for leveraging underutilized assets instantly spotted a way to bring the brilliance of Ziglar to a new generation of sellers. Working in partnership with the Ziglar family and Mark


Timm, executive vice president of Ziglar, Inc., Harrington mined the unpublished content to create a training pro- gram he calls Master Class. The program will mostly be Internet based and combines the new content from Ziglar with Harrington’s own experiences – Shark Tank stories, things he has learned in sales, how he has applied Ziglar’s techniques – to teach a new generation of sellers how to win. “It’s basically all video,” he explains. “We digitized it and brought the quality way up. I usually introduce the segments, talking about Zig’s thoughts and how I applied them to a specific selling situation. Then I’ll say ‘Let’s hear from the master’ and flip to him.” Sometimes “flipping to him” means playing from Ziglar’s video content. At live events, it can also mean interacting with the master himself using a hologram of Ziglar. “I discov- ered that millennials don’t know Zig Ziglar,” says Harrington. “They don’t know who he is, what he does – they haven’t listened to him, read him, seen him. I wanted to bring him back to the future so younger people could get to know him. What better way to do that than to have him pop up?”


Great Sellers Are Made, Not Born


Harrington learned to sell the hard way – reading books, hitting the streets, figuring out what worked and didn’t work by trying different approaches. So, when a college friend, who was naturally funny and personable, said to him, “I could never sell like you!” Harrington disagreed – and challenged his friend to come work for him at his heating and air conditioning company. The friend accepted.


“I took him on sales calls with me and he’d watch how I closed sales and did the process,” remembers Har- rington. “He said, ‘I think I can do that.’ I turned him loose and he became one of my top salespeople.” Later, he became one of Revlon’s all-time top-performing salespeople and remains one of Harrington’s close friends. “You aren’t born a salesperson,” says Harrington. “You learn how to sell. For anyone sitting out there who is afraid or doesn’t think they can, my message is: You can. You just have to have the right people to help you. It’s about training and learning and good mentors.”


VIDEO: THE ORIGINAL SHARK: KEVIN HARRINGTON ON SALES SUCCESS


The initiative is pure Harrington and pure Ziglar as it’s all about helping others succeed in a way that resonates with them. “In today’s world, there is no lack of information – but there is a lack of information people trust,” says Har- rington. “Zig Ziglar was a master that millions of people trusted. This classic but newly released content is sure to help millions more.” 


Harrington’s Recipe for Success


Think you’ve got what it takes to pitch a product and be successful? We asked Kevin Harrington to tell us the top three things he looks for as indicators that entrepreneurs and their products are likely to be a success. His answer:


1. Uniqueness. The product must solve a problem in a unique fashion through a “magical transformation.” 2. Passion. The entrepreneur must speak from the heart with passion, honesty, and integrity. The last quality is especially critical. Harrington says integrity is the most important quality for a salesperson to become great. “You need to have the lifetime vision of your customer in mind, not be a ‘one and done’ salesperson.”


3. Number Knowledge. Entrepreneurs must know their numbers inside and out. What’s the cost to acquire a cus- tomer? The cost to keep a customer? The cost of the business? Future projections of sales? If you want to win with Harrington, you’d better be solid on these and every other number related to your product or business.


SELLING POWER JUNE 2018 | 17 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32