Jan 23, 2018
Sales, Relationships, Success, Business, Closing
Summary
There’s a reason why Zig Ziglar was a hero to so many of us. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll talk with his proud son, Tom Ziglar, and discuss some of Zig’s sales and life philosophies. That and more on today’s show.
Bob's Thought of the Day
We’ll explore:
- Two of my favorite Zig stories.
- Zig’s passion for ongoing learning, which he continued throughout his life.
- How
Zig and his family made an incredible impact on the attendees at
one of the public seminars my company used to hold each
year.
Interview with Tom Ziglar
You’ll discover:
- How Tom defines “closing the sale.”
- Why selling is the ultimate serving.
- Why a great salesperson anticipates a problem or pain point for their prospect, and helps them avoid it.
- Five basic reasons people will not buy from you.
- The difference between a stated objection and an actual one.
- The power of great questions in sales.
- Why price and cost are two different things.
- The #1 key to making the jump from an adequate salesperson to a top-tier sales professional.
- How Zig came up with his most famous saying.
- The
new program Tom has developed with Kevin Harrington, inventor of
the infomercial.
Click to Tweet
- Everything is #selling and selling is #SERVING. @TheZigZiglar
- 5 basic reasons people will not buy from you: no need, no money, no hurry, no desire, no trust. @TheZigZiglar #sales
- People don’t care how much you know until they know how much you care about them. @TheZigZiglar #relationships
Interview Links
Free Video: Secrets of Sales
Success
Tom’s Blog
The Ziglar
Show Podcast
Follow Tom on Twitter www.twitter.com/TomZiglar
Connect with Tom on Facebook https://www.facebook.com/tom.ziglar
Resources