Zig Ziglar’s Sales Secrets Featuring Joe Polish, Dean Jackson, Kevin Harrington, Mark Timm, and Jason Fladlien - I Love Marketing Episode #393

Name any sort of movement, cause, business, nonprofit, finding the love of your life. I mean, anything that doesn't involve selling. I mean, everything that matters involves selling and who you become, the best of terms of who you are as a human. The best qualities actually come out when you're selling.

This week we are revisiting the episode where Joe Polish, Dean Jackson, Kevin Harrington, Mark Timm, and Jason Fladlin examine the impact Zig had on their lives and their professional careers. Here are some of the really great insights that they shared. If you'd like to join world renowned entrepreneurs at the next Genius Network event or want to learn more about Genius network, go to geniusnetwork.com I was a.

Senior in high school, and I remember I was an entrepreneur running a business. And Zig's book See youe at the Top came out and I started reading Zig Ziglar and was just blown away with the mindset shift that occurred in me. As he said very powerfully, you can get everything you want in life if you just help enough other people get what they want. So his way of selling was problem solving and adding value and thinking of the other side first. And so this is how I started as a young entrepreneur getting the mindset shift from Zig Ziglar, you know, the master of sales. He passed away and Mark Tim, who was a partner in the venture with them, and I decided, hey, Mark, we need to partner with Zig Ziglar's family in taking all of the assets and bringing them out to the market. Zig Ziglar's closing techniques are timeless and are used in everyday life and still use. I use them in my infomercials I'm using in my digital marketing.

Thanks, Kevin. And you know, for me, little similar to Kevin, I actually heard Zig Ziglar was the first motivational speaker I'd ever heard in my life. When I'm 15. And it was like he was just talking to me. I consumed every bit of content. I wore out the tapes in my car listening to Zig Ziglar. And I started applying everything I'd learned in my life. And that's why I think I ended up, you know, doing what I did. I've had 12 businesses. I bought businesses. I've sold businesses. I bought a business back that I sold eight years ago and sold it again. Here's what I got to tell you in our research. What people really treasure most today is trust. You see, there's not a lack of information out there. There's a lack of information you can Trust. They found that Zig Ziglar is not the largest brand in the world. That's reserved for a few other brands. But what they found is, is that they couldn't really find a brand that was more trusted than Zig Ziglar. So at the top of the trust scale is Zig Ziglar, because he lived out that quote, and he spent five decades helping other people get what they want. And. And we're now empowering people that are out there trying to crush it like we are. So we're basically taking content and we're packaging it and now delivering it in a way that people can, you know, consume it. Zig passed away years ago. The outpouring was so huge that the family set up a Facebook page. Now there's million following Zig Ziglar. There's this incredible demand for this man, and I think it's because of the trust factor that he brings to the table.

Who. Who is the number one sales author in the world, I imagine, has to be Zig. And I know Brian Tracy, who's a dear friend and is also a giant Zig fan.

I've ran into a bunch of people out there that are huge sales experts, and I heard one person say on stage that to his knowledge, there's almost nothing set on stage in sales that didn't originate with Secrets of Closing the Sale. And other people refer to it as the sales Bible. There's so many derivatives of that book that have spawned and been branched out of that that almost all of it can be traced back to that particular book.

Let's have Jason Fladlin, who I consider literally one of the greatest marketers alive. He's so brilliant, and he told this great Zig Ziglar story.

I got into Zig after I started the digital marketing business that I created. So I didn't have any pre Internet experience, but what I did have was a library card. I went to the audio section, I said, listen, I want to learn how to sell, because selling is everything, in my opinion. Nothing happens until something gets sold is a really wise saying that I heard before. And I went through and I looked at all these different audio programs, and there was secrets of closing the cell by Zig. It's selling, it's not marketing. And so people are quick to discount it because they think one to one, and I can't see the prospect on the other end, and I can't calibrate the message to what they're responding to. And, you know, serve and sell in that portion. How do I Generalize it and apply it to a one to many situation. But here's the thing that Zig said to me that forever changed my if you write down a close on these three by five note cards, you write down these closes and you memorize one a day. I said, okay, I'm going to write down the closes that I can fit that Zig gives word for word and secrets of the cell on these three by five note cards. When I was done, I had a stack of them and some of these closes didn't even make sense. Like, why should I learn a pots and pans close? But I said, I better learn how to sell pots and pans, even if I'd ever sell one. I just want to know the language patterns. I want to understand and I want to think like Zig and be like Zig. And memoriz is hard, it's tedious, it's boring, it's not fun. But if you write down one close a day on a note card, you can memorize that close by the end of the day. And then the next day you grab another note card and by the end of the day you've memorized that. So I did that for six straight months. And keep in mind, and I have nothing to sell to anybody, but I'm just wanting to learn how to sell. Here's what I didn't have. I didn't anticipate happening that happened. If I could stitch this close with that close, maybe I could create like this mega close between the two that could be applicable to what I was doing. And then when webinars came around, and this was about 2007, 2008, I said, well, here's my time. Because this is a personalized media. It's something that is fluid and dynamic. Like, you know, and these days, like Joe and many people think I'm the best webinar guy in the world. And the core essence of that all came from Zig and from his closes. Funny, it's how everything is kind of all comes back to the source at the end of the day, you know.

