Thursday, June 12, 2014

Earlier this week I wrote that I finished listening to an audio file of Zig Zigler’s book Secrets of Closing the Sale. Today I took some steps to memorialize some of the lessons that Zig taught, as I wanted to use them in training sessions that I would lead. Although I teach from the Straight-A Guide that I designed with the Michael G. Santos Foundation, I continuously look for additional sources. Together, those sources make me more effective in teaching others how to reach their highest potential. When teaching leaders in a sales force, I like to draw upon strategies that other successful sales people use. While listening to Zig’s book on Audible, I could hit the bookmark button. By hitting that button, I can mark the passages that made sense to me. Today I went back to listen to those sections. As quickly as I could, I typed while listening to Zig speak again. The following record provides some of those memorable quotes, but I am not going to edit the message. Instead, I’ll write lesson plans around them:

• Chapter 10: 11:48.56

It can be highly misleading. Be tuned in to the prospect’s time. If you say you’ll get to it in a moment, then get to it in a moment. Because it’s the dominant thought in their mind. Chapter 10 of 12, at three hours and 31 minutes. Don’t like you’re on the way to a fire, but don’t act like you’re on your way to a funeral. I’m not avoiding the issue, but at this stage of the game, I don’t really know what your needs are. At this stage, it wouldn’t be reasonable to provide you with a price. If they insist, give the highest possible price, then say, this includes everything. Until I find your needs, I don’t know how much less the price will be.

• Chapter 10: 11:53:27

I’m surprised to hear you say you’re not interested. Because this product would: indicate major benefits. However, I’m sure that you have an excellent reason for saying you’re not interested. Would you mind sharing with me what that interest is? (Ball is back in his court)

• Chapter 10: 11:59:15

Information at your disposal. Tie it together so it relates to the benefits you might receive. With that in mind, why don’t we invest a few more minutes to think about it together to make certain that we do arrive at the most accurate, and best decisions. Does that make sense?

Business experts agree with Andrew Carnegie. He said that successful people get the facts, then they make a decision, then they act on a decision, and they stay with a decision. I imagine that you’re pretty much in agreement. Would you agree that you need the facts to make a question?

Four questions: Do you like it? Do you want it? Can you afford it? When do you want to start enjoying the benefits?

Page 287:

• Chapter 10 / 12:04:27

You’re not in the objection-answering business. Let me ask, if you can be completely satisfied in this area, would there be anything else that would stand between you and ownership of this product? If yes, talking pad close. Write them down, then tie them down.

• Chapter 10: / 12:07:01

We’ve been in business for 10 years. There are two things about a guarantee. Describe who we are. That is our guarantee. Question of integrity. To your benefit and to our benefit, so that we can service the development. Does that strike you as being a reasonable and fair agreement?

• Chapter 10: 12:10:48

Would you like this one egg or two? Malt example.

• Chapter 10: 12:20:36

If this were the only feature this machine had, it would be well worth owning, wouldn’t it?

Would you prefer today or next week be better?

Would you like me to mark this sold, while we check on finances for you?

Do you need to consult with anyone else?

Is the purchase order issued from this department?

Would you like to have your own bank do the financing, or would you like us to arrange financing for you?

Would you want to make a large deposit so the payments are smaller, or would you rather make smaller payments?

Do you want the lot registered in your name or your wife’s name?

Do you prefer the lot on the golf course, or would you like the lot on the water?

• Chapter 10: 12: 32:01 Tie-down close

Do these draperies come with the house? Do you want the house if the draperies come with it? End question with a tie-down question. Needs to be instinctive.

• Chapter 11: 12:38:08

Never ask the first question unless you have first of all gotten permission from your prospect to do so. In order for me to be most service to you, there are some questions that I need to ask so that I can specifically determine what your needs are. Would it be alright if I asked those questions at this point?

• Chapter 11: 13:24:50

Child would not get upset when he heard no. He would

When prospect misses question. Don’t get mad. Just give them a chance to correct that obvious mistake.

Salespeople are not born. They are made by choice and by training. They become through training and what they learn. We become by our efforts toward becoming.

• Chapter 11 / 13:34:09

Take a step back and say you’re delighted to choose our store to look in. By the way, my name is Cindy. If I can be of any help, I’d be delighted to do so. If I can’t be of any help here, maybe I could suggestion some place where you might find it. Gives indication that you care. You can make more sales that way.

• Chapter 12: 14:25:03

Any time someone asks a question, he responds with a question. I asked Bernie why he always responded to a question with a question. He responded, “Well why not?” Practice until you can do the same thing.

Days since my release from prison: 304

Miles that I ran today: 8.21

Miles that I ran so far this week: 37.46

Miles that I’ve run during the month of June: 89.44

Miles that I ran so far in 2014: 1,223.21

Miles that I need to run in order to reach my annual goal of 2,400 miles: 1,176.79

Miles I’m ahead of schedule to reach my 2,400-mile goal by the end of 2014: 145.73

My weight for today: 165