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Zig Ziglar: How to Get What You Want (Full Transcript)

Here is the full transcript of author and motivational speaker Zig Ziglar’s talk: How to Get What You Want… 

Listen to the MP3 Audio:  Zig Ziglar on How to Get What You Want


Introducing speaker: At this time it is my pleasure to introduce to you, your next featured speaker. He hails from Dallas, Texas. He is a man who — we have a Dallas Texas resident here; welcome sir. Two of them, okay.

Your next speaker is a man who not only professes the greatness of individuals but has experienced the concept of greatness. He was number one in a sales force of over 3,000 salespeople. He was also number two in a sales force of over 7,000 salespeople. He’s a man who has worked very hard for the beliefs and convictions he possesses.

I’m delighted to say that he is the author of the very successful and popular book: See You at the Top, which is now in its ninth printing and has sold over 143 thousand copies in its brief existence. I’m also delighted to say that this book and the philosophy behind this book is now being taught to the young people in the schools throughout America in many communities.

Zig Ziglar, ladies and gentlemen, is making an impact – a great man who believes that it’s your aptitude, not just your attitude that always determines your ultimate altitude.

Ladies and gentlemen, would you please join me in welcoming my friend and yours, Mr. Zig Ziglar.

Zig Ziglar – American author, salesman, and motivational speaker

Thank you. Thank you. Just for a moment let’s play a game.

Let’s pretend that your telephone rings tomorrow morning. The voice on the other end says, “John, I’ve got some marvelous news for you. We’ve just won a trip to Acapulco. There’re going to be four of us that can go. They’re only two of us: my wife and myself. We leave at exactly 8:45. We’re going to stay on the beach four days. We will live in a millionaire’s villa. We will have everything at our beck and call. We will live the life of luxury for four full days. Now, remember, John, we leave tomorrow morning at 8:45. My only question is: can you be ready to go at 8:45?”

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May I see the hands of those who could in fact respond and say: yes, I could go.

Just for a moment, let’s continue the game by saying: you got the telephone call. You accept it. Then all of a sudden it dawns on you: “Hey, I’ve got some things to do. As a matter of fact, I’ve got to do this and this and this and this and this. And as a matter of fact, you turn to your wife and say honey, I just don’t know whether or not we can make it or not. She says, now hold that phone John. She whips out a sheet of paper. She says now what’s the first thing we got to do. What’s the second thing? What’s the third thing? What’s the fourth thing? What’s the fifth thing? How many of you honest-to-goodness believe that during the next 24 hours you could get more done than you normally get accomplished in three four, five, six days? Would you hold up your hands please?

Here’s my question please: Why don’t you go to Acapulco tomorrow? Every day of your life: Why don’t you in your own mind say tomorrow I go to Acapulco if I get this done today? Do you realize that if you were to do that and schedule it and lay it out that it would be just a matter of weeks before you could in fact go to Acapulco at any time that you wanted to, or anywhere else you wanted to go.

I was coming in on the plane yesterday which is generally the way I fly. And I was sitting next to an old boy and I couldn’t help but notice he had his raw — his wedding ban on this finger. Now looked at him for a moment. I said, “Friend, you got your wedding band on the wrong finger.”

He said, “Yeah, I married the wrong woman.”

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I don’t know whether he did or not but I am completely persuaded that most people have the erroneous idea about what it takes to be successful and then about what success is and about what life is. And I would like to, during these next few minutes, clamp down right inside of your mind. I’d like to clamp down in your emotions. I’m going to motivate you.

I’m going to say some things to you that are going to have an impact and you will, in fact, not be the same when you get up from your seats at the end of this evening.

On your trip to Acapulco there were several things involved. First of all, you had a very specific goal. Second, you had a time limit. And third, you listed the obstacles, the things you had to do in order to get the trip to Acapulco.

I’m going to talk to you tonight about goals. There are four basic reasons why people do not have goals. Number one, they have not been sold. Now friends, I’m flat going to sell you on why you got to have them. I didn’t say I wanted to. I didn’t say I was going to try to, didn’t say I hoped to. I flat said I’m going to sell you on why you must have them.

The second reason a lot of people don’t have goals is they do not know how to set those goals. I’m going to give you a basic formula for setting those goals. That will be precise if you will follow it.

The third reason a lot of people do not have goals is they have fear. You see, there’s a certain amount of risk involved when you say this I’m going to do. Even if you do not tell anyone else, when you set a goal, there’s a certain amount of risk involved.

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Then the fourth reason a lot of people do not have goals is because they have a poor self-image. If you do not think you deserve success, if you do not think you deserve a bigger home, to be a million-dollar producer, to have an outstanding mate, or beautiful well-disciplined children who are productive — if you don’t think you deserve them, then you’ll do things that will keep you from getting them.

Let’s look at number one. Let’s sell you on the idea of having goals. Are they important? At Yale University in 1953, they did a study of the graduating seniors. They discovered that of the graduating seniors, only 3% of them had definite predetermined written-down goals. Twenty years later, they did another survey of those seniors who had graduated. They discovered that the 3% who had committed their goals to paper had accomplished more than the 97% who had not written them down.

What about you personally? Have you got your goals laid out? Are you a meaningful specific or are you a wandering generality? Are goals necessary? I’m going to say emphatically yes. Can you imagine the chairman of the board of General Motors and somebody comes to him and says how did you get to be chairman of the board, General Motors? Do you really believe? He said well, I just showed up for work and they started promote, man. First thing, here you know. Here I am, chairman of the board, General Motors. No, I think you know that that is not the way that it happened.

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