Of the the Greatest Salesman of our time, Zig Ziglar, sadly passed away in 2012.
In the video below, Zig says those with the highest degree of integrity are the most successful and they understand relationships, that customer orders are not fulfilled until the customer is satisfied... it takes your whole team from the beginning to the end to make a sale complete. You solicit trust from your customer when you follow up and ensure this is the case. That is when you will also get new prospects...
Zig also made this extremely powerful statement:
Failure is an event not a person. If you fail to make a sale tomorrow, that's just an event. You can always begin again tomorrow. Optimism is a key part of our makeup if we're in sales.
Keys to Successful in Sales:
Closing the Sale - Two top tips:
Always lead with your No. 1 benefit and always close with your No. 2 benefit - people will usually remember the first and last thing you said.
As online marketers and often reluctant sales people, it’s important to know more than just the mechanics of selling…
This is our favourite 'Zig Ziglar Close'... The 'Love' Close
In Chapter 15, Zig talks about being tough. He explains it like this:
You Need to Be Tough. If you are going to make it in the world of selling, you’ve got to be tough, and easily the toughest, most irresistible force on earth is love. You need to love life, the profession of selling, the prospects you deal with, your fellow man, your God, your Country, and your Family.
Zig continues on page 157…
It’s certainly what we need in the wonderful world of selling. When you are on a sales interview, whether you are selling a product or a business opportunity, you must believe deeply, firmly, and sincerely that what you offer is in the best interests of the person you are trying to persuade to take action. If you beieve this way, you can sincerely pull for your prospect to buy for his benefit.
Zig continued to say:
I guess if I were to sum it up, I would say despite all the information we’ve been giving you which I’m confident is valid, in the final analysis you tell people from your head, but you persuade – you sell – from your heart.