achieve it.  You will get all in life you want if you help enough people get what they want.”

That my attitude largely determines my success.

“Your attitude, not your aptitude, will determine your altitude.”

That I could be my own worst enemy.

“You don’t have to be great to start, but you have to start to be great.”

That nothing comes from nothing. Preparation is key, and effort pays off.

“You were born to win, but to be a winner, you must plan to win, prepare to win and expect to win.”

That I had to have goals.

“If you don’t know where you are going, you will probably end up somewhere else.”

And finally,

To help others find their passion.

“The greatest good we can do for others is not just to share our riches with them, but to reveal theirs.” 

25 years later, I can honestly say, I would not be doing what I am doing now, had it not been for Ol’ Zig. 

Look him up.  Get his books.  Watch him on YouTube...and soon you’ll be saying..."I’ll see you...at the top!"

Thanks, Zig.