Is it a Problem or an Opportunity?

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Is it a Problem or an Opportunity?

Zig Ziglar

Randy Males is a furniture salesman. In furniture stores the salespeople alternate with their "ups." (They take turns serving customers as they come in the store or "come up".) One day a fellow salesperson, muttering under his breath, said, "I can't sell people like that!" Randy asked what the problem was and the salesman told him that the man was blind and deaf and the wife was almost completely blind and deaf. The salesman emphatically stated that he would not waste his time trying to sell them and he would not allow them to be counted as his "up." Randy asked if it would be o.k. if he talked with the couple. The response was, "Yes, if you want to waste your time."

Randy approached the customers from the front because the lady could make out forms and things held directly in front of her. He spoke to them and the lady signed to him that she was deaf.

Randy took a pad and in big letters wrote, "Be right back." He returned with a large writing pad and "talked" with the couple using the pad. The couple left with a sizeable purchase and huge smiles on their faces. The next day Randy received a call from the translation service for the deaf, thanking him for his courtesy. Randy was pleased but quickly pointed out that he was no saint. He was simply a salesman willing to go the extra mile.

Since that time, several of the couple's friends have come in and purchased furniture from Randy. Because he went the extra mile, Randy turned one salesman's problem into his opportunity.

I share this story with considerable pleasure because the message has real value and because Randy, a former ditch-digger, was inspired by my brother, the late Judge Ziglar. The message is clear. Be nice to people. You might be able to render service to those who need it most and benefit yourself in the process. Think about it, and I'll SEE YOU AT THE TOP!

Zig Ziglar :“The Master of Motivation” Zig Ziglar has been described as “One of America’s Icons,” “the salesman’s salesman” and “A legacy that will forever impact our history.” Helping people to achieve long-term balanced success based on his philosophy of character, attitude and skills, he has impacted more than a quarter billion people and continues to make a difference in the lives of those who act on his philosophy.As a best-selling author, Zig Ziglar has written more than 29 sales and motivational books, 10 of which have appeared on best-seller lists and have been translated into more than 36 different languages and dialects worldwide. He’s been featured in numerous publications including the New York Times, the Washington Post, Fortune Magazine, the Dallas Morning News, Success Magazine, and Esquire Magazine. Ziglar motivational books and programs are widely distributed through multiple channels including the Ziglar website,, and the world’s largest producer of audio programs, Nightingale-Conant.In the media Ziglar has appeared on such venues as the Today Show, 20/20, the Phil Donahue Show and 60 minutes. As a speaker, Zig has repeatedly appeared with six former U.S. presidents; world leaders and news makers like Rudy Giuliani, Generals Colin Powell and Norman Schwarzkopf, and Lady Margaret Thatcher; business leaders, famous speakers and authors such as Seth Godin, Debi Fields, Tom Hopkins, Brian Tracy, Dr. Norman Vincent Peale, and Denis Waitley; and countless sports and Hollywood celebrities such as Paul Harvey and Joe Montana. At 84, Zig is still speaking while sharing the stage with his daughter, Julie Ziglar Norman. Together they reach audiences up to 20,000 at Get Motivated seminars as well as sharing messages of hope at smaller venues such as The Legacy at Willow Bend.


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