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Success Coach Zig Ziglar tells the following story about playing golf with his less than enthusiastic son.

On one golfing outing, Zig Ziglar’s son found himself on the green with a chance at Birdie, and perhaps more importantly, with a chance to beat his dad at a hole.

This was his first chance at a Birdie. Zig lined him up and his son knocked it in. Naturally, his son was jubilant. Next it was Zig Ziglar’s turn. It was also on the green with a shot at birdie.

He knew he had to play the ball well, or his son would know that he gave it to him. He sank it easily.

As he was pulling the ball from the cup, he asked his son if he was pulling for him, even though he knew that he wouldn’t win the hole. His son said that he always pulled for him.

Zig Ziglar says this is pure love. As a salesperson you need to have this kind of love and heart for your clients.

Zig says we can develop this pure love with his H.E.A.R.T. acronym:

Honesty

Empathy - for your client

Attitude - for yourself, your potential clients, and your profession

Reserves - Mental, physical and spiritual

Toughness - learning to love is tough.

In describing the salesperson’s heart, Zig Ziglar states that a salesperson’s values should be higher than any professional’s because a salesperson is trained to persuade. You want to persuade your prospects to take action that is in their best interest.

Put your heart right and you’ll want the client to buy from you because it will benefit them.

This is the kind of love that every salesperson needs in his selling.

Zig Ziglar has famously said, “People don’t care how much you know until they know how much you care about them.”

Can you feel that you want your prospects to buy because they’ll win? Communicate to them honestly about how you feel about your product.

Here are some of the benefits of pulling for your client to win: more professionalism, more effectiveness, more loving, more selling, and more referrals.

When your client is the big winner, so are you. Learn to pull for him. Learning this kind of love will put you on the path to becoming the person you want to become. Good luck.