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The Stories Are True
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Copyright © 2005 by Wesley W. Zimmerman All Rights Reserved. No part of this book may be reproduced or transmitted in any form or by any means, graphic, electronic, or mechanical, including photocopying, recording, taping, or by any information storage or retrieval system, without the permission in writing from the publisher. ISBN: 978- 0976030706
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Except for certain members of my family and a few people who appear several times because they made a great difference1 in my life, all names have been changed to protect the privacy of the individuals who shared these stories with me or were involved in them with me. All the stories are related in the first person though the majority happened to someone else and were related to me. I have used this approach to better pass on to you, the wisdom contained in them. You will learn this wisdom as you read and relate them to happenings in your life, not by preaching from me. Some of the stories will make you laugh; some will bring tears to your eyes; many are unforgettable. Enjoy! Wesley W. Zimmerman
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Please see Acknowledgements at the end of this volume.
Scottsdale, Arizona
Table Of Contents The Stories Are True . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .i Table of Contents . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .vii Chapter 1 – Making Dreams Come True . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1 The Power Of The Perception Of A Difference (POD) makes your dreams come true and enables you to make a difference by making the dreams of others come true. Chapter 2 – Buying . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9 When you understand the process of buying you possess a tool that can improve your life and the lives of others. This is especially true when your work involves Marketing and Selling. Chapter 3 – Marketing, A Key Block In The Business Arch . . . . . . . . . . . . . . . . . . . . . . . . . . . . .33 Any job in Marketing is a great responsibility because Marketing’s function and responsibilities in a business are widely misunderstood. This misunderstanding is often one of the causes of the problems that result in low sales and management disagreements. Chapter 4 – An Example From The Past . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .67 The easiest way to see the breadth as well as the gross detail of Marketing in a company is by seeing an example. This one is a beauty.
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Chapter 5 – Creating Awareness . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .87 Now that you know what Marketing really does, it is time to discuss what many people think is the only thing it does. Chapter 6 – Selling . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .115 Selling takes over in the buying process when interactive dialog with a human is necessary for you to complete the buying decision. It is the realm of the professional salesperson. This chapter is designed to give you an overall understanding of the sales profession. The emphasis is on the practical and what actually works. You will find it very interesting if you are considering a career in sales, are selling currently, or are responsible for a sales operation. Chapter 7 – People Educating Each Other . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .129 Selling is an educationa