HOW CAN YOU

CREATE WIN-WIN
RELATIONSHIPS?

“Selling is a transference of feeling.”

— Zig Ziglar
 V A U LT T H R E E

The Genius ApproAch

Welcome! Vault 3 contains the secrets to your next step in the sales success journey. Now that
you understand the value of selling, and you’ve learned your role in the sales process, it’s time to
discover the power of building win-win relationships with other people.

The Genius Approach turns everything you know about selling on its head. It creates a synergistic
mindset that turns you into a valuable ally for others. And when they get what they want, you are
far more likely to get what you want.

SECRET 3.1 — You Are in the People Business

SECRET 3.2 — You Are the Most Important Sale You’ll Ever Make

SECRET 3.3 — People Are Opportunities, Not Excuses

SECRET 3.4 — Give Empathy, Not Sympathy

SECRET 3.5 — Prime the Pump

Schedule time to watch the videos and fully engage the activities to get the most value from
this unique experience.

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 SECRET 3:1

You Are in The people Business

The Genius Approach: a people first, win-win perspective that will supercharge your success.
Selling is all about serving people. How might understanding that you are in the people business
change how you think about sales?

“Selling is a transference of feeling.” — Zig Ziglar

What feelings are YOU transferring?

The Post-Selling Close. Follow up after the sale to build relationships for the long-term
and close after the close. Write a note. Send an email of gift. Keep giving value.

Notes:

Key Takeaway

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 SECRET 3:2

You Are The MosT iMporTAnT

sAle You’ll ever MAke

“If people like you, they will listen to you. If they trust you,
they’ll do business with you.” — Zig Ziglar

What do you look for in others to know if you can trust them?

What might other people see in you that would convince them that you can be trusted?

The Attitude Close. Your own confidence level will determine your sales success.

The Character Close: Your character will establish trust with other people and ultimately
determine your long-term success. Closing starts with who you are. Character never
goes out of style.

Notes:

Key Takeaway

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 SALES INTEGRITY SELF-ASSESSMENT

Harnessing the power of The Genius Approach requires you to be a genuine and sincere person of
integrity. You can’t fake it to make it. Once you become a trusted person, however, your potential
for growth is limitless.

ASSESSMENT
As you reflect on the last year, how did you do when it comes to presenting the very
best version of you to the world? Rank yourself on the following areas, with one being
the lowest and ten being the highest.

LOWEST HIGHEST

IntegrIty 1 2 3 4 5 6 7 8 9 10

trust 1 2 3 4 5 6 7 8 9 10

CharaCter 1 2 3 4 5 6 7 8 9 10

honesty 1 2 3 4 5 6 7 8 9 10

at t I t u d e 1 2 3 4 5 6 7 8 9 10

Think of a time when you chose to do the RIGHT thing, even at great cost to you or your business.
What positive outcomes did you see as a result?

Think of a time when you cut corners or let your own character slip in a relationship or sales
opportunity. What negative outcomes did you see as a result in the long run?

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When you DO make mistakes, how can you follow Kevin Harrington’s 4 steps to repair business
relationships and rebuild trust?

4 STEPS To Fix MiSTAkES APPly To your SiTuATioN

1 own up to it.

2 overcompensate for it.

3 set up systems to ensure it doesn’t happen again.

4 Leave them feeling warm and fuzzy.

TruST-BuildEr TiPS
Reference this list of tips to help you cultivate trust. Choose the one that resonates the
most with you right now. Focus on it until it’s second nature. Keep going until the entire
list becomes a way of life.

s !LWAYS do the right thing s 'IVE MORE THAN YOU TAKE

s 3AY WHAT YOu are going to do and s 2ESPECT WHERE OTHERS ARE COMING FROM
FOLLOW THROUGH
s 4AKE MORE OF THE BLAME AND LESS OF THE CREDIT
s /vercommunicate
s #REATE MUTUALLY BENElCIAL RELATIONSHIPS
s !SK CLARIFYING QUESTIONS
s "E HONEST BUT BE KIND
s 6ALUE LONG TERM RELATIONSHIPS OVER
s 3HOW PEOPLE YOU CARE GENUINELY BE
SHORT TERM SUCCESS
INTERESTED IN WHAT INTERESTS THEM
s 3HOW APPRECIATION VOCALLY AND OFTEN
s !DMIT YOUR MISTAKES
s 3HOW CARE CONCERN AND COMPASSION
s "E TRANSPARENT ABOUT WHAT YOU ARE LEARNING
s (ELP OTHERS GET WHAT THEY WANT
s 'UIDE OTHERS TO HELP THEM BE BETTER
s 3TAND UP FOR THE PEOPLE UNDER YOU

