Show #313: Sales and people’s perspectives with their priorities

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SHOW NOTES

To quote Zig himself, everyone…is in sales. You are. Your spouse is. Your kids are. Anyone who effectively helps others, does so through…selling. Which is influence.

In this show I was joined by CEO Tom Ziglar and 30 year Ziglar veteran leader, trainer, speaker, presenter and masterful influencer…Bryan Flanagan. We listened to an 11-minute, incredibly entertaining and profound clip from Zig, then had a discussion with Tom and Bryan, who are both helping many people in today’s world and marketplace effectively sell and influence others toward decisions they need to make for their own benefit.

Kevin - “Zig said - “Treat people like a sale/customer, not a suspect.” The assumptive sale is my favorite, just like Zig’s wife in the story who started referring to everything in the house as ‘his’ and making it literal. Bryan, will you elaborate on how to help people see themselves using your service or product?

LISTEN TO HEAR BRYAN’S RESPONSE & TOM’S INPUT

Kevin - Zig said, ‘The reason why people don’t buy is often the reason why they should.“ Bryan, this sounds great, but for most…it’s hard to do on the fly. It takes preparation and wisdom. Can you give some examples on relevant ways to do this?

LISTEN TO HEAR BRYAN’S RESPONSE & TOM’S INPUT

Kevin - “Zig said “Your best prospects won’t give you an appointment, or they’ll be very difficult. Because they’re afraid you’re going to talk them into doing something they already want to do, but think they should not do.” This is interesting, as of course, Zig would never advocate selling something to someone who doesn’t need it. Like the old quote about selling ice to an eskimo. I’m currently involved in a business that is selling wellness and healing to people who need it, but it’s costly. And the sale is not really in regards to the value, they know the value. The sale has to do with them shifting priorities from something else they want, to what they need. At the core, they are frustrated at having to make a priorities decision. Just like a Dad who wants to watch the game, but knows he should spend time with family. So it often feels that instead of selling a product’s value, you’re selling personal values and priorities. Which is weighty. Bryan, help us out with what seems like a very big and personal decision.

LISTEN TO HEAR BRYAN’S RESPONSE & TOM’S INPUT

*Don’t miss Bryan and Tom at these upcoming events! Essential Presentation Skills April 14-15 and Ziglar Sales System April 16-17