Master Your Sales Technique
Zig Ziglar, renowned expert in sales and human potential, says he has met entrepreneurs who believe they can be successful without having any true sales skills. “I’m sure there are some who happen to have such an innovative product that they achieve a level of success never dreamed possible, but I ask, what could they have achieved had they understood how to truly help people get what they want and need?”
If you want to master your sales skills, follow Ziglar’s lead:
“Sales are what you do for people, not to people. Prospecting becomes second nature when you can implement my quote: ‘You can have everything in life you want if you will just help enough other people get what they want. When you are truly interested in other people you will learn what they want and if they have a need for your product.’ ”
“Honesty and integrity are by far the most important assets of an entrepreneur. My mother always said, ‘Son, if a man’s word is no good, eventually he’ll be no good.’ ”
“Listening is so basic it is often overlooked. If you are so busy thinking of what you are going to say next that you can’t hear what your prospect is saying, you’re going to miss your opportunity to connect to their felt need. If you don’t know what their perception is, you can’t address their felt need. Slow down, focus and pay sincere attention.”
“Every conversation you have with customers is of monumental importance.”
Follow some important sales tenets: “Be able to easily explain what you sell and who buys it. Believe in what you sell. You will sell more when people like you. People like you when you show an interest in them.”