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 SECRET 3:3

people Are opporTuniTies, noT excuses

“If you don’t take ownership for your failures, you’ll never be able to celebrate over-the-top success.
You’ve got to own your success and face those fears, instead of letting your fears own you.”
— Kevin Harrington

How difficult is it for you to take ownership of your sales failures? List a few examples of times when
you have blamed other people for the lackluster results.

In the circumstances you listed, how could you have done a better job of conveying the value of
what you were selling?

Zig’S 4 TruThS ABouT FEAr

1 there has never been a truly outstanding salesperson who was ______________________.

2 don’t confuse _________________ refusal with______________________ rejection.

3 remember who wins in the sales process.

4 there is no such thing as a _____________________________ salesperson.

Notes:

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reMInder: You don’t need to win an argument with customers or get them to admit a mistake.
In fact, that’s the worst approach you could take. Instead, remember the core secret—you’re
there to help them.

If they didn’t see the value of what you’re selling, that’s probably more on you than it is on them.
Remember the lesson from “the Redhead.” You’re not there to win an argument or get them to
admit they made a mistake.

You’re there to make the sale.

The New decision Close. The key to overcoming a “No” is NOT to convince the
customer they are making a mistake, but to empower a new decision.

Think about how Kevin offered new information to sell infomercials in England. What new
information could you give your customers or audience to empower a new decision?

“F-E-A-R has two meanings: ‘Forget Everything And Run’ or

‘Face Everything And Rise.’ The choice is yours.” — Zig Ziglar

Key Takeaway

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 SECRET 3:4

Give eMpAThY, noT sYMpAThY

“Sympathy costs sales, but empathy creates sales.” — Zig Ziglar

WarnIng! you can waste a lot of time chasing

! people who don’t truly want your help.

Empathy is understanding and caring enough about someone’s pain to be part of a solution.
Sympathy is commiserating and joining in to whine about the problem.

Be honest with yourself. How often do you react out of sympathy instead of responding with
empathy? List some specific instances where you let your sympathy overrule your better
judgment and your sales suffered as a result:

The Corner Close. Customers often back themselves into a corner and create problems
for themselves. You can often close by offering a way out of the corner they created for
themselves. Take them off the hook:

“If I could show you how to get [your product or service] right now, without [objection that put
them in the corner] and without going back on your word, would you be interested?”

Key Takeaway

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 SECRET 3:5

priMe The puMp

“You’ve got to put something in, before you can expect

to get something out.” — Zig Ziglar

If you aren’t willing to put in the work, don’t expect to enjoy the benefits. That’s not how it works.

If you aren’t willing to help someone else, don’t whine when nobody helps you. Don’t expect to
be rewarded just for showing up. You’ve got to put something in to your career before you can
expect it to take off. You’ve got to learn before you can teach. You’ve got to put some hard work
in to life before you can expect to get something amazing out of life.

iNVENTory: When you think about people who want something for nothing, it’s easy to think
that everyone else has that problem. But what about you? Let’s get real. When was the last time
you primed the pump with others—your clients, boss, partners, or peers? List some specific
instances here:

Key Takeaway

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 YOUR PRIME THE PUMP ACTION PLAN

Priming the pump is a simple, but powerful way to maximize your impact. You’ve got to put
something in before you get something out. This guide will help you identify opportunities and
take action to invest in others first.

rEFlECT: Who primed the pump for you in your life? List their names here and how
they helped you. Take a moment to thank them if you haven’t done so already.

PriME ThE PuMP righT NoW!

With Your Customers or Audience
Who CAN i hElP? hoW CAN i hElP? WhAT CAN i do NoW?

With Your Supervisor or Team Leader (if applicable)

Who CAN i hElP? hoW CAN i hElP? WhAT CAN i do NoW?

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 With Your Peers or Team Members
Who CAN i hElP? hoW CAN i hElP? WhAT CAN i do NoW?

“Character is what moves you to put other people first and do the right thing for
others even if you don’t get a direct benefit from it.” — Kevin Harrington

Notes:

Key Takeaway

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