The why behind the why

Dear Friend,

What is your motive?
What do you really want?
What are you hoping to achieve?
Why do you want to achieve that?

In sales we call this the why behind the why.
If a client asks us to do a two-day sales training class for their team, we ask them what results they are looking for.

In most cases, they want their sales to go up.
We then ask, "Why do you want your sales to go up?"
"So we can exceed our quota,” they say.
"Why do you want to exceed your quota?” we ask.
“So we can make more money,” they answer.

“Why do you want to make more money?” we ask.
“So I can pay off my debt,” the sales manager answers.
(Suddenly it became personal.)

“Why do you want to pay off your debt?” we ask.
“So I can build the lake house I have been dreaming about,”
the sales manager answers.

“Why do you want to build the lake house?” we ask.
“So my grandkids will come and spend time with me.”
(Suddenly it became really personal.)

The why behind the why is really important. Now our solution is not sales training; it’s a vehicle that will deliver a dream.

At Ziglar we want you to take it one step further. It is the step from Success to Significance. Here it is:

“Why do you want to spend time with your grandkids?”
“So I can build a relationship with them that will allow me to teach them about the things in life that really matter.”

A hard question for you. If your why behind the why doesn’t end up at "legacy," why are you doing it?

You are Born To Win, so go ahead and Live to Win!

Tom

P.S. Today is Day 28 of my 66 Days of Gratitude Journey.
Today I am grateful for my Ziglar Legacy Certification family,
picnics, and a good night’s sleep!