November 11th, 2007
You Think You Are Good In Sales?
I have recently read the book by Zig Ziglar, a very successful salesman before going into motivational speaking full time. I have to mention this book as I find that not only is the techniques stated essential but can also apply to the Internet marketing.
Questions are more important than sales pitch
Zig Ziglar mentions a couple of very practical techniques on asking the right questions to your customers. I agree with him that if you never know what is the customer thinking, you will never convince him. Sometimes, customers themselves do not know why they are not buying, this is where the important of asking the right questions comes in. Successful salesman will analyze the customers by asking questions that will reveal his thinking or uncertainty. Ben Franklin’s close technique is also one of the valuable takeaway from this book for me 
How do you overcome objections
Zig has shared his proven technique on how to overcome objections posed by customers at times. He uses the Q.U.I.E.T technique:
- Questions
- Understanding & Identifying objections
- Empathy
- Testing the objections
Zig also shares an interesting statistics that 60% of the sales occurred after the prospect has said no five times. They will often make a new decision after acquiring additional information from you.
This book contains a lot of invaluable techniques and sales experiences by Zig himself. No matter what media are we using to sell, I believe basic principles do not change – Going from Customer Service to Customer Satisfaction.
Another highly recommended book for everyone regardless of professions.
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