ZIG ZIGLAR & KEVIN HARRINGTON

The One Thing You Must

Do to Succeed TODAY

What do George Washington, Christopher Columbus, Thomas Jefferson,

Thomas Edison, Martin Luther King, Jr., and John F. Kennedy have in common
with Jeff Bezos, Mark Cuban, Warren Buffet, Sarah Blakely, Bill Gates, Bethany
Frankle and so many of today’s business success leaders?

THE ONE THING

To provide you with the most valuable sales secrets, this free report
unites timeless wisdom from the great Zig Ziglar with fresh insights
from Kevin Harrington.
ZIG
ZIGLAR
ONE OF THE MOST VERSATILE AUTHORITIES
ON THE SCIENCE OF HUMAN POTENTIAL

Zig Ziglar was the Master of Sales Masters. His timeless secrets inspired thousands
of millionaires. His book, Secrets of Closing the Sale, sold over a million copies. It’s
known worldwide as the sales bible. He touched more than 250 million people
during his forty years of truly innovative sales success. Zig was a market disrupter.

Zig Ziglar is America’s most influential and beloved encourager and believer that
everyone could be, do and have more. He reached and influenced an estimated 250
million people with his 33 books, innumerable videos and recordings, and many live
presentations to auditoriums filled with tens of thousands.

His best-selling book, Secrets of Closing the Sale, has sold nearly 1,000,000 copies
and is a mainstay for anyone that sells for a living. Ten of his thirty-three books have
been on the best-seller lists. Some of Zig’s best-selling books are See You at the Top,
Secrets of Closing the Sale, Over the Top, and How to Be a Winner to name a few.

From 1970 until 2010, he traveled

over five million miles across the
world delivering powerful life
transforming messages. Recognized
by his peers as the quintessential
motivational genius of our times,
Zig Ziglar’s unique delivery style and
powerful messages earned him
many honors.

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KEVIN
HARRINGTON
SUCCESSFUL ENTREPRENEUR FOR
MORE THAN FORTY YEARS

Kevin Harrington is the founder of the Secrets of Closing the Sale Master Class
inspired by the Master of sales — Zig Ziglar. He’s an original Shark from the hit TV
show Shark Tank He is a co-founding board member of the Entrepreneurs Organization
and co-founder of the Electronic Retailing Association. Kevin has launched more than
800 products generating well over $5 billion in global sales. He is the author of several
bestselling books, including Act Now: How I Turn Ideas into Million Dollar Products,
Key Person of Influence, and Put a Shark in Your Tank.

TIMELESS WISDOM FROM ZIG

We know the name Christopher Columbus

today for one reason only – he could sell.

Not by any stretch of imagination could you accuse him of being a good navigator.
He was looking for India—and missed it by 12,000 miles! And he still went back and
told them he'd found it!

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He was an Italian in Spain with only one prospect—and if he didn't make the
sale, he would have had to swim home. He called on Queen Isabella and
gave her the story in a very convincing way. But when he finished, she had an
objection: “Chris, man, all that money for three little old ships? That price is
too high.”

So Columbus had to really feature the benefits of what he was selling. We'll
be first to market. Think of the financial rewards! And, knowing her Christian
faith, he talked about how the trip would spread the gospel.

Finally, when the benefits exceeded the price, he had a prospect. But the
prospect still had an objection. "Chris, I know it sounds like a good deal. But I
just don't have any money."

“Look, Izzie.” Columbus probably said, “You got a string of beads hanging
around your neck. Let's take them down to the pawnshop and hawk them.
We'll finance this deal.” Well, it wasn't quite like that, but the history books
clearly show that they did have to do some creative financing to get the
green light for the trip.

Then when the trip started, old Chris really had to do some selling.

YOU SEE, COLUMBUS WAS A DISRUPTOR IN THE MARKETPLACE

OF EXPLORATION. HE DIDN’T GO BY THE CHARTS OF THE DAY.

He sailed south and then started westward, so the prevailing winds would be
at his back. Well, those fearful sailors didn’t know what Columbus was doing.
All they knew was they were worried, and they threatened to mutiny. Once
again, Columbus had to sell: “Give me three more days.” And just four hours
before the three days expired, the call rang out, “Land ho!”

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WHAT ABOUT
GEORGE
WASHINGTON?
ONE OF THE MOST REMARKABLE SALES-
PEOPLE OF ALL TIME

Now, I know what you’re thinking: George Washington was a general during
the American Revolution. He became the first president of the United States of
America. He was the father of a nation. He was NOT a salesman.

Washington may not have gone door to door, but he was absolutely selling
something—the idea of freedom.

During the Revolutionary War, George had to sell thousands of merchants,

fishermen, farmers, and tradesmen on going to war with him. These were not
military people. They knew nothing about strategy, weapons, or warfare. And
they were going up against the greatest military in the world at the time.

And here was his sales offer: “If we win this war, I'm not going to be able to pay
you. And if we lose the war, our enemies are going to hang me from the tallest
tree in town. They may even hang some of you with me. So, are you in?”

