tkt8763-01: Zig Ziglar Newsletter 12 July 2000 (fwd)

["Larry S. Anderson -- NCTP" <lsa1@ra.msstate.edu>]

---------- Forwarded message ----------
Date: 12 Jul 2000 20:58:07 -0000
From: Zig Ziglar Newsletter <info@zigziglar.com>
To: List Member <LSA1@Ra.MsState.Edu>
Subject: Zig Ziglar Newsletter 12 July 2000

Zig Ziglar Newsletter - http://www.zigziglar.com

ZIG ZIGLAR NEWSLETTER 
Bite-Sized Training, Motivation & Ideas for 
You, Your Business & Your Associates 
>From Ziglar Training Systems 
+++++++++++++++++++++++++++++++++++++++++++ 
12 July 2000  Volume II Number 6
Edited by John P. Hayes, Ph.D. 
http://www.drjohnhayes.com 
+++++++++++++++++++++++++++++++++++++++++++

Print this e-zine and it will be easier to read. You 
will find Archives of this e-zine at www.zigziglar.com 
Subscriber base: 18,000+ with pass-along readership 
topping 40,000 weekly! 

Please forward the entire Zig Ziglar Newsletter to at least
one of your associates or friends today. Thank you for 
helping us build our circulation base.

To subscribe, point your browser to www.zigziglar.com and
follow the links for the Free Zig Newsletter! That’s where 
you’ll find back issues in our Archive section. To unsubscribe 
(why would you want to do that?) see directions at the end of the
newsletter. 
+++++++++++++++++++++++++++++++++++++++++++ 

This Week’s Quote: 

“Where you start is not as important as where you finish."
Zig Ziglar 
+++++++++++++++++++++++++++++++++++++++++++ 

IN THIS ISSUE:

1. From Our Sponsor: Join Zig At Born To Win
2. Training Lesson: The BEST Way To Sell
3. Zig Ziglar On Following Your Star
4. Building Passion In Your Life
5. Prose For The Sales Pros
6. How Zig Helped Me Change My Life: Kim Akers
7. News You Can Use
8. Where’z Zig?
<><><><><><><><><><><><><><><><><><><><><><>

>From Our Sponsor. . .

Spend Three Days With Zig Ziglar . . . And Gain A Lifetime

"(Born To Win gave) me the power to change my life."
Gregg Schneider

"Born to Win has opened my eyes to the fact that the only way to 
achieve personal success is to set goals, make an action plan and 
stay focused."
Lori Anthony

"I received a vaccination against the negative influence of other 
people."
Mike Fields

That’s what just three of the thousands of people who have attended
Born To Win had to say at the end of their weekend in Dallas with
Zig Ziglar. You can spend a similar weekend Aug. 17-19, 2000!

Born To Win is a personal growth seminar that will teach you how
to positively impact your personal, family and business lives. The
benefits of attending are too long to list here, but if you are interested,
send an email to jhayes@reporters.net?Subject=BTW

A special rate will be offered to readers of the Zig Ziglar Newsletter,
PLUS you will be invited to Zig’s office where you can meet him and
Have your picture taken with him and “The Redhead.” 
  
For immediate details, call Christy Johnston toll free at 800.527.0306.
<><><><><><><><><><><><><><><><><><><><><><>

Training Lesson
Adapted from Zig Ziglar's Training Ziggets

The BEST Way To Sell

Selling is a process, not an event! Selling isn't something you do TO
a customer, it's something you do WITH a customer. The process involves
both the sales person and the customer.

When we teach the selling process at Ziglar Training Systems, we focus
on asking questions that allow the sales person to examine the real
needs, issues and concerns for the prospective customer. The more
questions you ask, the more needs you uncover. The more needs you
uncover, the more sales you're going to make. Remember: Selling isn't
telling, it's asking!

Our process is a four-step plan and it's easy to remember if you think
of the acronym BEST.

B=Build Trust
E=Examine the Customer's Needs
S=Sell the Benefits
T=Take Action by Closing the Sale

Build Trust. To succeed in sales, forget that you're selling a product
or a service. You're not! You're selling a relationship. Trust is what
every customer really wants. The sooner you build trust, the sooner you
will get a sale.

Examine the Customer's Needs. Vitally important! It's only after 
identifying the customer's needs that you can begin to Close the Sale.
In our opinion, sales professionals spend too little time trying to
discover the customer's needs. Improve your skills in this area and
you will sell more!

Sell the Benefits. This is easy to do once you know the needs! Simply
show the customer how the benefits of your product or service solve
the needs.

Take Action by Closing the Sale. Ask the customer to buy from you!

BEST is a simple process to learn and use. Try it. In future 
newsletters we'll examine each step of this process in more detail.

