Got A Problem? Find A Problem! Many years ago Dr. Karl Meninger of the world-famed Meninger Clinic in Topeka, Kansas, was asked the question: "What would you do if you feared that a nervous breakdown was coming on?" Without hesitation Dr. Meninger said, "I would find somebody with a bigger problem and get involved with helping him solve his problem; in the process I would forget about my own."

This brings me to a major point that I will use periodically in this column, which is "you can have everything in life you want if you will just help enough other people get what they want." Please understand this is a philosophy - not a tactic. It is the philosophy upon which I have built my company and upon which I run my personal life. Recently, a reporter for a medical magazine asked me how this philosophy would work in medicine. I explained to him that if I was ill and went to a doctor who cured me, I would tell everybody in town what a marvelous physician he or she was. The reality would be that the doctor had given me what I wanted - a return to good health. Because the doctor helped me get what I wanted, I had - without him or her saying a word - told others what a marvelous physician he or she was. Bottom line: That doctor's practice would, in all probability, expand.

Problem: How do sales people sell more goods and services so they can earn more money? Solution: They sell a product that solves a problem (that's what their prospects want) and those prospects will become centers of influence and help them sell more of their goods and services -which is what they want. It works, so buy into the concept that you can have everything in life you want if you'll just help enough other people get what they want and I really will SEE YOU AT THE TOP!


A talented author and speaker, Zig Ziglar has an appeal that transcends barriers of age, culture, and occupation. Since 1970, he has traveled over five million miles across the world delivering powerful life improvement messages, cultivating the energy of change. Since 1970, an extensive array of Ziglar audio, video, books, and training manuals have been utilized by small businesses, Fortune 500 companies, U.S. Government agencies, churches, school districts, prisons, and non-profit associations...

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