Can you imagine how difficult it would be to recruit a sales team with this
message? “I'm going to give you a chance. But if you make the sale, there's not
going to be any money to pay you. And if you miss the sale, we're going to take
you out and shoot you at sunrise”? It’s hard to imagine anyone buying what
Washington was selling—but he did it.

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 After the war, the selling didn’t stop. Alexander Hamilton came to Washington
and said, “Let's persuade Congress to find some funds so we can study the
British methods for establishing factories and building their economy.” They
sold Congress on the idea. As a result, American economic growth exploded.

In the 168 years prior, they had only made it to the Appalachian Mountains. In
the twenty-eight years that followed––because of salespeople who set up
those trading posts to supply the trek with guns, blankets, and
supplies––Americans made it all the way to the Pacific Ocean.

WHAT ABOUT IN CONGRESS

THOMAS
JEFFERSON?
HISTORY REMEMBERS HIM AS A BRILLIANT
STATESMAN AND FOR SERVING AS THE
PRESIDENT OF THE UNITED STATES

But he was, first of all, a salesman. He sold the idea of freedom to the world
in the Declaration of Independence, and then sold Congress on purchasing the
Louisiana Territory.

A lot of people thought he was crazy to invest that much money in wilderness,
but America doubled in size with that one purchase.

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 AND THE LIST
GOES ON

Eli Whitney was laughed at when he People scoffed at the idea of

showed his cotton gin.
Thomas Edison had to install his
electric light free of charge in an
office building before anyone would
even look at it.
The Wright Brothers were told their
flying machine would never work.
Samuel Morse had to plea before
Congress ten times before they
would even look at his telegram.
McCormick strived for fourteen years
to get people to use his reaper.
Women had to sell the world on the
right to vote.
railroads. They thought that even
traveling thirty miles an hour would
stop blood circulation.
President Kennedy sold the nation
on a lunar landing and opened one
of the greatest eras in innovation
and discovery.
Martin Luther King Jr. sold America
on a vision of racial equality.
Charles Lindbergh had to sell the
world on transAtlantic flight.
The first sewing machine was
smashed to pieces by a Boston
mob.

THE PUBLIC DIDN'T GO AROUND DEMANDING

THESE THINGS. THEY HAD TO BE SOLD.
AND THE SAME IS TRUE TODAY.

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 INSIGHTS FROM KEVIN

The list of today’s leaders who’ve succeeded by selling is long: Richard

Branson, Warren Buffet, Bill Gates, Bethany Frankle, Sarah Blakely, Jeff Bezos —
and the list goes on.

For example, Mark Cuban one of today’s most successful entrepreneurs and
owner of the Dallas Mavericks, has said that he loved listening to my sales mentor
Zig Ziglar while driving around looking at big houses and dreaming of being
successful as an entrepreneur.

There’s reason that more than half of the top 100 people on the Forbes World
Billionaires list got their start in sales. That’s not a coincidence. Many of them had
humble beginnings, but the skills they learned in sales propelled them to success.

Larry Page is co-creator and CEO of Google—the world’s most valuable brand at
over $100 billion. He says good ideas and products are not enough:

Invention is not enough. [Nikola] Tesla invented the electric power we use,
but he struggled to get it out to people. And I think if we can actually
combine both things, where we have an innovation and invention focus, plus
a company that can really commercialize things and get them to people in a
way that's positive for the world and to give people hope.

In other words, you have to sell to succeed.

 THE BEST IDEAS WILL WITHER AWAY IF THEY’RE
NOT SOLD TO THE WORLD.

The greatest products won’t fly off the shelves unless they get sold. The most
valuable services will never get done unless somebody sells them.

If you can’t sell well, nothing will change—and, ultimately, your idea, product, or
service won’t be worth anything to you or the rest of the world.

I owe so much of my own success to selling. As the inventor of the infomercial

and pioneer of the As Seen on TV brand, I’ve helped launch more than 500
products with over $5 billion in global sales.

My selling success earned me an invitation to be an original “shark” on the hit

TV show Shark Tank. But my passion for selling started when I was growing up in
a blue-collar Ohio town. I had to work hard for every dollar and struggle to find
opportunities. When I started out, no one handed me anything.

I worked at my dad’s restaurant when I was only eleven and made way less than
everyone else. Some days I even had to cook!

When I was fifteen, I started a driveway sealing business in the summer—talk

about hot, hard work! But I began to learn a lot about selling. Not long after
that, I started absorbing the sales secrets of Zig Ziglar—and success kicked in.

Soon I had built my first million-dollar business while in my first year in college.
And I was sold on the immense value of learning to sell well. In fact, I’m such a
fan of sales, I’m willing to make this bold claim:

SELLING IS THE PREREQUISITE TO SUCCESS.

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 EVERYTHING IS SELLING…EVERYTHING.

Maybe you have an exciting new product, a revolutionary idea, a great

resume a remarkable talent, an important message. That’s great. But whatever
it is, you’ll never get it out into the world unless you sell it first.

Think about it. Nothing ever gets done anywhere until somebody sells
something.
Whatever you ate for breakfast started the journey to your table when someone
sold something. You probably won’t make any money this week unless
someone, maybe you, sells something and makes money.

So have you eaten today? Have you checked your smartphone? If so, it was
because someone sold something. You can’t even brush your teeth without a
sale being made.

Because everything is selling…Selling is what makes the world work and what
drives the economy. And like my sales mentor Zig Ziglar said:

Money isn’t everything, but it is

reasonably close to oxygen, on the
“gotta have it scale”.
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 ZIG KNEW THAT SELLING WAS THE BASIS FOR
EVERYTHING IN THIS WORLD.

Zig Ziglar was the Master of Sales Masters and author of thirty-three wildly
successful books. I consider myself a protégé of his sales secrets. He wrote the book
Secrets of Closing the Sale, known worldwide as “the sales bible.” He touched more
than 250 million people during his forty years of truly innovative sales success.

He often proudly quoted the following tribute to salespeople:

As a salesperson, I've done more to make America what it is today than any other
person you know. I was just as vital in your great-great grandfather's day as I am
in yours, and I'll be just as vital in your great-great grandson's day.

I have educated more people, created more jobs, taken more

drudgery from the laborers' work, given more people a fuller
and richer life than anyone in history. I've dragged prices
down, pushed quality up, and made it possible for you to enjoy
the comforts and luxuries of automobiles, radios, electric
refrigerators, televisions, and air conditioned homes and
buildings. I've healed the sick, given security to the aids, and
put thousands of young men and women through college.
I've made it possible for inventors to invent, for factories to
hum, and for ships to sail the seven seas.

How much money you get paid next week depends on me. Without me, the wheels
of industry would come to a grinding halt. And with that, jobs, marriages, politics,
and freedom of thought would be a thing of the past.

I'm a salesperson and I'm both proud and grateful that as such, I serve my family,
my fellow man, and my country. Be proud that you sell!

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IF YOU CAN’T SELL,
NOTHING WILL CHANGE
AND, ULTIMATELY, IT WON’T BE WORTH ANYTHING
TO YOU OR ANYONE ELSE

You may have a great product or service, but until it gets sold, nothing happens. No
one uses it. You have to sell to succeed.

The best ideas will wither away if they’re not sold to the world. The greatest products
won’t fly off the shelves unless they get sold. The most valuable services will never
get done unless somebody sells them.

And that’s what selling is really all about—helping other people.

Selling is all about adding value and helping people find solutions to problems.
That’s why I agree with Zig Ziglar on this core truth:

SELLING IS SERVING.

The Norwegian word for selling—selje—literally means “to serve”. To sell is to serve.

You can have everything in life you want, if you will

just help enough other people get what they want.
ZIG ZIGLAR

I call it The Genius Approach—it’s a people first, win-win perspective, that

supercharged my success.

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I learned from Zig, that if I treat people right, I’ll eventually get more money.
When you take care of people, you always win. To get what I wanted, I focused
on helping people first. Then I helped them get what they want.

The best kind of sale is where both sides come out with value. I’ve built my
success on win-win relationships.

That’s what a sale really is, a situation where everyone wins and is empowered
to live more engaging, productive, and fulfilling lives.

HOW TO SERVE WHEN YOU SELL

HERE ARE JUST A FEW WAYS YOU CAN SERVE
OTHER PEOPLE WHEN YOU SELL

Put people first.

A people-first mindset unlocks sales success. I used to
be a “shark” on the hit television show Shark Tank. I
know some people think of sales “sharks” as ruthless
predators, but that’s not how I do business. I know how
to innovate, disrupt the marketplace, orchestrate a
killer investment deal, and grow a business. But my
1 people-first perspective is at the heart of everything I
do. If I don’t have others in mind, what I offer won’t
serve them and they won’t bother with it.

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Improve their lives.
To do this, you don’t have to be the next Steve Jobs
(though, if you have the vision for it, please be my
guest). Sometimes, what people want is more
efficiency in a specific area of their lives. Some people
want to have fun and unwind from their stressful
weeks. Others want perspective on an idea. The one 2
thing they all have in common is that they want
something. And that thing will improve their lives.

Be authentic with them.

Authenticity is a huge piece of success in sales. You
may get short-term sales through deception, but
long-term, over-the-top success happens when you
don’t fake it. Be real. Authenticity is especially
important to Millennials who are tired of the unrealistic
3 claims and unfulfilled promises people and businesses
make to them. Be authentic by showing how you are
focused on serving people by meeting their needs.

And all of it comes together with a win-win mindset. When I do business, I know the only
way for me to succeed is to first deliver value to other people. And I want the same thing
for you! Your dreams deserve to come true. If you can sell them well, your dreams can
create win-win situations that lead to the success for everyone involved.

TO REALIZE YOUR DREAMS AND CHANGE THE WORLD, YOU’LL

NEED TO SELL. BECAUSE EVERYTHING IS SELLING.

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