Please enable JavaScript.
Coggle requires JavaScript to display documents.
Secrets of Closing The Sale - Zig Ziglar - Coggle Diagram
Secrets of Closing The Sale - Zig Ziglar
Learn as much as you can about your prospect and capitalize on that information.
Learn how to use voice inflections
Break price into small segments
Optimistically sell and be hard of hearing.
Ask questions to identify the problem and lead the prospect to a decision.
Find out what he needs to solve the problem and show him how he can solve his problem with your product.
5 Reasons People Don't Buy
No Money
People buy they want when they want it more than the money it costs.
No Hurry
When/Then Fallacy, No Perfect Time To buy. Alternative Choice Close.
No Desire
No need
No Trust
You must believe in your product crazily.
People usually buy because they want something not because they need it.
Law of averages that works = Make enough calls, be effective on them and record them.
Loss Aversion > Gain
You can get anything you want in life if you help enough other people get what they want in life.
Wisdom - Part 1
Yes/No Question. Does that sound fair enough?
No Often Means they need more information.
Either they have no money, or the price is higher than their perceived value.
Each close should be educational, showing them more value.
Don't lie or mislead by omission.
The prospect is persuaded more by the depth of your conviction than the height of your logic.
Voice Training
Record and Listen To Yourself - Mandatory
Page 56 - Train on 8 Sentences
Using mirroring last 2-3 words.
Fear of Loss Close = More Money but better product is a little loss, less money shit product is a big loss.
Price vs Cost Analysis (Price you pay once, cost during the life of the product)
'You've got an answer for everything' - thx for compliment. Well I don't have an answer to all objections. Thats why I am excited about selling this product as it is a solution to your problem and thats what you want isn't it.
Contrast From High to Lower Price
Compliments
Selling Add Ons - Sell and Deliver Quality
When they're drifting - Ask if you should discuss this another time, or should we continue.
Part 2
Selling is essentially transference of feeling - Buy and use your products.
Believers are closers - Conviction
Believe in your product & Company.
You should feel a sense of loss for the customer if they don't buy
Calm, Confident, Positive, Reassuring
Empathy
Don't confuse your tastes with that of the customer. Look at the products through his eyes.
Get to their side of the table, identify the problem, get involved in the solution"
Your business is either good or bad between your ears.
The person with a good self attitude and positive beliefs will always perform better.
Take a public speaking course.
Keep your thinking right and your business will be right.
Be Nice
If a customer leaves due to a lack of service, they will tell an average of 11 other people.
Have a great attitude towards your customer, it's all about them.
High Performers - Sensitive to the value of the customers' time, is genuinely interested in the customers' needs, Willing to explain product drawbacks. Enthusiastic and Interested in working with them.
Product knowledge, competitive knowledge & face to face skills.
Everyone is on commission - If you don't do good you lose your job, end of story.
Security = Ability to Produce
Others are earning their salaries, because of the salespeople.
Incorporate Booster Weeks - Weeks where you go full out, only talking to prospects though.
Mental, Spiritual & Physical Reserves must be met. Customer Reserves - Testimonials.
Use testimonials to handle objections, build social proof etc.
Select a product in which you believe, make sure that the company is morally and financially sound.
Have ultimate pride in the sales profession.
Part 3
Court your customers the whole time after they buy - Customer Segmentation is important.
Sorry I missed you, when they stand you up.
Tell them + Show Them
High Performers = Total, Well Balanced, Knowledgable, Aggresively Caring, Takes Prospect Needs Seriously not Himself, Helps Prospect Make Right Decision.
Conviction + Concern + Confidence + Courage
Preparation => Achievement
Compliment their previous purchases honestly, think as a seller and buyer. Make him Happy about his old decision.
Bring Out Objections NOW - Be on Offense.
Part 4
You make the sale when the prospect understand that. Cost of Inaction > Cost of Action.
The Marriage Close - I'll be married to the account with certificate.
TUIT Close
Challenger Close - Marble, Baseball, Beachball
Paint the picture. Using benefits and facts, make them imagine themselves.
You don't sell what it is - But what it does.
Use words that paint pictures - The Ooh Ahh Close.
Part 5
No Objection = No Prospect.
Add benefits of quality, subtract disappointments of cheapness, multiply pleasure of buying something good, divide cost over period of time.
Find out what the prospect really wants and show him how your products will get him there.
Part 6
You must ASSUME the prospect wants to buy. - Always
Study the questions in the book and then record yourself saying them.
Collect questions from other salesmen!
President in Hotel Close.
Be clean, well dressed and enthusiastic.
You've really gotta listen to the prospect.
CHEF Method
C - Chin - Rubbing is a buy signal
H - Hand Rubbing - Buy Signal
Eyes - Pupil Dilation & Eyes Wider and Wider
F - The Prospect Becomes Friendly
The Depth of Your BELIEF is more important than the words and techniques you use.
Forget yourself just think about what the other person gets
Signature Close - Everything valuable I've gotten in Life I had to sign off.
Sincerity & Persistence