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| About Zig Ziglar |
| A talented author and speaker, Zig Ziglar has an appeal that transcends barriers of age, culture, and occupation. Since 1970, he has traveled over five million miles across the world delivering powerful life improvement messages, cultivating the energy of change. Since 1970, an extensive array of Ziglar audio, video, books, and training manuals have been utilized by small businesses, Fortune 500 companies, U.S. Government agencies, churches, school districts, prisons, and non-profit associations, affecting lives in a profound way. |
Recent Article:
Sales Call Objective
- For more on Zig Ziglar visit www.ziglartraining.com
It is important for you to know what you want to happen as a result of meeting with your prospect because everything you say will lead toward that goal and you control the conversation and steer it in the right direction. You need to decide what your sales call objective is before you call the prospect. Prospects are busy, and you will be more successful if you know your objective. Do everything you can to make it easier for the prospect to say yes.
Every sales call is different, so sometimes you may have a different objective than closing the sale or collecting the money. Maybe you want to secure an appointment, or set a follow-up phone call, submit a bid or proposal, or introduce a new product. The first time you talk with a prospect, your sales objective is usually to introduce yourself and do a needs analysis. If the sales call goes further, or in a different direction, you may have to shift your focus to a different objective and that is okay. Every time you suggest a course of action or objective to the prospect, you work to get agreement or “close” on that action. If you don’t know what your objective is, how can you close it? Identify in your mind what you want to do for the prospect, and work to close on that objective.
It is easier to call prospects if you know something about them or their company. There are many resources to help you do this - the internet, industry newspapers and magazines, Chamber of Commerce and networking groups just to name a few. The more you know about the industry, organization, product and person, the more you will begin to think from the prospect’s perspective instead of yours. You will be closer to finding what he wants and needs. As Zig Ziglar says, “You can have everything in life you want, if you will just help enough other people get what they want.” When you understand your prospect’s world, you can help the prospect be a winner.
Sales Call Objective - To learn more about this author, visit Zig Ziglar's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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