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1-Page Summary of Ziglar On Selling

The Original Sales Call

Every salesperson has a first sales call. Zig Ziglar’s debut call came in 1947, when he knocked on a door and an elderly woman answered. That’s when it happened—Ziglar froze up and couldn’t speak. He asked for water to recover from his shock, but the lady told him that she wouldn’t sell anything if she had to beg for business like that. It took some time before Ziglar realized how difficult selling is and how much work you have to put into it before you can succeed at it.

The salesperson of today is not the same as a hundred years ago. Today’s salespeople have to be well-educated and adaptable in order to compete with other businesses. They must also build trust with their clientele, because without it they won’t get any business. Trustworthiness is still the most important characteristic in a successful salesperson, even though technology has changed over time.

The Sales Process

What is the most crucial part of selling? Many people think it’s overcoming objections or closing a deal, but it’s actually finding prospects. You won’t get anywhere until you find someone who wants to buy what you’re selling.

Prospecting is the most important part of sales. Without prospects, you can’t make any money. The key to effective prospecting is to always be looking for new opportunities. You should take advantage of every opportunity that presents itself because it could lead to a sale. It’s all about attitude and activity; if you’re not active, then you won’t have anything to sell in the first place! Salespeople need to keep their eyes open at all times so they don’t miss an opportunity when it comes along. When reading newspapers or magazines, there may be news stories that suggest someone needs your product/service—this is a great way to find new leads for your business! If you see something interesting while standing in line at the post office or supermarket, strike up a conversation with them and turn it into a potential sale for yourself! Successful salespeople are enthusiastic about what they do; this enthusiasm will come through in their conversations with customers and help generate more interest in their products/services.

To be successful at selling your products and services, you have to let people know what you do. Salespeople who love their product or service will always sell and prospect for new customers. They also make sure to follow up with referrals from satisfied customers by getting back in touch with them, which tends to encourage more referrals.

Call Reluctance

Salespeople often hesitate to pick up the phone or knock on a door and say, ‘Hi. I want your business.’ They should overcome this by realizing that sales is really about transferring their feelings onto the prospects. It’s also important to realize that if you don’t feel anxious when trying to make a sale, there’s a good chance you won’t get it. You can begin overcoming anxiety by picturing yourself making successful calls in the past. The focus shouldn’t be on you – it should be on your prospect. Remember: All you have to do is make an effort; then success depends on how receptive your prospect is.”

Ask the Right Questions

Good sales people ask the right questions. Successful salespeople are able to make a customer aware of how much they need their product or service, and when is the best time to buy it. For example, you might ask your prospect if he or she has ever considered buying your product before, and why they haven’t made a decision yet. You can also help them realize that there’s no better time than now to purchase what you’re selling.