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The Ziglar Sales Program is designed to deliver the information you need to be more successful in your sales career. We have divided the lessons into 11 sales topics. This makes the skills you want to learn about easily accessible. Or, you can start with lesson one and work you way through the program sequentially.
For optimum learning follow this regimen for each lesson:
Listen to the lesson on the CD to get the overall message. Each lesson is short and succinct and packed with information.
Direct Advertising is when you place an advertisement to reach your end user client. Phenomenal Direct Advertising is when you generate your perfect niche prospect. A Phenomenal Direct Advertising System duplicates results consistently.
Although direct advertising can bring you phenomenal results in some industries if it is done right, it is not a place to “wing it.” Direct advertising usually isn’t cheap, and I’ve seen too many business owners literally go broke paying for ads that never had a prayer of working!
In his book The Facts of Business Life, my friend Bill McBean says a business owner’s first responsibility is to protect its assets. Not just the assets on the balance sheet, but your database as well. My good friend and marketing master David Frey says, “The money is in the list!” Not just the number of people on the list, but the quality of the list. And the quality of the relationships you’ve developed with them.
All sales professionals experience sales slumps! There are two reasons you experience sales slumps and there are two ways to eliminate sales slumps.
The first reason you encounter sales slumps is you have lost your basics. You know, the fundamental activities that lead to sales success, the basic skills of making calls, conducting presentations, and closing the sale. The second reason is that you have lost your passion. Or, you have forgotten why you have pride in the sales profession.
Other topics covered in this continuation of Encouragement for the Sales Professional:
Selling is a great profession! However, it is a challenging one. Just think about it: if selling were easy, sales managers would still be doing it!
Bryan Flanagan believes in the sales profession and he respects salespeople. It is an honorable way to make a living.
In this fast-paced and fun e-book, Bryan focuses on handling the emotional demands of selling.
Topics that will have a positive impact on your sales success:
Many years ago, Dr. Karl Menninger of the world-famed Menninger Clinic in Topeka, Kansas, was asked the question: "What would you do if you feared that a nervous breakdown was coming on?" Without hesitation Dr. Menninger said, "I would find somebody with a bigger problem and get involved with helping him solve his problem; in the process I would forget about my own."
I'm certain you've heard that phrase used many times. Almost without exception, it refers to an outgoing, personable, gregarious individual who is a veritable chatterbox. In reality, that stereotype no longer fits the sales profession, if it ever did. Actually, there is no such thing as a "typical salesperson." Sixteen-year-olds can be exceptionally good at selling and 80+year-olds can be sharp and effective. They come in all sizes, shapes, colors, and they can be either male or female.