What a great section from a real sales pro! Zig Ziglar was one of the greatest sales professionals who really understood the psychology of sales and how to communicate effectively to build real, lasting relationships.

The challenge with any sales person who does not believe in their product is that they believe the reason that they're not hitting their numbers is because the product isn't good enough or that people just don't want to buy it.

In reality, it's the feelings they have about the product and the feelings they have about the people that they're selling to which is holding them back.

However, when you try and explain this, they often become defensive and continue to assert that it's not them that's causing the lack of sales.

A great attitude and a positive mindset can be more effective for hitting targets then almost anything else.