Ziglar Australia offers Sales Training and Sales Tips for Step One: Prospecting
November 20 2007 -Program from Ziglar Sales System provides sales people with the skills and techniques to increase their sales productivity by equipping them with the tools necessary to sell with more confidence, competence and comfort.
Australia, November 20, 2007 --The first step in the selling process is to THINK. The purpose of this step is to establish objectives from the sales call and to prepare for the call by gathering pertinent information about the company, the prospect, and any possible needs that exist. Preparation compensates for the lack of talent!
The better prepared you are, the greater your chances for success. Preparation is the activity required in gathering the information you need to assist in contacting and calling on the prospect. This includes the research, personal contact, and “third party” information that will assist you in making a successful sales call.
In selling, this step may also include the actual telephone contact to your prospect. This initial contact prepares you and the prospect for the sales interview. In addition, it allows you to position your company and yourself in the sales process and lay the foundation for Step Two. For example, you should know your products and services so well that you can easily recognize selling opportunities.
You need to know and do the following
1. The importance of using a well-planned selling process
2. Different methods of prospecting for customers.
3. How to identify my best prospecting source for leads.
4. How to qualify a prospect quickly.
5. How to develop and use a Competitive Advantage Sentence.
6. How to identify my Sales Call Objective.
7. How to communicate my General Benefit Statement.
Welcome to Ziglar Sales System. This program provides you with the skills and techniques to increase your sales productivity by equipping you with the tools necessary to sell with more confidence, competence and comfort.
Throughout this program you will be developing specific strategies for your prospective customers and current accounts. Our goal is to prepare you to be more productive when you return to your selling activities.
Purpose of Ziglar Sales System:
To increase your sales effectiveness and productivity as a sales professional.
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Ziglar Sales System Program Goals:
• Sell more
• Sell more people, more effectively, more ethically and more often
• Increase your existing skills and knowledge
• Build better sales relationships with prospects and customers
• Interpret the value of your products and services
• Implement a client-centered sales process
• Manage and overcome objections in a professional manner
• Develop greater confidence as a person and as a sales professional
www.ziglar.com.au or www.ziglar.com.au/salestraining.htm
Visit our website: http://www.ziglar.com.au
Ziglar Sales System
PO Box 9481
Ph: +61 7 3303 8547
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