52 sales lessons from zig ziglar by shekhar kumar

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52 sales lessons from zig ziglar by shekhar kumar

  1. 1. 52 sales lessons By Shekhar Kumar “UNIVERSAL BUSINESS SCHOOL” MBA3
  2. 2. Lesson 1 • Freedom to impact life of other people to persuade. • Believe in the product while being ethical.
  3. 3. Lesson 2 • Selling is a process not an event. • More money by solving problem not by selling the product.
  4. 4. Lesson 3 • Prospects purchase from their reasons not yours • Prospects do not buy the products and services, they buy what benefit they offer them.
  5. 5. Lesson 4 • A professional seller will always sell what the prospect is buying. • Means he will not sell any irrelevant things .
  6. 6. Lesson 5 Honesty and Integrity is sales.
  7. 7. Lesson 6 • Have the right positive thinking “Positive thinking will let you do every thing better than negative thinking will. 1. Control your own attitude. 2. Do something good. 3. Read something inspiring.
  8. 8. Lesson 7 • Have a healthy attitude
  9. 9. Lesson 8 • Show respect to your prospects.
  10. 10. Lesson 9 Find the prospects smartly by:- 1. Genuine interest in person 2. Try to find out interest.
  11. 11. Lesson 10 Find lead source by cold calling. 35 % through existing customer. 15 % Referrals 5-10% niche 30 % Marketing effort 10 % cold calling
  12. 12. Lesson 11 • You spend time with your suspects. • You invest time with your prospects.
  13. 13. Lesson 12 • Gain the attention of the prospect • Elevator’s pitch.
  14. 14. Lesson 13 Use a general benefit statement. • i) Competitive benefit statement • ii) Sales objective • iii) brief information point
  15. 15. Lesson 14 • Pipe line planning • 80:20 rule.
  16. 16. Lesson 15 • Keep pipeline full and also understand what process in needed for turning for it into a customer. • Balance prospects in beginning . • Balance prospects while closing the deal.
  17. 17. Lesson 16 • Focus on intention. “ You can have every thing in your life as long as you have everything what others need”
  18. 18. Lesson 17 Ability to direct nervous energy. Do not have negative anxiety and focus. 1. Realize selling is transferring the felling. 2. Take every call as an positive experience. 3. Have organized solution and deliver disciplined manner.
  19. 19. Lesson 18 • Look at your business through the eyes of prospects.  Your business card.  What impression does it make.  keep the design simple.  Use the front to display content  information only
  20. 20. Lesson 19 Become a curious questioner.
  21. 21. Lesson 20 Listen up!!!!!!!!!
  22. 22. Lesson 21 P O G O Person Organization Goal Obstacles w.r.t. prospects
  23. 23. Lesson 22 Uncover needs.
  24. 24. Lesson 24 Status Quo. “Take the right question”
  25. 25. Lesson 25 Communicate well and understand non-verbal signs.
  26. 26. Lesson 26 Do not abruptly throw information
  27. 27. Lesson 27 There is a difference b/w features and benefit & features.
  28. 28. Lesson 28 Prepare the prospects to hear the benefit.
  29. 29. Lesson 29 Lead with the need
  30. 30. Lesson 30 Use right word
  31. 31. Lesson 31 Use right words. Wrong : deal, cost, obligation Right : invest
  32. 32. Lesson 32 Hit the right person with right dress.
  33. 33. Lesson 33 People buy for emotional reason backed up by a few logic.
  34. 34. Lesson 34 Have eye contact do not stalk.
  35. 35. Lesson 35 Satisfaction is closing sales.
  36. 36. Lesson 36 • Use trial closes
  37. 37. Lesson 37 Try different kind of process closing.
  38. 38. Lesson 38 Close properly with process
  39. 39. Lesson 39 Try again and again to close deal.
  40. 40. Lesson 40 Closing is just the beginning.
  41. 41. Lesson 41 Close bravely and sincerely
  42. 42. Lesson 42 VoIcE MoDuLaTiOn.
  43. 43. Lesson 43 Handle Objections
  44. 44. Lesson 44 • Understand and analyze the objections and revive your presentation if needed.
  45. 45. Lesson 45 Manage objections Always bring information Question the prospect Overcome objection with evidence
  46. 46. Lesson 46 Know about customer
  47. 47. Lesson 47 Give added value
  48. 48. Lesson 48 Business phone call effective and simple Listening skills
  49. 49. Lesson 49 Using voice mail as a sales tools.
  50. 50. Lesson 50 Use email to keep in contact
  51. 51. Lesson 51 Internal customers External customers Take care of both of them.
  52. 52. Lesson 52 Keep detailed record of activities of sales.
  53. 53. Sell you!!!

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