I am so honoured we have Zig Ziglar as a guest blogger this month. I have been following Zig’s work for 20 years. He was the first motivational sales trainer I ever saw. And, his messages were a key reason why I was able to pull myself out of the $12,000 debt I had created in my life insureance business. Read this one carefully:
Make sure you do take some time to have some fun and relaxation with friends and family before the end of the year
Take the Sales Quiz! What to do when your clients says No
Whether you are a business owner or part of a sales team for a medium or large-sized company, your performance as a salesperson is determined by how often you successfully close sales—sealing the deal that translates goods or services into revenue. To close more business effectively, you must be the one who is controlling and directing the customer through each step of a sales process. Don’t expect the customer to know what to do next. Most people are commitment-phobic. They’re not going to make a decision until they are presented with options.
Our team is back from Chicago and almost caught up on our sleep after a truly amazing week of sales transformations with the 50 sales professionals and business owners at the Sales Mastery event in Chicago. Those who came expected us to develop their 2011 sales plans for attracting clients, securing the business and retaining long term sales using our S.A.L.E.S. model so they could multiply their current results. Boy! Did we ever… each of them walked away with their entire sale plan and step-by-step action steps they’ll implement to get the results they thought was out of their reach, until now. (I love doing these.)
What is the best time to call executives and high level decision makers?
Place matters—not just in a physical sense but also in where we’re perceived to be by our customers. Where we choose to be can have a significant bearing on our success in sales. That’s a view reinforced by Richard Florida, author of a series of books that look at the nature of work and urban development, including “The Rise of the Creative Class” and “Who’s Your City?” While much of what he has to say is in the context of how entire cities and regions can thrive, his insights matter just as much on an individual level, including those of us who are in sales and who run a business
