Zig Ziglar's Selling Process
Author: BrianSylvan Total views: 4 Word Count: 545
According to Zig Ziglar, sales at it's simplest is a communication process. So in order to be successful at sales, you need to have a process.
First, you must recognize that it is a process with a beginning and an end. Find out where your customer is at in the process and meet him and her there. You'll then be able to more easily guide him or her through the rest of the process through to closing.
Do you need a Sales Process?
You need a sales process if you're serious about being a successful salesperson. A process allows you to know where you and the client are at. It allows you to make sure both of you are on the same page in the process.
Be Logical and Client-Oriented
If you follow your logical sales process, the closing will be the logical conclusion and in no way will be forced.
Many salespeople don't realize that the message they deliver is sometimes NOT the message the prospect receives. This can cost a salesperson the sale. With a sales process in place, you will be able to recognize if you and the client are hearing the same message. If you're hearing different things, you'll be able to adjust your course accordingly.
And you always, always, always need to listen for more than words. Listen for meanings of words (intent). You'll get in trouble if you don't.
Zig Ziglar's Selling Principles
1. When you're selling you're engaged in a process, not an event.
This means there is a beginning, a middle and an end. Do you know where your customer is in the process? Do you know where you are in the process? If the answers to these questions don't match, then you won't sell.
How do you feel when you're at the end of the process and your client's at the beginning? You're ready for the client to write a check and your client's not even sure of what you do yet. What do you do?
To find out where your customer is at, you need to listen to words and intent. It's the only way. You won't get to your customer by talking over her needs.
2. When you solve problems, instead of sell product, you'll make more money, guaranteed.
Again, listen to your client to find the problems. Once you know the problem, you'll know how you can solve the problem with your product.
3. People have their own reasons for doing things. They don't do things for your reasons.
Again, it's a matter of finding out what those reasons are. Once you know those reasons, you can cater your sales process to those reasons.
4. Know more about your prospect than you do about your product.
You don't need to be the client's best friend, but you do need to know about her. What makes her tick? What makes her happy? Why is she looking at your product?
If you haven't already done so, implement a sales process in your organization. If you already have a process, work on lining up with the client on where he or she is at in the process. Zig Ziglar says that as you do this you will close more sales.
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About the Author
Zig Ziglar has created many of the Sales Training Programs used by the world's top salespeople. Read about his programs at Success Coaches Online.
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