The Selling Process | Selling

By BrianSylvan
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Word Count: 548

Sales at it's simplest is a communication process says Zig Ziglar, one of the world's leading sales training coaches. According to Zig Ziglar, you need a process to be successful in sales.

The sales process has a beginning and an end. You're somewhere on that spectrum. So is your client. Find out where your client is in the process and go there. Don't try and carry on the process from your point if the client is not in the same area.

Do you need a Sales Process?

Every salesperson who wants to be successful should have a sales process. By having a process in place, you will always not where you are with the client. You will also know when you get off track and will be able to bring the prospect back to the process.

Your Sales Process Needs to Be Logical and Client-Oriented

A logical, client-oriented sales process will lead you to a logical closing where you're not fighting with the client.

Always remember that the message you send is not the always the message received. This is another important reason for a process. As soon as you notice the prospect and you are hearing different messages, you'll be able to modify your message to sync with the prospect.

Remember that words aren't the only things your prospects are using to communicate. They're also communicating their intent. In other words (excuse the pun), you need to look for the meaning behind the words.

Zig Ziglar Uses 4 Selling Principles in His Sales Process

1. Selling is a process, not an event.

A process always has a beginning, a middle, and an end. Do you know where your client is at on this spectrum? Are you at the same spot with your client?

How do you feel when you're at the end of the process and your client's at the beginning? You're ready for the client to write a check and your client's not even sure of what you do yet. What do you do?

To find out where your customer is at, you need to listen to words and intent. It's the only way. You won't get to your customer by talking over her needs.

2. Solving Problems Equals More Money in Your Pocket than Selling Product

Again, listen to your client to find the problems. Once you know the problem, you'll know how you can solve the problem with your product.

3. People have their own reasons for doing things. They don't do things for your reasons.

Again, it's a matter of finding out what those reasons are. Once you know those reasons, you can cater your sales process to those reasons.

4. You need to get to know your prospect better than you know your product.

You don't need to be best friends, but you need to know them as people. You need to know their buying trigger, their interests, where they're at in the sales process, and their buying points.

If you haven't already done so, implement a sales process in your organization. If you already have a process, work on lining up with the client on where he or she is at in the process. Zig Ziglar says that as you do this you will close more sales.

About the Author

Zig Ziglar has created many of the Sales Training Programs used by the nation's top salespeople. Explore his programs at Success Coaches Online.

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