When I am on tour, a lot of times the media will ask me, “Mr. Ziglar, is it really true that you could sell anybody anything?” That’s insane. Only a con artist can sell anybody anything. The real professional can only sell those things he or she truly believes are going to benefit the prospect more than the money they will receive will benefit the professional.
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[T]he artist sells the work of his brush and in this he is a merchant. The writer sells to any who will buy, let his ideas be what they will. The teacher sells his knowledge of books—often in too low a market—to those who would have this knowledge passed on to the young.
The doctor... too is a merchant. His stock-in-trade is his intimate knowledge of the physical man and his skill to prevent or remove disabilities. ...The lawyer sometimes knows the laws of the land and sometimes does not, but he sells his legal language, often accompanied by common sense, to the multitude who have not yet learned that a contentious nature may squander quite as successfully as the spendthrift. The statesman sells his knowledge of men and affairs, and the spoken or written exposition of his principles of Government; and he receives in return the satisfaction of doing what he can for his nation, and occasionally wins as well a niche in its temple of fame.
The man possessing many lands, he especially would be a merchant... and sell, but his is a merchandise which too often nowadays waits in vain for the buyer. The preacher, the lecturer, the actor, the estate agent, the farmer, the employé, all, all are merchants, all have something to dispose of at a profit to themselves, and the dignity of the business is decided by the manner in which they conduct the sale.
People come to Los Angeles and sell their soul every day. It’s sad. Here, the mentality is that everyone has a price. But I say no – no money can buy my soul. I’ve had so many offers that I didn’t think were proper and I’d say sorry, I don’t need it. I didn’t want to work my butt off and not be happy. I’ll always choose happiness and life over all the money in the world. Across my entire career, I had respect in the industry, because I was the one who never sold out.
People who sell advertising are called “account executives.” People who sell customers work in “business development.” People who sell companies are “investment bankers.” And people who sell themselves are called “politicians.” There’s a reason for these redescriptions: none of us wants to be reminded when we’re being sold.
He looked at me soberly and said: “Make people an offer so good they would feel stupid saying no.” I nodded, wrote it down, underlined it, and circled it. And with that, my entire worldview of selling was transformed. My mind began racing. I didn't have to be skilled . . . or even any good. I just had to come up with things that anyone would say yes to.
"If we look at the world we see arts for sale. Men use equipment to sell their own selves. As if with the nut and the flower, the nut has become less than the flower. In this kind of Way of strategy, both those teaching and those learning the way are concerned with coloring and showing off their technique, trying to hasten the bloom of the flower. They speak of "This Dojo" and "That Dojo". They are looking for profit."
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