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by: BrianSylvan
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Zig Ziglar says that at it's simplest, sales is a communication process. He says that for you to be successful in sales you have to have a process.

First, you must recognize that it is a process with a beginning and an end. Find out where your customer is at in the process and meet him and her there. You'll then be able to more easily guide him or her through the rest of the process through to closing.

Should You Use a Sales Process?

Zig Ziglar swears that if you want to be successful in the sales profession, you need a process. This is the best way for you to know what your client is thinking.

Your Sales Process Should Be Logical and Client-Oriented

A logical, client-oriented sales process will lead you to a logical closing where you're not fighting with the client.

Your sales process will help you identify if your prospect is receiving the message that you think you are delivering. Often times, the customer hears something different than what you actually say.

Your potential customer uses both words and intent to communicate. Do you understand both the words and the intent? If you don't, you're at risk of losing the sale.

Zig Ziglar Uses 4 Selling Principles in His Sales Process

1. Selling is a process, not an event.

This means there is a beginning, a middle and an end. Do you know where your customer is in the process? Do you know where you are in the process? If the answers to these questions don't match, then you won't sell.

How do you feel when you're at the end of the process and your client's at the beginning? You're ready for the client to write a check and your client's not even sure of what you do yet. What do you do?

To reiterate the point, you need to meet the client where he's at. You'll only know where he's at, if your listening to the words and the intent.

2. Solving Problems Equals More Money in Your Pocket than Selling Product

Find your prospect's problems, and then solve the problems with your product.

3. People do things for their reasons, not yours.

Look for those reasons. Cater your sales process to those reasons.

4. Learn more about your prospect than about your product.

You don't need to be best friends, but you need to know them as people. You need to know their buying trigger, their interests, where they're at in the sales process, and their buying points.

If you haven't already done so, implement a sales process in your organization. If you already have a process, work on lining up with the client on where he or she is at in the process. Zig Ziglar says that as you do this you will close more sales.

About the Author

Zig Ziglar has developed many of the Sales Training Programs used by the world's top business leaders. Read about his articles at Success Coaches Online.

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