SELLING LESSONS BY

An American Author, • Motivational speaker and• “Sales man”

ZIG ZIGLAR

Presented

by

Sukumar

Know Your Customer

More easy to have effective communicate

More solid relationship

could be built

More easy to add value to

your products & services

Know more about your customer

than products

More you know about your customer ZIG

ZIGLAR

Understand what customer want

It creates +ve impressions, increase WOM

Selling is not a constant job, it’s knowing about customer expectations with time to time.

Day-to-day interaction with customer helps

ZIG

ZIGLAR

Added Value

More value you give to the customer = more willing to transact business with you

+ =

ZIG

ZIGLAR

Up-Selling

Def.: It’s about moving customer to upgrade a product/adding a product at an increased cost. --It is for customers not to customers, it means it should provide

advantage to them. --Ask questions, how often they buy the product.

--It occurs when he made initial buying decision.

ZIG

ZIGLAR

Explain options and educate with your options and it’s advantages.

It states that 3 products are the most you want to offer at any one time.

Understand the problems.Present upsell in positive manner

ZIG

ZIGLAR

Business Effective

Put a smile in your voice and smile on face before calling for customers

Understand Sales objectives well and make no changes in it

When you’re placing/receiving a call, the first 10-15 seconds sets the tone for the conversation.

ZIG

ZIGLAR

Identify

yoursel

f

Be profession

al, don’t mumble

Leave a

lasting

impression at the end

of call

Cont..

ZIG

ZIGLAR

Enhance the customers

Technology

No Longer Than 20sec

Say about company/person and build familiarity

ZIG

ZIGLAR

B & W OLED TV

How Technology Influences Sales

2010 2011 2012

45.447.7

49.3

39.6

44.1

48.7

Achieving Sales Quota

Social media Traditional media

Show enthusiasm, it means you’re doing exceptional service/product offerings

Voice should be clear

Tell your company details and product/service details.

Make them to call you back by communicating with them effectively.

How To Create General Benefit Statement

ZIG

ZIGLAR

This is mainly used to educate about your product and services

ZIG

ZIGLAR

Try to meet them monthly/quickly

Offer discounts to motivate customers

Don’t ask them for business

Use of shortcuts will cause harm to your business

ZIG

ZIGLAR

How should be?

Look at from prospects side

Start with benefits

Easy to readNo grammar mistakes

ZIG

ZIGLAR

Dealing with Internal Customers

To build career in the world of sales you need support of many people of all departments in organization

2 types of customers1.clients2. Internal members

People deserve same love, respect & courtesy. If you don’t show those things you’ll pay price.Solution should be agreeable for all

ZIG

ZIGLAR

SUCCESS

Set up schedule, work on it and give the best of your ability.

Buy yourself: Important attitude you can have is the attitude of understanding business for you.

Respect your customers. Learn new things.

ZIG

ZIGLAR

success

success

commitment

Understand clearly

Love what you doing

enthusiasmIt depends on

your mind and your activities

ZIG

ZIGLAR

Do everything and truth.

Sell something you believe and clearly understood.

Be like a constant student.

Learn from ur business, people in same industry.

Sales process is love and believe in continuity study.

ZIG

ZIGLAR

How To Become A

Serve your customers well, they will reward you with a tremendous amount of financial success and satisfaction cannot be reacted in many professions

ZIG

ZIGLAR

“You will get all you want in life if you help other people get what they want”

--Zig Ziglar

Sales process is love and believe in continuity study

Nobel prize winner of “Best Sales Person”

ZIG

ZIGLAR