Mauro Libi: Successful stories about extraordinary people

Zig Zigler told a story once about a red headed Texan fella who interviewed once with a company for a sales job. This was a commission job. The company had perspective clients who were far more qualified for the position. The supervisor who interviewed him found the interview to be the most unique that he ever had. The red-headed Texan asked right at the start of the interview how much he would have to sell to make a commission of seventy-five thousand dollars that first year.  It seemed like a strange question, since he never made more than minimum wage. I told him, the amount he would have to do in sales and he said that he would do it, because for him to move to New York from Texas, he wanted no less than seventy-five thousand dollars. He seemed so sure of himself and that it was so do-able that the company hired him, but they did not have much hope for him. The young Texan had such a positive attitude that he had the interviewer actually convinced that the sales would happen. He was given a territory that nobody wanted because sales were so poor in that part of the city.

When the Texan got home  that night, he wrote himself a sign saying that he needed such a dollar amount in sales within four weeks to make his first months goal commission. Then he read everything he could about his companies product and on his new territory. He studied and tried to see why the other sales people in that territory have failed. He spent several days speaking to the potential customers in the past that said no and asked them what it would take to make them change their mind. Our Texan had a very positive attitude and was determined to succeed. He had no doubt that he would succeed. Because of that attitude, he did not mind putting in hundreds of hours speaking to people, looking up research. He kept very accurate charts and grafted the desires of his customers. He found the customers in his territory to have very specific needs that were being ignored. Needs that his new company could service to the customers.

Our story's Texan not only made his projected commission that very first month, he exceeded it and went on to become one of the best sales people that this company ever had. It was a combination of positive attitude, hard work and a desire to listen and learn while never giving up on  his goals and dreams.

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