Dear John,

This morning I read Seth Godin’s blog post titled “A Born Salesperson”

His article is spot on. It also made me chuckle because when I was growing up, I clearly remember Dad telling me, “Tom, you can do anything in life you want. You can sell cars, you can sell insurance, you can sell cookware, you can sell anything you want!”

Dad was proud to be a salesperson and spent much of his life promoting the honorable profession of sales. In fact, he was so proud of being a salesperson he had the following birth announcement printed about me in 1965.

A number of years ago, I had a conversation with Seth. I asked him what he was focused on. His answer was simple and straightforward. Seth shared with me that he was focused on the scalability of trust. His focus wasn’t revenue or profits, but scaling trust in every encounter. He told me that if he could increase trust in every interaction, his only challenge left was to find a solution for their problem; if trust was established the rest would be much easier.

In the book, Secrets of Closing the Sale Dad said there are five reasons people don’t buy:

• No Need
• No Money
• No Want
• No Hurry
• No Trust

And the biggest reason of these is No Trust!

Amazing how Seth has built his business around scaling trust. I believe he is on to something! What if you did the same in your business and in your life?

Choose to Win!

Tom

P.S. If you are in sales and would love to have the best sales training in the world for you and your sales team, just reply to me directly via my email tom@ziglar.com - I have some ideas for you.