Ziglar Sales System

Ziglar Sales System Public Training Class


Modules day one:


TRUST BASELINE
Learn the four foundational selling principles
Learn to sell benefits and not features
Learn the Trust sales process

THINK
Prospecting for clients
Prospect qualification (very important to the speed of the process)
Developing a competitive advantage sentence
Identifying a sales call objective
Communicating the general benefit statement

RELEATE
Creating a positive first impression
The 4 styles of questions
How to build rapport and gather information

UNCOVER THE NEEDS
Uncovering needs
Needs awareness
Needs confirmation and gaining permission to present solution
Dealing with resistance

SELL THE SOLUTION
Introducing only relevant products / solutions to the client
Correctly present features, functions and benefits
Paying attention and acknowledging the clients communication
Creating a sense of urgency

TAKE ACTION
When to deal with objections
How to differentiate between true and false objections
How to test objections
How to use a trial close for agreement
How to ask for the order and close the sale




Modules day two

PUTTING IT ALL TOGETHER
Tying together day one s learning


OBJECTIONS (Clinic)
Learn to overcome common objections (learn simulation)
Objections workshop
Stump the instructor (role play)

CLOSING (Clinic)
Overcoming close reluctance
Using trial closes
Specific closing techniques
How to improve your closing techniques
How to service the sale after the close

PROSPECTING
Initial contact (role play)
Creating a prospect list and pipeline (activity)
Getting referrals (role play and discussion)

WRAP UP

INCLUDED WITH THE TRAINING


THE SELLING DIFFERENCE CD SET
Included in the Ziglar Sales System is The Selling Difference audio CD set. The Selling Difference serves as a resource to assist you in retaining and utilizing some of the selling techniques you will learn in the Ziglar Sales System program. It contains additional information that is not included in the ZSS training course.

The Selling Difference will teach you how to plan, prepare for and expect success in your sales career. You will learn the art of setting and achieving sales goals through a unique seven step goal attainment process.

Why is selling a proud profession? The Selling Difference will tell you this and how you must be sold before you can sell. In addition, you will learn how superior questioning skills can increase your closing ratio.

Selling requires the sales person to define the features, functions, and benefits of the product or services being sold. All of these things must be accomplished while using the TRUST process, which is included in The Selling Difference. As a bonus you will learn closing techniques from The Master Closer himself, Zig Ziglar.

There are four behavioural styles of your prospects and you will learn the selling tendencies for each style.

The sales industry is growing in many ways. The Selling Difference will highlight how to use technology as an aid in the selling process. And finally, you will learn cross cultural selling techniques that will make you a more effective sales professional in today s global marketplace.

ZIGLAR VIP
You leave a learning course filled with new ideas and skills. You leave motivated to put them into practice. But a funny thing happens on the road to implementation. Habit takes over. It is easier, faster and more comfortable to keep doing business the way you have always done it. Even if that has proven
not to be the most profitable or productive way of conducting your business.

You have good intentions, but the tyranny of the urgent takes over and those good intentions get thrown aside. Ziglar VIP is a way to help you make the most of the time you invested in this class.

For the next 12 weeks you will get weekly reminders of the ideas and skills you learned in the Ziglar Sales System class. You will be asked to develop specific action plans that will help you to daily implement all you have learned. It will take you less than 10 minutes a week to complete the Difference Maker Module.

At the end of the 12 weeks you will see significant change old, ineffective habits will have been replaced by new, productive habits. You will then receive monthly reminders for 4 months to help keep you continually improving your sales performance.