
Selling 101
23min
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23min
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Analysis and key concepts
01.
A successful salesman bases his career on ethics, integrity and trust
02.
The secret to finding prospects easily, and to having confidence in the quality of what you are selling
03.
Focussing on just you and the client helps overcome telephone terror
04.
You can become a successful sales person by using the Ziglar four step formula
05.
Need analysis uses interviews to get to know the prospect and their needs better
06.
Becoming aware of their need can show the prospect the necessity to fulfil it
07.
Fulfilling the need and the product or service on offer
08.
A sale is a natural consequence of listening to a prospect’s needs
09.
Quotes
10.
Take-home message
You'll have 7 days free, and if you're not satisfied after 30 days, you can get your money back.
Many useful tips to:
The author
Zig Ziglar (1926-2012) is one of the most respected authors and motivational speakers of all time, and his books have been translated into over twenty languages. He started his career as a salesman, and over the years, he climbed the career ladder to become vice president of the Texan company Performance Automotive. He later decided to focus on teaching and training, setting up his own personal development company. His first book “See You at the Top”, written in 1975, became an international bestseller in no time.
Edition
Publishing house:
HarperCollins
Year:
2003
Pages:
112
ISBN:
978-0785264811