The Selling Process

By: Brian Sylvan

Sales at it's simplest is a communication process says Zig Ziglar, one of the world's leading sales training coaches. According to Zig Ziglar, you need a process to be successful in sales.

The sales process has a beginning and an end. You're somewhere on that spectrum. So is your client. Find out where your client is in the process and go there. Don't try and carry on the process from your point if the client is not in the same area.

Do you need a Sales Process?

Every salesperson who wants to be successful should have a sales process. By having a process in place, you will always not where you are with the client. You will also know when you get off track and will be able to bring the prospect back to the process.

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.

And you always, always, always need to listen for more than words. Listen for meanings of words (intent). You'll get in trouble if you don't.

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.

How do you feel when you're at the end of the process and your client's at the beginning? You're ready for the client to write a check and your client's not even sure of what you do yet. What do you do?

Because it's a process, Zig Ziglar says that you need to meet your prospect where's she's at and then continue with her through the end. You will be able to influence the speed of the process but the customer is in control of the speed of the process.

2. Solving Problems Equals More Money in Your Pocket than Selling Product

Again, listen to your client to find the problems. Once you know the problem, you'll know how you can solve the problem with your product.

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

Align your sales process with your clients reasons, not yours.

4. Know more about your prospect than you do about your product.

I'm not saying that you have to be best friends. But you do need to know your client's wants, needs and desires.

If you haven't already done so, implement a sales process in your organization. If you already have a process, work on lining up with the client on where he or she is at in the process. Zig Ziglar says that as you do this you will close more sales.

Article Source: http://www.bigfreearticles.com

Sales at it's simplest is a communication process says Zig Ziglar, one of the world's leading sales training coaches. According to Zig Ziglar, you need a process to be successful in sales.

About the Author:
Zig Ziglar has developed many of the Sales Training Programs used by the nation's top business leaders. Read about his articles at Success Coaches Online.

Tags: selling, zig ziglar sales, zig ziglar motivational speaker, sales training programs, sales training coaching, closing the sale, selling, sales training, success sales tips, achieve goals, business training, sales skill training, tips on setting goals, goals stra

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