“ When The Student Is Ready The Teacher Will Appear”
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In your life, there will be many instances when the right person will come your way and make a difference. I believe this book (Ziglar On Selling) can make a difference, but only if the lessons are learned and put into practice.
I vividly remember one of those occasions when that teacher came into my life. After two and one-half years of selling, my credit had run out, my patience was exhausted, my frustration was at an all-time high, my creditors were not overly happy with me, and even the Redhead was beginning to wonder if perhaps I had chosen the wrong profession. She never voiced it, but somehow I’ve got to believe there was concern on her part.
Then one day I went to a meeting, spent the day in Charlotte, NC, at a training school, and did not learn a thing. I drove back to Lancaster, SC, late that afternoon and conducted a demonstration that evening. I finally got back to our little apartment at 11:30 P.M., and the baby kept us up most of the night. The next morning at 5:30 the “alarm clock” (that was before I learned that it is actually an “opportunity clock”) sounded off to alert me that it was time to drive back to Charlotte for day two of the training meeting.
Force of habit rolled me out of bed, but when I looked at the snow that had fallen overnight and my little Crosley automobile without a heater, I decided to do what most intelligent human beings would do-—go back to bed. But even as I lay down, the words of my mother came back to me: “Son, if you’re in something, get in it. If you’re not in it, get out. If you’re not giving your best effort, you’re not being fair to the man you’re working for, and you’re not being fair to yourself.” . . . I had promised (my company) that I would attend all sales meetings and all training sessions, and in two and a half years I had not missed a meeting, and I had never even been late for one. I rolled out of bed and drove to the meeting, and that’s the day my world turned around.
Mr. P.C. Merrell, my hero, the man who had set all the records and written the training program, was in charge of this most important day. When the training session was over, he literally got me into a corner and said, “Zig, I’ve watched you for over two and a half years, and I’ve never seen such a waste.” Naturally, he got my attention very quickly, and I asked him what he meant. He responded that in his judgment I had real ability, that I could be a national champion, that I could go to the top and someday become an executive in the company if I went to work on a regular schedule and believed in myself.
From the very beginning I had been told to go to work on a regular schedule, but when you’re “a little guy from a little town who’s never really going to do anything,” you rationalize, “Why should I beat my head against the wall when nothing good is ever going to happen to me anyhow?” Now, however, a man in whom I had complete trust and faith, a man whose integrity and character were beyond question, was telling me that I would be a national champion. I believed him. . . .
. . . Adapted from Ziglar On Selling. For a copy of the book, visit Zig's Online Bookstore.
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