Ziglar Training Materials?

There is a book that Sandler himself wrote thats worth reading. You can learn alot from that. I have all the training materials kicking around my house. If you could get your hands on them that would be good. The major points of the Sandler system is to change who is in control. So if you dont get the info from the propspect then you move on. It almost assumes that you dont need the work or the sale. There are alot of other techniques they show you. Most of which you can get from the book. I liked it because it puts the salesperson in control as opposed to the prospect. Whether you play their. The game its up to you. I would never pay $12.5 for it though thats absurd. Sounds like that guy is screwing you. In his sales process he will use the sandler system to try to sell you. So you can ask him to meet with you and then observe what he does.
Good luck!
 
The best sales teaching I ever heard was "find people (potential clients) that want to buy your product or service and sell to them.. don't waste your time trying to sell to someone who doesn't really want to buy what you have"

In this business that starts with the initial phone conversation.. Take control right from the start, you ask the questions and qualify the customer.. Make sure its a fit for your company, before you waste your time going out on an appointment.

I know one guy that moved from tree work into big real estate deals, but kept up the tree work just by selling jobs over the phone and sub-contracting the work out. He'd qualify the work over the phone sell it by the day, 1/2 day, or man hour, and then find subs to get it done, leaving 25-40% profit for himself..

The rest is all good too.. marketing, referals, closing, follow up etc, and the initial phone call is key.
 
It's called qualifying the prospect. It's basic to all sales. Too often we just take the contact info and run out to price the job thinking that is going close the deal(Ironically we then complain that all they care about is the price). Sort of a throw enough mud at the wall and something will stick approach.

Asking the right questions up front will qualify the lead, build rapport and sell your company before you even get there.

Marketing is the art of generating interest and subsequently calls from those who you want as clients.
 
Hi Jamin,

I bought a lot of Ziglar's training CDs a few years ago. You are welcome to borrow them if you will send them back when you are done.

As far as coaching goes, check out http://www.e-myth.com/pub/htdocs/e-myth_mastery

e-myth.com

Their premise is that you are the bottleneck in your business. They will help you create "systems" that allow other people to help you grow your business. You can buy their book or several different forms of coaching.
 
You must log in or register to reply here.

New threads New posts

Back
Top Bottom