Zig Ziglar’s son Tom on The Rory Vaden Show Episode 38: Lessons I learned from Dad

Tom ZiglarSon of Zig Ziglar and CEO of Ziglar, Inc. Tom joined the Zig Ziglar Corporation in 1987. He shares not only a last name with his father, Zig Ziglar, but he also carries on his philosophy, which is simply, “You can have everything in life you want if you will just help enough other people get what they want.” But rather than try to fill his father’s shoes, Tom has created some of his own! He is boldly taking Ziglar, Inc., into the world of social communities, Twitter, blogs, and live video webcasts to present the tried and true message of hope, integrity and positive thinking to a whole new audience. He keeps Ziglar, Inc. ahead of the times with his innovative leadership. Tom shares his Ziglar writing flair in his core messages and beliefs about business, family, success and the keys to a fulfilling life the Pure and Simple way in his blog at www.TomZiglar.com, as well as in live appearances.

Interview Highlights

-      Zig Ziglar’s son @TomZiglar talks about lessons he learned off stage from his dad.

-      Ever wondered what Zig Ziglar was like in his personal life? @TomZiglar shares…

-      My dad Zig Ziglar wanted me to know that he wasn’t above making an apology.  - @TomZiglar

-      @TomZiglar‘s favorite memory of his dad Zig…

-      Why Zig Ziglar spent 3 hours reading and studying every day…

-      @TomZiglar shares the source of his dad Zig’s favorite quote ‘Help enough other people get what they want and you’ll get what you want’

Other Show Highlights

-      4 Ways to Overcome Your Fear of Missing Out

-      5 People who missed out on becoming rich

-      I share a very personal story about my biological father and my real “dad”

Find Tom: Website, Facebook, Twitter

The Rory Vaden Show is a weekly podcast that Rory hosts every week which is regularly in the Top 25 of Business News Podcasts and has listeners from all around the world. The show shares “insights and inspiration for movers and shakers in the world of business”™.  Each week Rory shares his thoughts on a news topic relevant to business, takes questions from listeners, shares a #DailyDiscipline tip of the week and then interviews an expert guest. Subscribe on iTunes and please leave a rating and review!

The Truth about the “Send Me Some Information” Objection

We salespeople are so gullible. We believe the silliest things that our prospects tell us. You’d think that since we are supposed to be the ones doing the selling that we would have a little more discernment in interpreting the true motives of the people we are communicating with. But we don’t.

Salespeople get sold all the time on bogus excuses from prospects they are trying to serve. At the top of the list is when we accept the objection “can you please send me some information?”

Prospects don’t need more information to make a decision; they need courage.

If someone is telling you that “they need information” then you are kidding yourself if you actually believe that is the truth.

What they are really saying is “I don’t trust you yet” or “I’m not confident this is going to work for me” but it is never that they really need more information.

Do you really believe that there is something that they’ll read that will magically convince them to take an action that you weren’t able to convince them to take when you were talking to them?

You will always have a better chance of convincing them than your marketing materials will.

If they needed information they would go to Google. But they don’t need information; they need confidence.

They need you to move them emotionally to a place of feeling safe and secure about doing business with you.

The truth is that they are afraid to tell you “no” because they don’t want to hurt your feelings.

The other truth is that you are afraid to hear “no” so you continue to send them information.

Both are facades that result from weak two-sided communication that you allow to carry on so that you can avoid hearing that dreaded word “no.”

So, as a committed servant salesperson, your job is to either convince them that you can serve them and that they should give you a shot…

Or

To convince them to tell you “no” now to prevent both of you from wasting time later.

But, don’t let them drag it out because you’re not doing either one of you a service by sending them “information.”

The Gratefulness Response

You think having more will make you happy but it will not.

Your stress about not having enough is noticeable.

Your worry about not having enough makes your unspoken response to gifts “thanks but that isn’t enough.”

That response makes it harder for people to want to give you things because they never experience the joy of a Gratefulness response.

If you cannot be grateful for what you have now then you won’t be grateful for what you think you need.

Gratefulness is a heart issue; not a resource issue.

Gratefulness is a mindset.

Gratefulness is an attitude.

Gratefulness is a choice.

It’s one you’re not making.

And until you do then we are going to stop giving to you.

Bubble Burster

We bring you good news.

But your pride in being a realist and not an optimist makes your first response lower than we anticipated.

It brings us down.

It thwarts our celebration.

It mitigates our enthusiasm.

It dampens our spirit.

Respond with joy first and realism second.

Otherwise soon enough there won’t be anymore bubbles left to burst.

Bob Burg on The Rory Vaden Show Episode 37: Selling without Manipulation or Coercion

Bob BurgBob Burg is a sought-after speaker at corporate conferences and for entrepreneurial events. He regularly addresses audiences ranging in size from 50 to 16,000. Although for years he was best known for his book Endless Referrals, over the past few years it’s his business parable, The Go-Giver (coauthored with John David Mann) that has captured the heart and imagination of his readers. A Wall Street Journal’s Business Bestsellers It’s been translated into 21 languages, and it’s his fourth book to sell over 250,000 copies. He believes his new book, Adversaries into Allies: Win People Over Without Manipulation or Coercion is by far his most important work yet.

Interview Highlights:

-      Can you really get the results you want from others while making them

        feel genuinely good about themselves and about you?

-      @BobBurg and I talk about how to sell without manipulation or coercion.

-      Profit is the reward for pleasing another person - @BobBurg

-      Why real persuaders seek to enhance the self-esteem of the other party

        w/@BobBurg

-      Manipulators may not want to hurt the other person, but they don’t care if that

        happens. @BobBurg

-      Me and @BobBurg discuss “Is there a good manipulation?”

-      Influence is t he ability to move a person to a desired action. – @BobBurg

Other Show Highlights:

-      Make extra cash from renting out your toilet! Find out how one entrepreneur is

        doing it…

-      What problem do you solve?

-      Fight for what is right and not who is right

Find Bob: Website, Facebook, Twitter, Linked IN, and YouTube

The Rory Vaden Show is a weekly podcast that Rory hosts every Monday which is regularly in the Top 25 of Business News Podcasts and has listeners from all around the world. The show shares “insights and inspiration for movers and shakers in the world of business”™.  Each week Rory shares his thoughts on a news topic relevant to business, takes questions from listeners, shares a #DailyDiscipline tip of the week and then interviews an expert guest. Subscribe on iTunes and please leave a rating and review!

Fight for what is right not who is right

One of my mentors CEO of Southwestern Great American Inc., Henry Bedford, is the first person I ever heard say “fight for what is right not who is right.”

Fighting for who is right is about satisfying my ego

Fighting for who is right is about making sure that we win and someone else loses

Fighting for who is right is about us being right and someone else being wrong

Fighting for who is right is charged with emotions connected from several unrelated issues

Fighting for who is right is about individuals

Inversely…

Fighting for what is right is about deciding which principles guide the conversation

Fighting for what is right is about helping determine what is the fair thing to do

Fighting for what is right is about allowing the facts to dictate the course of action

Fighting for what is right is about trusting those around you to do the same

Fighting for what is right is about the team.

What are you fighting for today?