Tag Archives: Mike Koehler

How to be a class act By Zig Ziglar

Class Act

Zig Ziglar - Character
From time to time someone gives another individual the ultimate compliment when he or she says, “You are a ‘class act,'” or they simply describe a specific behavior and say, “That’s class.”  From time to time a master of ceremonies will introduce an individual by saying, “If you go to the dictionary and look up the word ‘class,’ you will see a picture of your speaker this evening.”

A person with class is an individual of integrity, someone you would love to have as a parent or child, a friend or a neighbor, a mentor or an advisor.  In short, class identifies a person who is “top drawer,” one who goes the extra mile by being gracious to everyone who courteously serves them.

I love the description given in comments made by Bill Daniels who said that “class is something you choose for yourself.  It’s competing honestly, confronting problems head-on, taking accolades with grace and humility and not knocking your competitors.  If you have class you’re loyal to both yourself and to those around you.  Class is born out of self-respect and a healthy respect for others.  Everything in this world is not always attainable.  Fortunately, class is.”

Class is the coach who gives every child on the team his turn “at bat” without regard to the youngster’s ability or the won-lost record of the team.

I encourage you to identify someone who is a class act and use that person as a role model.  The individual might not be rich and famous or even brilliant, but a person of class is one we can all aspire to be.  Take the class approach and I’ll SEE YOU AT THE TOP!

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

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Something to Worry About By Zig Ziglar

Something to Worry AboutZig Ziglar - Worry

Crime, drugs, taxes, divorce, governmental disagreements, corporate break-ups, educational difficulties and a host of other things simply do not fill the bill.  We’ve got something else that we absolutely must worry about – namely, our height.

According to the book, The Truth About Your Height, by researcher Thomas Samaras, if Americans keep growing at the rate they have for the past 75 years, it will have a devastating environmental effect.  Mr. Samaras, who is five feet, ten inches tall, does not necessarily believe that height makes right.  He estimates that if the population grew 20% taller it would increase energy needs by 50%, require an additional 180 million acres for food production, and pump three billion extra tons of carbon dioxide into the atmosphere.  It sounds like disaster, doesn’t it?

As an editorial comment I hasten to add that the basketball coaches in America, whether they are coaching in elementary school or the National Basketball Association, are not in agreement with Mr. Samaras, particularly if they get the tallest of the tall.  Mr. Samaras does offer a solution to the problem, however.  He says that by “carefully monitoring the diet of children” -and he emphasizes that he doesn’t mean starving them – “you can restrict height by as much as eight inches.”  He says that an average height of five feet and weight of around 110 pounds would be “about right.”

Like I say, it’s nice to have something new to worry about, isn’t it?  It certainly takes your mind off trivia like crime, poverty, drugs and a few other mundane things.  Think about it.  Worry about us getting taller and maybe some of these other trivial problems will go away.  In the meantime, I’m going to encourage my children to continue to feed my grandchildren good, nutritious, well-balanced meals.  SEE YOU AT THE TOP!

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

She’s Tough – But Loving By Zig Ziglar

Zig Ziglar - Character

Sister Connie Driscoll is a nun who is working miracles among the drug- and alcohol-addicted homeless in Chicago.  Her program keeps 95% of her formerly homeless clients from ever returning to the streets.  Her cost is about $7.35 per person per day.

How?  She starts with a 7:30 p.m. curfew and a 6:30 a.m. wake-up call.  She also includes periodic shake-downs and drug tests.  She holds each of the residents accountable for their own behavior and performance.  Her facility is St. Martin de Poores House of Hope, where “tough love” really does mean tough.

Sister Connie is a Korean War veteran who grew up on a farm where she was no stranger to manual labor.  Sledge hammers in hand, she and colleague Sister Therese smashed through a few brick walls in their decrepit, donated building which they soon filled with homeless women and children.  Some of her tenants complained about the food and others refused to make their beds or used drugs on the premises.  They even said, “I don’t have to sweep the floor, because I have the right.”  At this point, Sister Connie simply said, “Nope.”  She began searching under toilet seats and lifting mattresses, looking for drugs.  She called in a police SWAT team for a seven a.m. drug raid on her residence.  She means business.  Residents subject themselves to this treatment because they know that it is their last hope to escape the misery which has become a part of their lives.

Twelve-step Narcotics Anonymous and Alcoholics Anonymous sessions are mandatory, as are high school equivalency classes and sessions in child care, housekeeping and preparing for job interviews.  Staff members teach the women comparison shopping and check-book balancing. Sister Connie knows that for most of her clients the chief problem is not lack of money, but lack of personal responsibility.  She tells the women, “No matter who caused your problems, only you can solve them.”  Wouldn’t it be neat if we had a Sister Connie with her staff of committed people who work for virtually nothing and give it their all in places all over the country?  If we did, we’d see those people AT THE TOP, as well.

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

Sales Scripts By Eric Lofholm

sales_scriptsSales Scripts are one of the most powerful ways to persuade and influence your prospects. Sales scripts can help transform you into a Master of Persuasion and Influence, only if you know the secrets.

Secret 1: Baseline Script
You must be able to answer these three questions to begin unlocking the true potential of your script:
* What is a baseline sales script?
* What is your baseline script?
* What did your script look like and sound like when you first used it?

What is your baseline sales script?

A baseline script is a script you are using right now in your selling. The baseline sales script is a starting point from which you develop your main script. If you have not recorded your script and written it down word-for-word, you can’t improve the script. It’s that simple. Set a goal, right now, to record your script.