. . . The Sales Training Zigget includes eight lessons that you or an
associate can teach at your business. Each lesson can be taught within 30
minutes. Great for "brown bag lunches." Want more information about how to
acquire Ziggets at a discount? Send a blank email to
ziggets@zigziglar.com<ziggets@zigziglar.com>
<><><><><><><><><><><><><><><><><><><>

Zig Ziglar On Following Your Star

Wilma Rudolph had an absolute passion for running . . . even though 
at age four she contracted polio and her left leg began to atrophy. 
Doctors thought she would never walk again, but her family didn't
give up on her. Nor did Wilma. With the aid of a brace and orthopedic
shoe, she slowly started to walk, even though she had been bedridden
and out of school for two years. 

When Wilma was 11, the leg brace came off, the orthopedic shoe was
thrown away, and Wilma was free at last.

Within a year Wilma was challenging the neighborhood boys in races,
and she usually won. At age 15, she was invited to train with the
celebrated Tennessee State University women's track team. At age 16,
she qualified for the 1956 Olympic team and won a bronze medal. Wilma
returned to the 1960 Olympic team and became a superstar. She won
three gold medals that year.

What Wilma Rudolph did was incredible! I believe her success was not
in spite of her problems, but because of them. She treasured the good
health that others took for granted. Her joy filled her with an
exuberance that intensified her training and enabled her to outshine
the athletes of her day. Think about it. Follow your star, and chances
are good you will reach new heights.

. . . Adapted from Zig Ziglar’s book, “Something to Smile About,”
published by Thomas Nelson. Ask for a copy at your bookstore today! Or
visit www.zigziglar.com <www.zigziglar.com> and purchase this book from
Zig’s Bookstore.
 <><><><><><><><><><><><><><><><><><><>

The Challenge
Building Passion In Your Life

Hundreds of readers accepted our offer last week to build passion in
their lives by building their skills. Following is the first of three
exercises to help you fulfill the challenge!

Zig says you've got to be the right kind of person and do the right
things if you want to enjoy all that life has to offer. But that
doesn't mean you have to be superhuman! Many people suffer from poor
self esteem simply because they think they CAN'T measure up. Well,
measure up to what? Some people say, "I wish I were a better person."
Or "I could be more successful if only I had a better education." Or
"I don't think God had any special role in mind when he created me."

Listen friend, you ARE a special person. If you look around, there may
be numerous people trying to tell you that you're special. You can't
hear them because you have a distorted picture of yourself. Zig says,
"Most people have pictures of themselves that are so narrow and shallow
that the pictures really have nothing to do with who they are and what
they're capable of being."

Here's your first exercise. Work on it this week!

Change your mental picture! Take the time to write down three to five 
things that you do well. Don't compare yourself to anyone else. Just
think of three to five qualities that you exhibit, or that you're
capable of exhibiting. Don't judge! If your greatest ability is changing
diapers and feeding babies, you write that down and hold your head high,
because the world aches for more people like you. If your greatest ability
is keeping detailed records, or maintaining an organized schedule, or
showing up on time, or helping other people . . . wow, these are all
SPECIAL qualities. You may not think much of them, and consequently you
don't think much of yourself. 

You say, "But my qualities pale in comparison to so many others around
me." No, they don't. Your qualities pale only because you don't recognize
them and you're not proud of them. Change that mental picture. Do it this
week. Determine why you are SPECIAL and get that picture of yourself
squarely in your mind's eye. 

Can you feel the passion? Surely some of you can. It's starting to perk!
Others may need a little more time, but work at it, and we'll get there
together!

. . . This Challenge asks for a three-week commitment, but this 
Challenge is really a lifetime commitment. The exercises used in 
this Challenge are adapted from Zig Ziglar's newly updated product,
Strategies For Success. Read more about SFS at www.zigziglar.com
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Prose for the Sales Pros

It’s All in Your Head

If your attitude is down and you don’t think you can do it,
And you’ve just left an account thinking that you blew it,
Don’t make another call, go straight home and go straight to bed,
'Cause more sales have been lost not in the prospect’s office,
but in the sales person’s head!

. . . We thank Bryan Flanagan for this ditty. Bryan is one of America's
most sought after sales trainers. Contact him at Ziglar Training Systems:
bflanagan@zigziglar.com
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How Zig Helped Me Change My Life

I would like to acknowledge two recent what I call "Zigcouragements" that
have helped me through some tough times in my life. I saw Zig on the 700
Club this week, and heard him talk about grief in the loss of a loved one.
I lost my Dad about six years ago, which left me with a huge void in my
life. Zig's description of how grief can continue for a long period was
encouragement to me. That may seem strange to say it was an encouragement,
but to know what others have experienced helps me when I encounter in my
struggles the same loving Heavenly Father who comforts Zig, it means
something special.

The other Zigcouragement was Zig telling about how he experienced 
something like 27 years of financial difficulties, but came out more 
blessed than he could have imagined.

