You know, when Zig Ziglar said “Sales is essentially the transference of feeling,” he was getting to the absolute heart of the game. It’s not about features or even benefits on a spreadsheet. It’s about that gut-level belief you pass to a customer. Let me explain what I mean.
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Meaning
At its core, this means people buy the confidence and conviction you have in your product, not just the product itself. They’re buying your feeling of certainty.
Explanation
Look, I’ve seen this play out a thousand times. You can have two salespeople with the exact same product, the exact same script. One kills it, the other flops. The difference? The top performer isn’t just reciting facts. They’ve internalized the value. They genuinely believe their solution is the best thing since sliced bread, and that feeling—that excitement, that trust, that security—is contagious. It transfers from you, to them. It’s an emotional handoff. If you’re skeptical or just going through the motions, they’ll feel that, too. And they’ll walk.
Quote Summary
| Context | Attributes |
|---|---|
| Original Language | English (3668) |
| Category | Business (233) |
| Topics | communication (196), emotion general (105), influence (70) |
| Literary Style | analytical (121), clear (348) |
| Emotion / Mood | reflective (382) |
| Overall Quote Score | 72 (65) |
Origin & Factcheck
This gem comes straight from Zig’s 2003 book, Selling 101, published in the United States. Sometimes you might see it misattributed to other gurus like Tom Hopkins or Brian Tracy, but nope, this is pure Ziglar. It’s the cornerstone of his whole philosophy.
Attribution Summary
| Context | Attributes |
|---|---|
| Author | Zig Ziglar (36) |
| Source Type | Book (4032) |
| Source/Book Name | Selling 101: What Every Successful Sales Professional Needs to Know (7) |
| Origin Timeperiod | Contemporary (1615) |
| Original Language | English (3668) |
| Authenticity | Verified (4032) |
Author Bio
Zig Ziglar inspired generations with his upbeat, practical lessons on sales and success. He started in door-to-door cookware sales, rose to corporate leadership, and then founded Ziglar, Inc. to train leaders worldwide. His books—like See You at the Top and Secrets of Closing the Sale—blend ethics, optimism, and actionable steps. He spoke to millions across the globe and built a lasting legacy in personal development and professional selling. If you’re exploring his writings, check the
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Where is this quotation located?
| Quotation | Sales is essentially the transference of feeling |
| Book Details | Publication Year/Date: 2003; ISBN/Unique Identifier: 9780785265762; Last edition: Thomas Nelson Publishers 2003; Number of pages: 112 |
| Where is it? | Chapter 6: Emotion in Selling, Approximate page from 2003 edition: 70 |