Posted tagged ‘integrity’

Sales, Integrity, and Transparency

June 10, 2009

One of my favorite quotes from Zig Ziglar (Dad) is “With Integrity you have nothing to fear because you have nothing to hide.”  In fact Dad has a sales CD program that has this quote on the cover with the picture taken of him from behind with the audience in the background.  There he is on stage, upright, in front of thousands of people in a huge arena, absolutely FEARLESS.

Are you fearless in your sales career and in your life?  Dad’s fearlessness comes from several things, but primarily because of his preparation, his integrity, and his faith.  These are three things that he was not born with!  He has had to develop each one of them – by choice.  The good news for all of us is that just like Dad we have this same choice.

This combination of preparation, integrity, and faith has given Dad a huge advantage in today’s world, something that really sets him apart, and that is Transparency.  Do you know anyone who is completely transparent?  Somebody who wears no “masks” and is just themselves all of the time?  Somebody who speaks fearlessly about every subject because they have nothing to hide?  Why not make that somebody you?  It’s amazing how much more energy you will have to do the things that matter.  Who knows, perhaps you could end up writing 28 books after the age of 40 and still be speaking all over the world at 82!

A Simple Success Formula

May 8, 2009

Right…. Ok, so there probably isn’t a simple success formula, but I think you will agree that without these four elements success will be very unlikely.  I also realize that there are more ingredients as well and I would love it if you would comment and leave the ingredients we should add.

(Hope x Attitude x Action x Skills) + Integrity = Long-term Success.

Hope – without hope, why bother?  Hope is the spark that lights the fire that encourages you to just start, to give it a try.  As John Maxwell says, “If there is hope in the future, there is power in the present.”

Attitude – the right attitude keeps you going; the wrong attitude shuts you down.  Hope may get you started, but keeping your attitude right pulls you through the tough times.  Your attitude is your choice and your responsibility.  Once you realize you “own” your attitude, you can then create a winning attitude by filling your mind and your life with the good, the pure, and the powerful.

Action – nothing happens until your thoughts turn into behaviors – action.  The right actions done in the right way get results.  Even the right actions done poorly will get more results than taking no action at all.

Skills – learning new skills, honing the ones you have, preparing to be the best in all that you do, this separates the good from the great.  To go to the very top, attitude and action are not enough.  They both have to be driving great skills.

Integrity – who wants fleeting success? No one.  As Fred Smith said, “Every great failure is a moral failure.”  Don’t waste your time developing your attitude, your action plans, and your skills if you don’t do everything with integrity.  Your success will be fleeting and your life will be unfulfilled.

Recommendation: Review these five things every week and pick one to work on.  If you ranked your attitude as a 1 for the week, how much more would you have gotten done if your attitude was a 2?

So what other things do we need to add to our success formula?  Please comment!

My Best Christmas Gift Ever – The Rest of the Story

August 22, 2008



When I was 12 years old Dad gave me the best Christmas gift a boy could ever get – a brand new top of the line BMX bike.  Please read Dad’s recollection of the event from the book Secrets Of Closing The Sale found on pages 390 -391.  Then, I will tell you the rest of the story.


Just Like the Little Boy Across the Street

I’ve never seen sincerity and integrity more on display than they were in a personal experience my son and I had several years ago. A few days before Christmas, Tom and I went down to get a new bicycle for him. Many years ago I could speak bicycle but today “bicycle” is an entirely different language. If you don’t believe me just listen to a teenager or go down to a bicycle shop and listen to the chit-chat which takes place.

On this occasion Tom and I went to a Schwinn Bicycle Shop in North Dallas. The owner was busy with a grandmother and her little grandson, who were looking at a bicycle. The grandmother didn’t speak bicycle either, so she had a precise list of exactly what she wanted on a specific bicycle, including the size. The owner of the shop looked at the list and said, “Yes, we have this bicycle and it comes in two sizes. Is the bicycle for this little fellow here?” The grandmother said, “Yes, it is. The little boy across the street has one like it and I want one exactly like his for my grandson.”

Owner: “Ma’am, your grandson is too small for this big bicycle and it will not be safe for him to ride. You should get him the other bicycle, which is identical in every way. It is the same price and quality but it is smaller, and your grandson can handle it much more easily. It will be at least three years before it will be safe for him to ride the larger bicycle.”

Grandmother: “No way. I want exactly the same bicycle the little boy across the street has. I want the very best for my grandson.” Again the owner tried to explain that it was the best, it was just smaller, and if her grandson were riding the larger bicycle he’d have to move so far from side to side he would be unable to control it. The owner patiently pointed out that her grandson could lose control and might fall and if he happened to be in the street, it could result in a very serious accident. The grandmother was adamant. “No sir, I want that bicycle, right there, exactly like the one the little boy across the street has. If I can’t have the one I want, I don’t want any.”

Then the owner did one of the most beautiful things I’ve ever seen a professional salesman do. It set the standard for what I consider the “professional” in the world of selling. He looked at that grandmother and said, “Ma’am, you’re probably going to think I’m crazy, but I cannot sell you the bicycle you want. It would not be safe for your grandson to ride, and if anything should ever happen to him because I sold you a bicycle he could not control, it would be on my conscience.” Incredibly enough, the grandmother left in a huff.

The “Integrity” Close

I hope you don’t think the owner carried his integrity too far, and deep down I don’t think anyone who is interested in building a sales career will feel that way.

Here’s a man who can be trusted. I would be willing to send my son into his shop with a check made out to him with the amount left blank. This man has integrity and he really does care about his customers. It’s true that the owner missed that sale, but as a direct result of “missing” that one, he has probably made countless others.


The Rest of the Story


I have thought about this Christmas gift many times over the last 30 years.  But last year everything changed for me. I was listening to a series by John Eldredge, one of my favorite all time authors (John’s Blog), about how our Father (God) knows our heart and He wants the best for His children.  That is when I realized that my Christmas gift was so much more than “just a bike.”


You see, Dad more than anything wanted to give me the perfect gift.  Dad’s problem, as he explains it, was “I don’t speak bicycle.”   So, in the natural sense, there was no way Dad could give me the perfect gift, unless of course, God knew his heart.


Dad says that “coincidence is just God’s way of staying anonymous.”  And for most of my life I thought I was just a lucky boy who got an awesome bike because we just happened to wander into the bike store at just the right time. 


Now I know different.  God set the stage for that day.  Not so I would get just the right bike, but so that Dad’s heart would know his son had the best bike.  And so that 30 years later I would realize that God’s providence is in everything, even a bike.


P.S.  The name of the bicycle shop was the Richardson Bike Mart, and it’s still there ( ).  There is a pretty famous bike rider that came out of that store that you may have heard of by the name of Lance Armstrong.  Coincidence?  I think not.


If you want to listen to Dad tell this story, click here: