Success Coaches Online

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.

Should You Use a Sales Process?

Zig Ziglar swears that if you want to be successful in the sales profession, you need a process. This is the best way for you to know what your client is thinking.

Your Sales Process Should 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.

Your sales process will help you identify if your prospect is receiving the message that you think you are delivering. Often times, the customer hears something different than what you actually say.

Your potential customer uses both words and intent to communicate. Do you understand both the words and the intent? If you don’t, you’re at risk of losing the sale.

Zig Ziglar’s Selling Principles

1. Selling is 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.

If you’re not at the same place with your client, you’ll be frustrated. But worse, your client will be frustrated. Chances are that a frustrated client will not be a buying client.

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. You make more money solving problems (needs, issues, concerns) than you do selling product.

Find your prospect’s problems, and then solve the problems with your product.

3. People do things for their reasons, not yours.

Look for those reasons. Cater your sales process to those reasons.

4. Learn more about your prospect than about your product.

You don’t need to be best friends, but you need to know them as people. You need to know their buying trigger, their interests, where they’re at in the sales process, and their buying points.

Do you have a process for your sales? If you don’t you’ll need to start implementing one immediately. Zig Ziglar promises that you will see your sales soar once you put a sales process into place, identify where your prospect is at in that process, meet your client where he’s at, and lead your client to the conclusion.