Hot Tips No 8
| Category: Telesales | Date: 2001-03-12 |
Greetings!
Ill admit it.
Im an addict.
An information junkie.
My main office and home office walls are lined with books and tape programs. Even though I have substantial experience in sales, lots of what I know and teach has been formed by studying the success of others. There is just no way you can experience everything you need to learn, therefore one needs to constantly learn from the wisdom of others.
One of the undisputed masters is Zig Ziglar. Perhaps youve read his work, heard or seen his tapes, or even seen him in person. Sure, the guys 73 years old, and some of his older sales stuff is a bit, well, old, I regularly revisit my collection of Zig material when I need a boost.
And I couldnt believe it when I heard that I could get access to ALL of his taped material, online. I signed up instantly. Not only his sales material, but the motivational, family, and personal stuff as well. The really great part is that if you sign up and refer three others to join, you get your $19.95 monthly subscription free. (You can even make money with the program, but the value alone from Zigs material is more than enough reason to CLICK HERE to
check it out and see for yourself.
Here are some of my favorite "Zig-isms" Ive picked up from his seminars, books and tapes.
Remember, the prospect doesnt buy your product or service, he or she buys the future enjoyment of what he/she buys, regardless of the product. Stop and think about what YOURE selling.
Some sales reps think being enthusiastic is corny, and not cool. Bull. I go along with Zig when he says that we sell because we are able to transfer the feelings we have for what we sell to our prospects.
True, sometimes TOO much enthusiasm can cost you a sale. But he also says, "For every sale you miss because youre too enthusiastic, you will miss a hundred because youre not enthusiastic enough."
By the way, enthusiasm doesnt mean being LOUD.
My stance has always been that people buy for their reasons, not yours. Therefore, they dont want you to sell them, they prefer to feel like they made the decision to buy. Zig suggests this closing question when its decision time on your calls:
"Have you sold yourself, or should I tell you more?"
Again, timing is everything here. I find that using this after great questioning and an on-target recommendation gives pleasing results.
Too many people concentrate on what they dont want instead of what they want. For example, take the sales rep who places a call hoping he quickly doesnt get blown off the phone. With that attitude, the inevitable often happens. We tend to experience what we fear and think about most. A rep at a seminar confessed to me that shes so surprised to make it past her opening statement that sometimes she doesnt know what to say next. Zig says we should play to win, instead of to not lose.
What you do off the job determines how well you do on the job. You likely have adequate time at work to learn and build skills which allow you to do a passable job. But, becoming a superstar relies on the extra effort you expend.. the reading, listening to tapes, and practicing you do on your own.
A reader asked about a quote he couldnt recall, regarding price and quality in response to "Why is your price so high?" Here it is, from Zig:
"We decided that it would be easier to explain price one time, than it would be to apologize for quality forever."
Check out Zigonline. Listen to a sample and get a free, no-risk trial. CLICK HERE
QUOTE OF THE WEEK
"You can have everything in life you want if you just help enough other people get what they want."
Zig Ziglar
Go and have your best week ever!
Art
Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week
About the Author
Art Sobczak
arts@businessbyphone.com
http://www.businessbyphone.com
Ill admit it.
Im an addict.
An information junkie.
My main office and home office walls are lined with books and tape programs. Even though I have substantial experience in sales, lots of what I know and teach has been formed by studying the success of others. There is just no way you can experience everything you need to learn, therefore one needs to constantly learn from the wisdom of others.
One of the undisputed masters is Zig Ziglar. Perhaps youve read his work, heard or seen his tapes, or even seen him in person. Sure, the guys 73 years old, and some of his older sales stuff is a bit, well, old, I regularly revisit my collection of Zig material when I need a boost.
And I couldnt believe it when I heard that I could get access to ALL of his taped material, online. I signed up instantly. Not only his sales material, but the motivational, family, and personal stuff as well. The really great part is that if you sign up and refer three others to join, you get your $19.95 monthly subscription free. (You can even make money with the program, but the value alone from Zigs material is more than enough reason to CLICK HERE to
check it out and see for yourself.
Here are some of my favorite "Zig-isms" Ive picked up from his seminars, books and tapes.
Remember, the prospect doesnt buy your product or service, he or she buys the future enjoyment of what he/she buys, regardless of the product. Stop and think about what YOURE selling.
Some sales reps think being enthusiastic is corny, and not cool. Bull. I go along with Zig when he says that we sell because we are able to transfer the feelings we have for what we sell to our prospects.
True, sometimes TOO much enthusiasm can cost you a sale. But he also says, "For every sale you miss because youre too enthusiastic, you will miss a hundred because youre not enthusiastic enough."
By the way, enthusiasm doesnt mean being LOUD.
My stance has always been that people buy for their reasons, not yours. Therefore, they dont want you to sell them, they prefer to feel like they made the decision to buy. Zig suggests this closing question when its decision time on your calls:
"Have you sold yourself, or should I tell you more?"
Again, timing is everything here. I find that using this after great questioning and an on-target recommendation gives pleasing results.
Too many people concentrate on what they dont want instead of what they want. For example, take the sales rep who places a call hoping he quickly doesnt get blown off the phone. With that attitude, the inevitable often happens. We tend to experience what we fear and think about most. A rep at a seminar confessed to me that shes so surprised to make it past her opening statement that sometimes she doesnt know what to say next. Zig says we should play to win, instead of to not lose.
What you do off the job determines how well you do on the job. You likely have adequate time at work to learn and build skills which allow you to do a passable job. But, becoming a superstar relies on the extra effort you expend.. the reading, listening to tapes, and practicing you do on your own.
A reader asked about a quote he couldnt recall, regarding price and quality in response to "Why is your price so high?" Here it is, from Zig:
"We decided that it would be easier to explain price one time, than it would be to apologize for quality forever."
Check out Zigonline. Listen to a sample and get a free, no-risk trial. CLICK HERE
QUOTE OF THE WEEK
"You can have everything in life you want if you just help enough other people get what they want."
Zig Ziglar
Go and have your best week ever!
Art
Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week
About the Author
Art Sobczak
arts@businessbyphone.com
http://www.businessbyphone.com
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