This presentation provides top ten lessons from sales guru Zig Ziglar

1. AAyuja © 2013
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10 Sales Lessons to Learn From The Great Zig Ziglar
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2. AAyuja Internal and Confidential © 2012
Sell to people’s emotions
According to Ziglar, “People don’t buy for
logical reasons. They buy for emotional
reasons.” Once you understand why
people buy certain products, your sales
pitch becomes less about targeting
customer logic and more about tapping
into their emotional penchant for certain
products.
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3. Identify your goals
Ziglar was never a man to shirk the goal
that defines your business. After all, “a
goal properly set is halfway reached.” To
Ziglar, you need to start with the basics.
What do you want to achieve by selling
your product? What is your end goal?
Setting achievable goals and
knowing how to reach them provides the
building blocks that aid your sales process.
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4. Hold onto what you want to achieve
“If you can dream it, you can achieve it.”
Don’t let go of your dream and the goals
you set for yourself – stay on track and
focused, even when sales have
decreased.
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5. Learn from failed sales
"If you learn from defeat, you haven't
really lost." With every failed sale, there
is an opportunity to learn from the
experience. Ziglar was adaptable; adopt
a different approach and your shot at
sealing the deal the next time round is
made all the more easier.
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6. Identify your obstacles
According to Ziglar, sealing the deal on a
sale has five basic obstacles: No need, no
money, no hurry, no desire, and no trust.
Make sure that your product, and your
sales skills, will convince the customer
that at this moment in time, your
product has sufficient value to warrant
their immediate purchase, or, at least,
their consideration.
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7. Embrace customer criticism
According to Ziglar, sealing the deal on a
sale has five basic obstacles: No need, no
money, no hurry, no desire, and no trust.
Make sure that your product, and your
sales skills, will convince the customer
that at this moment in time, your
product has sufficient value to warrant
their immediate purchase, or, at least,
their consideration.
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8. Change your own attitude towards
selling
"Stop selling. Start helping." Avoid selling
for the sake of selling – customers don’t
always need that product and shouldn’t
feel coerced into buying it. Tend to their
direct, personal needs; perhaps
there’s something else they may find of
value?
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9. Go the extra mile
“There is no traffic jam on the extra
mile.” Going that extra step further will
set you apart from the crowd, giving you
few competitors when it comes to selling
your product to potential customers.
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10. Transfer your enthusiasm to your
customer
Ziglar was an unmitigated advocate of
transferable enthusiasm. “Selling is the
transference of feelings. If I can get my
prospect to feel about my product or
service the way I feel about my product
or service, he will not only want it … he
will demand it.” Being passionate about
your product is essential – a customer
cannot be expected to buy a product if
you are not willing to do the very same
thing yourself.
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11. Sell yourself; not only your product
“Many times the prospect will buy not
because of their belief in the product,
goods or service, but because of the
belief of the salesperson.”
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