ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM
ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR
ZIGLAR SALES SYSTEM
“Every sale has five basic obstacles: no need, no money, no hurry, no
desire, no trust.”
Zig Ziglar
Course overview: TAP INTO OBSTACLE-FREE SELLING
 When sales professionals obtain the appointments and make the calls, but don’t close the
business, a company must make a change quickly. This training isn’t about “selling” someone on
a product; it is about helping the person “buy” a solution that would truly serve them.
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 Obstacle-free selling requires collaboration. When sales professionals understand they do not sit
across the table from the person they are selling to, but are actually sitting on the same side of the
table with their customer, collaboration takes hold. This is the missing mindset in most sales
approaches.
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 Ziglar Sales System teaches sales performance through an easy-to-apply basic sales formula that
is built on TRUST. This adaptable program is performance-driven and can be utilized in any
industry, with any product or service. When followed and applied, sales professionals can yield
tremendous results in a remarkably short period of time.
 Our customized approach utilizes a pre-assessment tool that allows us to pinpoint your
organization’s unique needs and aptitudes. With this information, we can further define areas of
opportunity and tailor the program to maximize results. Ziglar Sales System connects with your
current situation and creates the program that will take you where you want to go.
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 Beyond stellar sales results, Ziglar Sales System offers an opportunity for you to build rapport with
prospects and customers, which translates into customers for life. Customers created through
trusted relationships can add significantly to the bottom line over time through repeat business and
referrals. These meaningful relationships also generate the opportunity for you – and your
company – to further elevate your reputation and position within the marketplace.
Duration: 2-10 days
Target Audience:
 Sales Profeesionals, Sales Consultants
 For all who ofer consultative selling solutions
Course Objectives:
 Increasing sales performance utilizing an easy to use formula, based on the most important
obstacle met in a selling process – TRUST.
 Managing Prospecting Activities as a major issue for continuous increasing sales results.
 Teaching the participants the habit of building their own selling solutions based on best approach
for each prospect and also avoiding applying standard key solutions for each customer.
 Managing objections and closing the sale based on tools that are inevitably leading to finalizing
the contract.
 Focusing the participants on results and performance, using their clients portfolio for generating
new ones and developing their sales network.
CONTENT
Covered Topics
 The TRUST Process
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The difference between a sales process and a sales event;
The difference between selling a product and selling a solution;
How to uncover the clients purchasing needs.
 Think and Relate
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The importance of using a well-planned selling process (T.R.U.S.T.);
Different methods of prospecting for customers;
Creating a general benefit statement.
The fastest and best methods for obtaining new clients – „4O formula”
The quickest ways to turn prospects into customers;
 Uncover Customer Needs
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The natural law of homeostasis and how it applies to selling;
Discovering the prospect’s reasons, benefits and criteria
Higher close ratios;
More meaningful client/company interactions.
 Selling the Solution
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Leading with needs instead of product or service;
Recognizing and responding to the prospect’s verbal and non-verbal communications;
Creating a sense of urgency in the prospect.
Greater value for your product or service;
 Taking Action
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Differentiating between true and false objections;
Testing the objections;
How and when to ask for the order and close the sale
Focusing and pinpointing your actions to meet the customer needs.
 DiSC® Model of Communication
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How to identify the four behavioral styles
The characteristics and traits of the different styles
How to identify the styles of your prospects
How to develop selling strategies for each client personality styles
 Objections Clinics
 How to manage specific objections
 New ideas from other salespeople
 How to apply the CETAA method to managing objections
 Professional Prospecting
 How to make an initial contact
 How to create a prospect list
 How to ask for referrals
 Closing Clinics
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How to overcome my reluctance to closing
How to use trial closes
More specific closing techniques to use in the sales process
How to improve my closing techniques
How to service the sale after the close
 Time Management
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How to build positive work habits that contribute to long-term opportunities
How to understand our behaviors as they relate to the productivity and success
How to create blocks of time to be able to be more, do more and eventually have more
How to maximize technology and organizational skills
Contact us! + 40-75-620.90.89 • + 40-21-310.07.52 • www.euritma.ro • contact@euritma.ro
Str. Primaverii nr. 22, Bragadiru, Ilfov, 077025
ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM
ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR SALES SYSTEM ZIGLAR