Summary of Presentation Tip On Attitude by Zig Ziglar (part 3 of closing the sale)

In this presentation by Zig Ziglar, he discusses key principles of salesmanship that align with personal integrity and customer focus. Here are the highlighted strategies and tips:

Key Wellness Strategies and Self-Care Techniques:

Character and Integrity: Trust is crucial in sales; customers are more likely to engage with salespeople who demonstrate Character and Integrity.
Team Support: Successful salespeople treat everyone in their organization with respect, fostering a supportive team environment that enhances the sales process.

Productivity Tips:

Understanding Customer Needs: Identify and strengthen the customer's needs to facilitate sales.
Three Question Close Technique: A method to encourage decision-making:
- Can you see where using this product or service would save you money?
- Are you interested in saving money?
- If you were to start saving money, when do you think would be the best time to start?

Emotional and Logical Decision-Making:

Combining Emotion and Logic: Encourage customers to consider both emotional and logical aspects of their decisions, increasing the likelihood of a sale.

Example of effective selling:

Ziglar shares an example of a salesperson who effectively linked the emotional value of education for a customer's daughters to the financial investment required, demonstrating the importance of tailoring questions to the customer's situation.

Conclusion:

Ziglar emphasizes that by helping others achieve their goals, salespeople can also achieve their own success.

Presenters/Sources:

Zig Ziglar

Notable Quotes

— 00:55 — « We've built our entire business on the concept that you can have everything in life you want if you will just help enough other people get what they want. »

— 01:47 — « The reality is without integrity people won't listen. Without trust they won't follow. »

— 02:11 — « The super successful sales people clearly understand that the sale is not complete until the order is signed, the merchandise is delivered, and the customer is happy with it. »

— 04:55 — « People do make emotional decisions, but if you've got some logic behind it, your chances of getting the sale are dramatically higher. »