In Honor of the Great Zig Ziglar

In Honor of the Great Zig Ziglar

by Dr. Eli Jones
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| Audio, Community, Little Things, Photos, Published Research, Selling ASAP Book, Selling ASAP Thoughtware, Series, Videos, Your Sales Passport
November 29, 2012

The SellingASAP team extends our deepest condolences to the Ziglar family. We pray for comfort and peace in this time of grief. The amazing inspirational legacy of Zig Ziglar will live perpetually through sales professionals around the world!
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Selling and Star Trek – Next Generation

by Curt Tueffert
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| Little Things
March 1, 2012

I grew up watching the original Star Trek series with William Shatner as Captain Kirk. Kirk, always a crowd pleaser, would get himself into all types of galactic challenges, facing countless objections, and yet, by the end of the show, have saved himself, his crew, and the stunningly beautiful “lady...
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Little Things, Part 4

by Tom Arceneaux
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| Community, Little Things, Series
February 20, 2012

Giving grows communities. It also grows business. We’ve talked about giving time. Giving resources is also a great habit to acquire. In my darkest financial days, my then new bride Elizabeth encouraged me to be more generous with our financial resources. It was a strange request, because, as I said,...
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Little Things: Part 5

by Tom Arceneaux
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| Community, Little Things, Series
February 17, 2012

Here’s another important little thing – do the excellent work promptly. While you may have many things on your desk, your client may not be able to take the next step until you’ve completed your work. Help the client move to the next project or deal. The more the client...
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Selling ASAP Thoughtware: When Salespeople Act Like a “Cookie Cutter?

by Dr. Larry Chonko
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| Selling ASAP Book, Selling ASAP Thoughtware, Series
February 16, 2012

Salespeople have an affinity to be trendy. Yes, they must follow trends and infuse trends into sales strategies if the trends are judged to be relevant. Unfortunately, and too often trends are “spotted” after it is too late to do much about them. We have witnessed trends grounded in “trivia,”...
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Selling ASAP Thoughtware: Complacency

by Dr. Larry Chonko
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| Community, Selling ASAP Thoughtware, Series
February 16, 2012

No one likes to feel useless…obsolete. Indeed, when someone feels useless, they sense they offer little in the way of value. It is common for salespeople to become complacent, to continue to do the things that have worked in the past….even in the face of changing customer requirements. Many salespeople...
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Selling ASAP Thoughtware: Connections

by Dr. Larry Chonko
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| Community, Selling ASAP Book, Selling ASAP Thoughtware, Series
February 16, 2012

A Sales professional’s first and most important priority is to ensure clients are well-served by the advice offered and received. Personal connections can be as important as the product or service information salespeople offer customers – if salespeople want get the most out of relationships for their customers and themselves,...
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Selling ASAP Thoughtware: Introduction

by Dr. Larry Chonko
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| Community, Selling ASAP Book, Selling ASAP Thoughtware, Series
February 16, 2012

Thoughtware is derived from technologies which are composed of three components: hardware, software, and thoughtware. The analogy between thoughtware and software is intentional because just as software is critical in the performance of computers and must continually be upgraded, it is also true of salesperson’s thoughtware. All components must be...
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Your Sales Passport: Part 2

by Dr. Eli Jones
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| Series, Your Sales Passport
February 15, 2012

Each passport tells a global sales story, which will feature some information about a sales organization and its activities in overseas markets. The passports will also include some information about how salespeople must prepare for sales calls in nations around the world. Global Storyline: Ushaban Patel, a housewife living in...
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Little Things: Part 3

by Tom Arceneaux
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| Community, Little Things, Series
February 13, 2012

Service develops business. Because of my history of political involvement, potential candidates sometimes call me to ask for advice about running for office. One of the first questions I ask is, “How have you been serving until now?” A person with a true servant’s heart serves when there are no...
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