Posted by: Sales Makers | November 1, 2013

X-Selling at Membership Sales, Chapter III, Philosophy, page 29

Quite often I will have this Mission Statement on the wall of the sales offices.  Normally I’ll have another saying that I first heard from Zig Ziglar at a Sales & Marketing Conference sponsored by IHRSA in Chicago, years ago.  I don’t know if this was a Zig original, so I apologise if the credit should go to another.

I would rather explain once my fair prices

Than apologise forever for poor quality.

This also goes on the wall and diffuses a price objection before it is raised.

Team Work

I’d like to emphasize one thing from the Effort section in the Mission Statement.

We operate at all times as a team.

This is an underlying philosophy for X-selling.

It goes back to how do you eat an elephant – one bite at a time.  You’ll finish off that elephant a lot quicker with other people taking bites as well.

Let me tell you a story…

There’s a story about four people named



There was an important job to be done

 and EVERYBODY was sure that SOMEBODY would do it.


ANYBODY could have done it, but NOBODY did it.


SOMEBODY got angry about that, because it was EVERYBODY’S job.


EVERYBODY thought ANYBODY could do it,

but NOBODY realized EVERYBODY wouldn’t do it.


It ended up that EVERYBODY blamed SOMEBODY

when NOBODY did what ANYBODY could have done!

The moral of the story – if there’s a job to be done – Just do it! (Sorry – Nike!)

I got this story from Geoff Hampton and it’s repeated with his permission.

Another story about organizations…

An organization is like a tree full of monkeys

All on different limbs, at different levels.

Some monkeys are climbing up

Some monkeys are climbing down.

The monkeys on top look down and see a tree full of smiling faces

The monkeys on the bottom look up and see a tree full of assholes.

Where are you?

(I don’t have the slightest clue where I got that one from.)

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