Zig Ziglar is The Salesman's Salesman
His accent may be slightly strange and his stories and jokes may be out of date, but his understanding and principles of sales are timeless. Zig Ziglar passed away in November 2012 but his lessons on selling and sales techniques will go on and on. Zig was the first person to try and make the profession of selling exactly that, a profession. With clear values and transparent techniques Zig Ziglar had a technical approach to selling that was easy to learn and ethical. He made clear differences between a salesman and a charlatan and did everything he could to indicate this to, not just those in the world of sales, but also for the consumer so they could protect themselves against the charlatans whose only focus is their own financial gain at their expense.
Technique is the foundation for artistic expression.
It was my head of acting when I was at drama school who said the statement above "Technique is the foundation of artistic expression" and its principle as defined the why I have conducted myself as an actor, dancer and....businessman. Selling is an art form, albeit different from acting or dancing, but the principle is the same. In order to deliver the goods/effects we want, we must have a clear set of tools to use and rely upon. This is our technique. Selling is no different and it was Zig Ziglar who first started to look at the truthful techniques necessary to be a successful sales person. Read his books, watch his videos and listen to his audio programs, they are a wealth of information for those looking to be the best at what they do.