Sales pros consistently close sale after sale. Why? Sales pros have consistently improved their script over time, but every sales pros started with a written baseline sales script.

Sales scripts are living documents. You are always looking for ways to field-test your script to make it better. Every time you make changes to your written script, write the date down, which gives you time-series data to work with. Sales pros are always looking for ways to improve their scripts and you should too.

Secret 2: Scripting Syntax
Don’t let the term “scripting syntax” scare you. Scripting has its own language. “Scripting syntax” refers to the various component parts of the script and the rules governing script construction.
1. Identify the various component parts of the script.
2. Learn how these scripting pieces are used.
3. Now you can craft a Master Script of persuasion and influence.

What are the various component parts of scripts?
Many of you are familiar with “Objections.”  Objections are a normal component of a sales script. Here are just a few of the various component parts of sales scripts:

* Four (4) types of stories,
* Five (5) different types of benefits,
* Buyer Fingerprint,
* Nine (9) components of the Close (I’ll cover this in Script Secret #6)
* Outcomes and Chunks,
* Contrast,
* Testimonials,
* Probing Questions and Probing Statements.

The above list is not exhaustive, and there are many more script components to cover than we have space for.

Understanding the different types of scripting forms and how they are used makes the difference between an average script and a Master Script for persuasion and influence.

Eric’s Training link

Count your Blessings By Zig Ziglar/Jill Tibbels

Count Your Blessings
Zig Ziglar - Count Your Blessings

Question: As an American do you really realize what you have as versus the poorest of the poor in the Third World?

Suppose you had to do these things:

Number one, remove the furniture in your home, leave a few old blankets, a kitchen table, a wooden chair, and remember – you’ve never had a bed.

Number two, throw out your clothes.  Each family member may keep the oldest suit, dress, a shirt or blouse.  The head of the family may keep their shoes.

Number three, no kitchen appliances allowed.  Keep a box of matches, a small bag of flour, some sugar and salt, a few onions, a dish of dried beans.  Rescue the moldy potatoes from the garbage can.  That’s tonight’s meal.

Number four, dismantle the bathroom, shut off the running water, take out the wiring and the lights and everything that’s run by electricity.

Number five, take away the house and move the family into the tool shed.

Number six, note there are no other houses in the neighborhood, just shanties – for the fortunate ones.

Number seven, cancel the newspaper and magazines and throw out the books.  You won’t miss them since you are illiterate.  No radio or tv, either.

Number eight, no more mail carrier, fire fighters, government services.  The two-classroom school is three miles away.

Number nine, no hospital, no doctor.  Closest clinic is ten miles away with a midwife in charge.  Get there by bus or bicycle, if you have one.

Number ten, throw out your bank books, stock certificates, pension plans, insurance policies.  Your net worth is five dollars.

Number eleven, get out and start cultivating your three acres.  Try hard to raise $300 in cash crops, of which your landlord gets one-third and your money-lender 10%.

Number twelve, find a way for your children to bring in a little money, so you have something to eat most days.  However, it won’t be enough to keep you healthy, so lop off 25-30 years of your life.

We do have it good, so work hard to make it even better.

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

Mike Koehler Believes Great Ideas are Born out of Necessity

Mike Koehler Believes Great Ideas are Born out of Necessity- ZLV episode #13

mikekoehlerIt was my joy to interview Mike Koehler, one of the latest Ziglar Legacy Certified Trainers. Join us Today as we talk Financial Services and Sales, along with NASCAR. Mike brings a perspective of an engineer along with the ethical sales techniques of a master sales person to all that he does.   Learn why he entered the world of Professional Selling after observing the sales Lifestyle from the outside. Discover how he lead his team to multi million dollar success. Gain insight into what Mike feels is the greatest challenge to small business today. Mike has been a long time Goal Setter and Goal Getter, now he brings the proven Ziglar Goal Setting program to businesses and individuals.

Imagine setting the Goal to do something ” Fun” then leaving the lucrative Financial Services Industry to go work on the NASCAR circuit. Dreams to Goals to Reality, come listen how Mike achieved all this.

Mike can be Reached at: 614-581-7701  or at Mike@ResultsbyMike.com and on the Web at:   ziglarcertified.com/MikeKoehler

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More Contagious Encouragement with Phillip Hatfield – Part 2

More Contagious Encouragement with Phillip Hatfield- Bonus ZLV Session 2

Contagious Encouragement_final Book CoverToday is the second of a series of Bonus Episodes where I get to interview Phillip Hatfield about his NEW book called “Contagious Encouragement”

Phillip is a Successful Businessman and he speaks to businesses and Organizations all around the World. Phillip is a certified Zig Ziglar Keynote Speaker, with a message of Transformation and Hope.

Phillip’s New Book is called Contagious Encouragement. Join me now as we discuss using these principles in large corporations and small businesses. Phillip talks about working on growing and building your people while your growing your revenue.  Is that possible?  Listen today and find out the answer.

This is the second conversation I had with Phillip where we dive into the details around the philosophy of his new book. I will continue to release bonus episodes over the next few weeks. Phillip’s book Contagious Encouragement will be available shortly on his Website-PhillipHatfield.com and on Amazon.com

I will wrap up this episode like I have done in the past. First of all Thank You for your support in making the Ziglar Legacy Voices Podcast a success, you can continue to help others find this great content by going over to iTunes and giving us a great rating and writing a quick review about the show. This helps others discover the ZLV podcast. Would you do that today?

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