Nonetheless, the Ziglar approach – the Ziglar Way, as it was inevitably retitled when packaged for consumption by corporate America – seems to be on its way out, and this may be just as well. A powerful body of psychological research testifies to the fact that the techniques of positive thinking are often counterproductive – that repeating upbeat affirmations, for example, can make people with low self-esteem feel worse , or that visualising the successful completion of a goal can sometimes make it less likely to be achieved Meanwhile, the challenges we face, from economic to environmental crises, are surely too collective and complex to benefit much from a philosophy consisting solely of exhortations to individual hard work, generosity and cheer.
At the low end of multiples is the dangerous business type. These are the ones where the assets of the business leave every day at 5:00p, where the seller is the business” or ones where once a new owner takes over, there is no guarantee that the business will be sustained at prior levels. It is very common in professional practices, or in businesses where there is a very limited customer base, or where the seller has a special relationship with the customers. These fragile businesses, if they can even be sold, will have a 1-2 times multiple. Why so low? Simple: the greater the chances that the business cannot transition to a new owner, the lower the multiple.
In my opinion, Ziglar shares something really important here. They just don’t teach you this knowledge in school. He shows that sales is what keeps the economy going. If done right, a salesman builds trust, relationships and his own career in selling, because he creates a win-win situation with every sale. When you have a great product and you believe in it, everything comes down to communication. Not every potential customer is going to buy from you, and oftentimes you will never know the reason for someone not buying, but you can increase your chances with the proper techniques.https://www.reviewengin.com/secrets-of-closing-the-sale-masterclass-review/