Is your message on WIII-FM?

The late Zig Ziglar, sales expert, author and Hall of Fame Speaker said, “You can have anything you want if…you first help enough other people get what they want.” I was privileged to hear Zig speak in person several times and got to meet him at a National Speakers Association Convention. Zig believed in helping, not selling. Zig knew everyone listens to WIII-FM (What Is In It For Me) People are concerned about their needs, not ours.

In my corporate days, I worked in field sales and was a sales manager. My biggest challenge in sales was working for managers who didn’t understand their pay check and bonus came from our customers. We had some vigorous arguments. I heard, “Greg, your customers need to understand our issues and our profitability.” My response was. “Shouldn’t we first try to understand their