Kevin, for people that don't know, I mean, we've done I love marketing episodes with Kevin. Kevin has spoken at Genius Network. Part of it is, you know, if you just think of the endorsement of someone like Kevin Harrington, because I don't know if there's any other person that has sold more stuff on television than Kevin. And so this is a master salesman, this is a master closer. So for him to devote, you know, time and energy to say, yeah, I really want to build this out, that that shows a great reverence for the value of who Zig Ziglar is and his materials. Sometimes the new thing is the old thing, you know, sometimes the new thing is taking something that is amazing, that already has existed, but it's never been put into a current form where people can access it.

You know, when you look back now, if you look at the career that SIG had of getting all of that, like impacting 250 million people pre Internet was a real accomplishment. And when you look at it now that people think we're in a whole new era, you know, when you think about this is, well, it's a digital world. None of that stuff applies. That's old school, right?

He planted these seeds a long time ago, and we finally figured out the real message that Zig was leaving to all of us, which is, it's one thing to learn it, but to become Zig Ziglar, to do Asig Ziglar did, you got to be all in on helping other people get what they want. And, Jason, I gotta tell you something, man, just to go right along with what you said in the book, Zig says, do you know the difference between a six figure a year salesperson? Now, remember, this book came out in 1984. The average close of a guy making six figures in 1984 happened on the seventh close. And so the whole point is, is that, you know, all these people raise their hand and say, well, I'm not in selling, or I don't like sales, or, you know, I've got my couple closes that I like. Jason has crushed it because he knows so many closes. Because in secrets of closing the sale, here's what I will tell you is there's over 100 closes in there. There are secrets that the masters had. That's why they were so successful. They knew things that we didn't know. That's what I would say. Rather than me unpack every clothes that's in there.

I think so many of those things are like philosophical stem cells. I think for me, there's not been anything more impactful in my business life than Zig's quote of, you can get anything you want in life if you help enough other people get what I really took to the condition, precedent of it of you can get what you want if you help other people get what they want, but you have to help them get what they want first. And so one of the greatest questions that I've ever asked, and I talk about it all the time, is this, what would you do if you only got paid if your client gets a result. That's how I start with people when I'm trying to help them with their marketing is just to get them to think that thought.

You know, I'm sitting here thinking about Zig and I'm thinking, what was Zig thinking? And here's what I can tell you. I've watched. I've probably watched more Zig footage than almost anyone on the face of this planet. And here's what I will tell you. Zig had no hesitation to say, I'm a salesman. Not only did he have no hesitation, he was so dang proud of the fact that he was a salesman. He's the guy who said, nothing happens. Nothing happens until something gets sold. If you've got a passion that the world needs, you have to sell it. If you got a purpose in life that the world needs, you have to sell it. If you got a product inside of you that the world needs, you have to sell it.

Name any sort of movement, cause, business, nonprofit, finding the love of your life. I mean, anything that doesn't involve selling. I mean, everything that matters involves selling and who you become, the best of terms of who you are as a human. The best qualities actually come out when you're selling. I mean, I think one of the biggest things that cause people to be ineffective is they don't sell themselves. They're not sold on their own ambitions. And I think a lot of reasons people give up and a lot of reasons people fail in business, a lot of reasons they are scared is because they don't have confidence in their ability to be persuasive in their ability to sell. And if you don't know that skill, then how on earth are you going to make a business work?

You're not trying to persuade somebody to do something that you want them to do. It comes right back to Zig's idea of helping enough other people get what they want that you. If you look at sales as showing somebody solutions to the biggest problems that are plaguing them, that you become a catalyst to something wonderful happening in their life. For them getting what they want, there's nothing more empowering than that as a thing to wake up excited about every morning.

Yeah, I love it.

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