Salesmanship Corner by Zig Ziglar - Harvard Business School - The Class Of 1949

On August 28, 1994, "Pinnacle," a feature of CNN Business News, ran a fascinating story about the Harvard Business School Class of 1949. The Class of 1949 is widely recognized as the most outstanding business school class in the history of Harvard University. The "Pinnacle" staff was present at the 45th reunion of the class. Here is their profile:

Most of them came from very modest circumstances. Nearly half of the class became CEO's and Chairmen or Chief Operating Officers of their companies. Eighty-six percent of these men served in World War II and two-thirds of them worked their whole business career in one company. Most of them were married for over forty years to their only wife and they had a sense of self that was clear and down-to-earth. Their "rootedness" was impressive and they were hard workers. They acknowledged that a degree of luck was involved, but I believe it's safe to say that the harder they worked, the luckier they got. As a group they were risk-takers, not gamblers. In a risk-averse world they were willing to assume intelligent risks.

'49er Marvin Traub, former Chairman of Bloomingdale's, said he made important decisions based on the question, "How would I feel if it was on the front page of The New York Times?" The consensus was strong that none of them would have been successful if they had not been ethical. They believed that if people didn't trust them, there would have been no way for them to advance. They trained themselves to be knowledgeable, dedicated and patient. They practiced good values, securing success and happiness in life. Correspondent Beverly Schuch said, "One is struck with the utter ordinariness of this extraordinary group. They are more thoughtful than boastful and wear their success like an old pair of shoes." Sounds like a good blueprint for success to me. I encourage you to buy their approach to life and I'll SEE YOU AT THE TOP!

Zig Ziglar is a motivator and teacher. He is the author of 26 books and loved by millions of people world wide for his practical wisdom and his gift of hope.

Salesmanship Corner by Jeffrey Gitomer - The Impact of Reading.From your eye, to your mind, to your wallet.

“See Spot Run.”

That sentence was from one of your first reading lessons.

“Look. Look. Look.”

That sentence was from one of your first reading lessons.

More than 100 years ago, The Scott, Foresman Publishing company created the immortal reader Fun with Dick and Jane. Millions of kids learned to read from those books -- me included.

You learned to read at a very young age. It was fun.

Then came television, it was more fun, and your reading was cut in half – maybe more.

Then came beer, and less reading.

Then came job, and even less reading.

Then came marriage and family, and reading books converted to reading bank statements and insurance policies, and helping your kids learn to read from the very same books you learned from.

You get the idea. Many people, maybe even you, have substituted reading for other activities, pleasures, or necessities in life.

I believe it’s time to reverse that trend.

You have all heard the phrase, “Read to succeed.” I believe the phrase should be, “The more you read, the more you will succeed.”

• How much do you read?
• How much should you be reading?
• What do you read?
• What should you be reading?

Those are four compelling success questions.

Only you know the answers.

Here are a few more reading thoughts…
On book reports. Teachers asked you to do book reports for a reason. Book reports helped you talk about and think about what you read. Book reports helped you understand the impact of the book and generated thoughts and ideas about your new knowledge.
On tests. Tests, especially essay questions, forced you to clarify and elaborate on what you read. Almost forced understanding, especially if you were like me – cramming the night before.
On volume of volumes. It’s likely you read more books by the age of 12 than you read in your adult life. Why? Probably TV.
On speed reading. I am against it. You can’t read Atlas Shrugged (Ayn Rand) in a minute. You have to read every word. You read a book to gain knowledge and wisdom from the lessons and the ideas. You read for the experience and the pleasure. It’s not a race; it’s a journey. If you want to win, think tortoise, not hare.
On fiction or non-fiction. Novels are not as thought provoking or idea laden as non-fiction. I am prejudiced toward non-fiction because it’s more “how to” and because I write it. I recommend that you treat yourself to a novel or two a year. But if you read a book a month, the ratio should be ten non-fiction and two fiction a year.

