Ziglar Sales System

The Ziglar Sales System is a compact, modularized sales training program based on proven selling techniques developed from years of dynamic, time-tested and validated concepts by Zig Ziglar and his sales training team. Unlike any other sales program available today, Ziglar Sales System is unique in its breadth of application.

Accompanied by six audio CD’s featuring Zig Ziglar and Bryan Flanagan, this program leads the participant from open to close. Whether a seasoned professional or just starting your sales career, Ziglar Sales System will enhance your performance and provide new insight into the proud profession of selling. Providing sales training for the serious sales professional, this curriculum reinforces the principles of selling as a process, not an event. Improve the process and increase sales results. Through case studies and role-plays your sales team will learn the proper skills by practice and application.

Increased revenue, shorter sales cycles, greater market share, happier customers, increased referrals – Measurable Performance that Ziglar Sales System can Deliver!

Whether you are in sales or sales leadership this program is a prized training program designed to increase your sales effectiveness. You will learn about yourself, your prospects, buyers and customers, and recognize how to gain a competitive edge.

As a sales professional you are faced with the realities of the business world. Competition, and other outside influences, make it increasingly difficult to improve your numbers on a consistent basis. Management is concerned with market share, sales cycles, return on investment, and continuously pushing you to raise the bar on sales performance. What can you do to satisfy all of these demands?

The answer is simple. It requires you to apply a basic sales formula. One that will help you build rapport with your prospects and customers. A formula that will not only improve your sales but will advance your image, reputation, and position in the marketplace.

The formula is the Ziglar Sales System, a performance program that is built on TRUST and is easily transferred and applied to any sales situation. It’s not a secret. In fact, it is available to any individual or any company that wants to increase revenue, shorten sales cycles, create greater market share, increase referrals, and result in a greater number of contented customers.

Benefits:

  • Higher close ratios

  • More meaningful client/company interactions

  • Clear-cut understanding of exactly where you are in the sales process

  • Easy and repeatable formula for creating increased sales

  • Simple enough for the novice

  • Advanced concepts for the seasoned professional

  • Creates greater value for your product or service

  • Based on principles of human psychology and human behavior

  • Easy to learn and easy to use

  • The fastest and best methods for obtaining new clients

  • Learn simple sales techniques that ignite sales

  • The quickest ways to turn prospects into customers

  • How to keep your prospects as customers after you win them over

This program has been developed and updated to meet the demands of highly competitive industries. It is designed to improve your closing ratios, increase your market share, and drive superior customer satisfaction.

Ziglar Sales System Outline
The Ziglar Sales System performance program is based on four selling principles. It is important for sales people to understand sales techniques, but it is also important that they understand the values that drive the effectiveness of these techniques. This program is built to balance philosophy and performance for a complete understanding of why you would want to put these principles to work for you.

 

Trust Baseline
  • The difference between a sales process and a sales event
  • The difference between selling a product and selling a solution
  • How to uncover a customer’s reasons for buying
Think and Relate
  • The importance of using a well planned selling process (T.R.U.S.T.)
  • Different methods of prospecting for customers
  • The general benefit statement
Uncover the needs
  • The natural law of homeostasis and how it applies to selling
  • Discovering the prospect’s reasons, benefits and criteria
    Selling the Solution
  • How to lead with needs instead of product or service
  • Recognizing and responding to the prospect’s verbal and non-verbal communications
  • How to create a sense of urgency in the prospect
Taking Action
  • How to differentiate between true and false objections
  • How to test the objections
  • How and when to ask for the order and close the sale
Post Sale Follow-up
  • Identify the necessary steps to follow up after the sale
  • How to create positive Moments of Truth
  • How to contact a customer who said no the first time

 

 

MODULE

PURPOSE

HOW

Module 1:
 Baseline

Establish daily habits for success, understand the 4 Selling Principles.

Commit to strengthen fundamental selling qualities and skills.

Module 2:
 Think & Relate

Qualify prospects, define Competitive Advantage, establish sales call objectives, and create professional 1st impression to overcome skepticism.

Use Pre-call Planner Tool, follow the TRUST selling process, use General Benefit Statements, and ask appropriate questions to build TRUST.

Module 3:
 Uncover Needs

Create light bulb awareness of needs; summarize needs to prepare for presentation, overcome resistance.

Use the Hot Test, use open-door questions to uncover needs, criteria, reasons and benefits. Communicate Summarizing Statements.

Module 4:
 Sell the Solution

Recommend solutions from the customer’s perspective using feature, function, and benefit statements.

Powerful presentation techniques: nonverbal and verbal skills using trial closing statements.

Module 5:
 Take Action

Manage objections and close the sale.

Test, clarify or overcome the real objections, ask for the order.

Module 6:
 Completing the TRUST Process

Practice a sales call using the TRUST process. Review follow-up procedures to ensure satisfaction after the sale.

Role-play, feedback and coaching of the TRUST process. Checklist for promises and internal processes.

 

Topic Data Variance
Course Length 16 hours It can be tailored to meet time restraints
Contents 6 Modules It is a complete formula for sales success
Course Study Interactive It contains activities for maximum retention
Audio CDs 6 Total By Zig Ziglar and Bryan Flanagan
Effectiveness 98% 2% of people just refuse change

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