What Tom Ziglar has to say about Life, Winning, Success, hot sauce and the family dog Max
Were you on the Tom Ziglar Interview last week?
Tom is the CEO of Ziglar, Inc. and the son of the famous best-selling author, sales professional, and motivational speaker Zig Ziglar.
What a tremendous honor it was to interview Tom on the Sales Success Series!
I normally have people register for the specific Tele-Interview they are interested in in order to get access to the replay recording, but for February’s interview with Tom, anyone can access it.
Surf over to http://SalesSuccessSeries.com/tziglar.com/replay.html to listen online or download a copy to your computer.
(Forgive the recording quality. I learned later I’d forgotten to mute the telephone lines so there a little bit of ‘echo’ and background noise. But, the content is still great!)
There’s so much of value both to sales professionals and to all of us that came out of the interview, but here are a couple of highlights and quotes from my notes (filtered through me, of course!):
=> “The real economy is between your ears.
=> “Long-term success is impossible without Integrity. With Integrity, you have nothing to fear because you have nothing to hide.”
=> We can operate from the knowledge that we’ve already ‘won the game.’ That way we can be bold and step out and not worry what other people think. We’re responsible to tell the truth, but not responsible for how people respond. Because of this, we don’t have to worry when make mistakes, which is very freeing.
=> One of Zig’s mentors is Rabbi Daniel Lapin, who said there’s a Hebrew word that represents “solving somebody’s needs.” (Tom didn’t know the Hebrew word itself. Anyone out there in BlogLand know?) It refers to two different situations:
- After someone needs something, you help them
- You help someone before they know they have the need
So if you are in sales with the right motive (situation #2 above), you’re on a higher spiritual plane because you are anticipating a real need and supplying the solution.
=> Tom’s favorite quote from his dad is: “You are what you are and where you are because of what’s gone into your mind. You can change what you are and where you are by changing what goes into your mind.”
=> How can people get started ‘changing their mind’ and incorporating in their lives the Ziglar “Pure & Simple Philosophy”?
- “You can make radical changes in minute steps”
- start slow and build up: read or listen to something inspirational for personal and/or career development for just 5 or 10 minutes each day (example: Sign up for the Ziglar newsletter at Ziglar.com)
- each day find somebody to give an “I Like”. These gifts of love and encouragement are powerful: Tom’s dad created an “I Like” pad. At the top of each pad was “I Like” followed by a blank and the word “Because” and more blanks. The idea is to fill out and give away one of these each day.
- if want to change a behavior, decide to make 1 different choice
=> The biggest roadblock to success is not having a goal to begin with. Decide what want and how you’re going to get it; start small and build up.
5 Core Steps:
- Write specific goal down
- Write down the benefits of getting the goal (If the benefits aren’t worth what it’s going to take to get there, you’re not going to do it.)
- Identify the knowledge, people, and skills needed
- Create an action plan
- Execute the plan
=> “Where there’s struggle, there’s life.” Example of Ty Murray, the bull rider. Sometimes when a bull rider is bucked off, the rope gets caught and the clowns need to come out and get the un-catch the rope. The safest position the bull rider can be in is to hug as tight as possible the bull’s neck. He must literally “Embrace the Struggle.”
=> This story was the inspiration to title Zig Ziglar and his daughter, Julie Ziglar Norman’s new book, Embrace the Struggle: Living Life on Life’s Terms
Tom also spent time at the end of the call answering great questions, such as:
- How does a person deal with difficulties and remain positive in the face of trials?
- How do you fire a client?
- Why you need to read and apply Seth Godin’s new book, Linchpin: Are You Indispensable?
- What is Tom most proud of?
- And more, of course
These highlights just touch the surface of this fine interview.
Be sure to get your copy (and listen for the lesson Tom teaches his team with the help of his homemade hot sauce and the family dog, Max!)