The benefits of reading are short term and long term:
Read to enjoy.
Read to understand.
Read to get answers.
Read to strategize.
Read to clarify.
Read to see what others are thinking.
Read to learn.
Read to expand your knowledge.
Read to refine your thinking.
Read to impact your thinking.
Read to create an atmosphere of focused thought.
Read to change your thinking.
Read to create new thoughts.
Read to generate new ideas.
Read to achieve.
Read to win.
Read to earn.

Here are some of my personal reading tips from things I do as I am reading, and after I put the book down:
• I highlight as I read, but I don’t just underline what the author said, I take my own notes as I read.
• I write in the margins and enter my margin notes in an action file. I put thoughts and ideas in writing as soon as they occur.
• I can identify with characters, and characteristics. Most notably Holden Caulfield, he was the first. Then came Sherlock Holmes, Howard Roark, and John Galt. There are many others including, but not limited to. Bugs Bunny, Alfred E Newman, The Cat in the Hat, and Don Juan.
• I discuss to clarify. I talk about what I learned from reading to clarify and affirm my own thinking.
• I take action on things I want to try, or things I’m trying to accomplish.
• I gain insight. Especially when I read about creativity and thinking.
• I am inspired by those in the arts whose paintings, woodcuts, and photographs I admire.
• I adjust philosophies and thoughts when more credible ones emerge. When I read, I’m open to learn, and open to new ideas.

How does reading impact you?

Many people go to the library to read. Libraries are a great place to read and determine if the book is valuable enough to own. Bookstores are where you can purchase books to build your own library. Books are not just for reading; they’re also for reference.

The action plan is simple: Read ten pages a day. At the end of a year you will have read 3,650 pages. My bet is that those pages will teach you more, inspire you more, and earn you more, than the TV re-runs you’re currently watching.

Yes, there are books I recommend to build your library. Go to www.gitomer.com, register if you’re a first-time visitor, and enter the word LIBRARY in the GitBit box.

Jeffrey Gitomer is the author of The Little Red Book of Selling and eight other business books on sales, customer loyalty, and personal development. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales, customer loyalty, and personal development at www.trainone.com. Jeffrey conducts more than 100 personalized, customized seminars and keynotes a year. To find out more, visit www.gitomer.com. Jeffrey can be reached at 704.333.1112 or by e-mail at salesman@gitomer.com

Relationship Corner by Dr. Gary Chapman - Physical Intimacy in Marriage Part 1 of 2

Last week we discussed four types of maritial intimacy. The fifth is physical intimacy, which will be covered this week and next week.

The book of Genesis says that when a husband and wife have sexual intercourse, they become “one flesh." It is the consummating act of marriage, the physical expression of the inward union of two lives.

Sex is not simply a matter of joining two bodies that were uniquely made for each other. It speaks of intellectual, emotional, social, and spiritual bonding as well. Sex was God’s idea, and marriage is the context in which it finds ultimate meaning.

Celebrate the Differences
Sexual intimacy is certainly near the top on the list of intimacies commonly desired in marriage. Because men and women are sexually different (long live the difference!), we often approach sexual intimacy in different ways. The husband’s emphasis is most often on the physical aspects--seeing, touching, and feeling. On the other hand, the wife emphasizes the emotional aspects--to feel loved, cared for, and treated tenderly. For her, these pave the road to sexual intimacy.

Mutual Satisfaction
Understanding male-female differences is necessary if we are going to discover God’s ideal of sexual intimacy. The husband must learn to focus on his wife’s emotional need for love. The wife must understand the physical aspect of her husband’s sexual desires. As in all other areas of marriage, this requires learning. If the couple focuses on making the sexual experience an act of love, each seeking to pleasure the other, they will find sexual intimacy.

It should be obvious that we cannot separate sexual intimacy from emotional, intellectual, social, and spiritual intimacy. You can study these separately, but in the context of human relationships, they can never be compartmentalized.

The sense of closeness, of being one, of finding mutual satisfaction is reserved for the couple who is willing to do the hard work of learning. Love can be learned, and sexual intimacy is one of the results.

There are five love languages. What's yours? Take the 30-second quiz.

Excerpt taken from The Family You've Always Wanted: Five Ways You Can Make it Happen by Dr. Gary Chapman. To find out more about Gary Chapman's resources, visit www.fivelovelanguages.com.