Is Zig Ziglar a Sales Genie?

Jan 15 2008

Posted by: Cheryl Clausen in coaching, tags: sales genie, top producer, zig ziglar

Zig Ziglar certainly looks like a sales genie or a sales genius. When you’re struggling to make sales yourself it can be frustrating to observe Top Producers like Zig at work. They seem to have an almost magical quality that you don’t.

The truth is you too can become a sales genie or genius just like Zig or any other Top Producer. There are some simple truths about Top Producers:

they’re never afraid to invest in themselves and their development
even though they’re considered great by others they continually strive to improve
they’re great listeners and seek to understand the prospect and the prospects needs
they never push for a sale when they haven’t uncovered a highly motivating need
they always ask for the sale when they have uncovered that highly motivating need

According to Chris Hegarty salespeople fail to ask for the sale 63% of the time. That’s an obvious problem yet many sales people just can’t bring themselves to ask for the sale. If you can’t ask for the sale you lose, and so does your prospect.

Why can’t you bring yourself to ask for the sale?

Do you believe in the value and importance of your service?
Did you and the prospect discuss their highly motivating need for your service?
Will you feel good knowing that your prospect will probably settle for a lower quality service provided by your competition because you wouldn’t ask them for their business?

Here are some things to keep in mind on your journey to becoming a Top Producer.

The first sale you have to make is to yourself. If you don’t believe in your service neither will anyone else.
A buyer won’t buy until they’re ready to buy and their readiness is directly proportional to the reward they’ll get for making a buying decision, or the consequence they’ll avoid.
When a prospect is ready to buy they will buy from someone and it may as well be you, but if you don’t ask the buyer may misinterpret your reluctance to ask as disinterest in working with them.

This entry was posted on Tuesday, January 15th, 2008 at 3:09 pm and is filed under coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.