Thanks, Zig!
Kim Akers

. . . . We invite our readers to tell us how Zig, and/or his books,
seminars, or television appearances helped you change 
your life. Please send your story to stories@zigziglar.com 
By submitting your story you grant us permission to print it and 
use your name. Please note: Zig would never say that he was 
personally responsible for changing a life. He’s the catalyst for 
change, but any change in your life is a result of your work and 
God’s grace. 
<><><><><><><><><><><><><><><><><><><>

News You Can Use

National I CAN Workshop 2000

The Alexander Resource Group, distributor of Zig Ziglar's
I CAN Character Curriculum, will conduct the National I CAN 
Workshop 2000 in Macon, GA July 24-25. The program is 
based on the foundational principles of honesty, integrity, 
character, trust, loyalty and love. Once this solid foundation 
is established, individuals develop a positive attitude and 
self-image, as well as strong, healthy relationships with others.  
They are then empowered to achieve their life’s goals and 
desires. The workshop agenda is motivational, instructive, 
and fun. It builds a more positive school climate through 
motivated, dedicated teachers and happier, excited students.  
It will change your life…as an educator…as a parent…as an 
individual.  For more information, call 1-877-872-4226 or register 
on line at www.yesican.net.   
     
Sharpen Your Sales Skills

You never graduate from selling! Selling has changed.
The strategies and techniques have changed to reflect
the increasing demands of your customers and prospects.
Your customers demand a "solution" to problems…not your
product or your service. Your prospects demand a
"partner" to assist them in their competitive
environment. 

Today's Selling Strategies Workshop is designed to prepare 
you to better meet those demands! This two-day sales skills 
workshop will teach you the skills to read prospects, 
understand their real goals, and design a strategy to meet 
those goals. You will learn the skills necessary to build 
confidence and competency that are certain to increase your 
sales productivity. At the conclusion of this training, you
will be able to: sell more, overcome the one mistake
that costs you the most sales, win the "close ones,"
build T.R.U.S.T. on each call, and sell value, not
defend price. The upcoming workshop is scheduled for
Dallas, Texas, on October 25-26. Call 800-527-0306 today to 
take advantage of this workshop…but only attend if you want 
to be REALLY successful!

It's Your Turn To Speak!

Effective Business Presentations, two days of
video-taped training and personal guidance for all who
make presentations, including reports to colleagues,
seminars, and speeches. Improve your speaking skills.
August 14-15, 2000, 8 a.m. to 5 p.m. daily, at Hawthorn
Suites, Dallas, Texas. Investment: $995. Email
cjohnston@zigziglar.com for more information.

Down Under And Back To The Top
 
Zig Ziglar's tour of Australia was very successful! He spoke 
to more than 10,000 people in four cities, and the crowds 
received him enthusiastically. 

Every location recorded a sellout of his motivation and sales 
tape series. For our Australian and South East Asian readers 
that could not attend the event, the products have been made 
available for purchase from Ziglar Training Systems' licensee 
in Australia, Ian Marshall. 
 
The contact information to get "seminar pricing" on Zig Ziglar's 
How to Stay Motivated (18 tape) audio album, and Secrets of 
Closing the Sale (12 tape) audio album, is:
 
SEE YOU AT THE TOP TRAINING
8/211 BALCATTA ROAD
BALCATTA, WA 6021
ATTN: IAN MARSHALL
Phone: 08 9240 2400
E-MAIL IMARSHA@TPGI.COM.AU.
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WHER'Z ZIG?

Zig is the headliner in the popular Peter Lowe International 
Success Seminars. Here's the schedule for the next several 
weeks. 

For more information, please call Peter Lowe International: 
800-989-8990 or 800-444-8808.

When you see Zig, be sure to tell him you read the Zig
Ziglar Newsletter!

August 10 	Kansas City, MO
August 29 	Cleveland, OH
Sept. 14	Philadelphia, PA
October 3 	Phoenix, AZ
October 5	Charlotte, NC
October 19	Louisville, KY
October 24	Dallas, TX
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John P. Hayes, Ph.D., has recorded more than 24 marketing 
tele-conferences on audio tape. Special price is now available 
to readers of the Zig Ziglar Newsletter. For information, 
including topics covered, send a blank email to 
Mailto:jhayes@zigziglar.com?subject=MMI 
Or call John in Dallas, Texas, at 972-985-8044. 
Are you an accountant? Do you know an accountant? 
John writes a free weekly sales and marketing 
e-zine especially for accountants. To subscribe, as 
well as to read past issues, 
visit http://smcnewsletter.listbot.com/ 
********************************************************* 
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For editorial suggestions, comments, ideas or requests, 
please send email to our editor. 
Mailto:jhayes@zigziglar.com?subject=ideas 
********************************************************** 

Copyright, 2000, Ziglar Training Systems. All rights 
reserved. For more information, contact Ziglar Training Systems, 
2009 Chenault Dr., #100, Carrollton, TX 75006. Telephone: 
800-527-0306. Or visit http://www.zigziglar.com
********************************************************* 
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