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Business

December 8, 2012

In memory of a sales icon whose message will live on forever

(Continued)

Personal note: My favorite image of Zig Ziglar was one morning several years ago on “The Today Show.” Zig was on to promote his book and was the last guest. He was sort of talked to as a sideshow attraction – a salesman and motivational speaker. At the end of the interview (literally the end of the show), Tom Brokaw said, “We’ve got 30 seconds left, Zig. Sell me some insurance.”

Ziglar went into a 25-second pitch that was creative and sharp. Brokaw was somewhat impressed but turned to the audience and said triumphantly, “See, I didn’t say yes.” Ziglar instantly snapped back, “Yes, but you didn’t say no,” and they went off the air.

Positive attitude is not hearing no. Zig was the master. He will live on.

Jeffrey Gitomer is the author of “The Sales Bible,” “Customer Satisfaction is Worthless Customer Loyalty is Priceless, “ “The Little Red Book of Selling” and other books. His website, www.gitomer.com, will lead you to more information about training, seminars, and webinars -- or email him personally at salesman@gitomer.com.

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