Most people in the world experience what is known as NSR (Natural Sales Resistance). That is not to say that people dislike sales, but most people dislike and distrust salespeople. A few bad apples can spoil the bunch.

Here Ziglar presents the reasons why one must have integrity if one is to be successful in sales. You must believe in the products you are selling and believe that it will benefit people.

Anyone can be a high-pressure sales type and force people to buy with tricks, but those people are amateurs. Ziglar teaches the foundation for building a sales career based on honesty and a genuine desire to help other people.

The entire book can be summed up in this quote: "You can have anything you want in life if you will help other people get what they want."

Sources:
http://www.amazon.com/Zig-Ziglars-Secrets-Closing-Sale/dp/0425081028

 

(September 1985, ISBN-13: 978-0425081020)