Once in a generation does a great sales professional like Zig Ziglar come along. He rose from humble begins and taught millions of people around the world success principles that changed their lives.
Although Zig Ziglar passed away, a few ago, the success principles he shared with people are priceless.
During his time, Zig Ziglar was able to teach people from personal example and memorable stories. He would refer to his wife, lovingly, as the red-head. He personal examples always should you how to be a better sales person.
Zig was a great sales teacher and wrote book, make audio programs and even held live presentations to teach people the secrets.
Over time he to developed success principles that anyone could use to be a success in any industry. Zig believed in the importance of being people smart.
After reading many of his books I have complied 25 success principle all professional sales people can use to improve their sales skill, increase customer service, make more money and help more people.
25 Success Principles from Zig Ziglar
The 25 success principles below are not in any particular order. My hope is that you find a way to use them all. Develop your character and make each principle a part of who you are.
I believe these principles can be developed by anyone. Many of them are not hard to understand or implement. The only thing is it can take time to bring them all together.
Getting To Number One
They say common sense is not common. If you are going to use a sales idea or technique, make sure it makes sense based on the customer you have in front of you.
Something what works with one prospect may not work with the next.
When you start any position with a company it is important to understand the products and services you sell. It is just as important to understand what the competition is selling.
If you have been in the industry for a long-time, it can be easy to get caught up in the routine of the sales process. Always do you best to be aware of changing technologies and industry standards.
The truth is not everyone finds it easy to smile. Smiling is not something we do but it is an internal attitude. For many of us we have to remind ourselves to smile.
When you smile, it is inviting. It shows that you are positive, passionate and self-confidence.
Do your best to greet every customer you have with a smile. It can mean the difference between getting and losing the sale.
Confidence is a success principle that is not easy to have for everyone. To many of us have a lot of going on and are easily influenced by negative circumstances.
But I believe everyone can be confident. It all begins in your attitude. When you are confident it causes you to learn more about the company you work with and the products and services you sell.
The better you know the products and services the more you can sell. The more you can sell the more confident you will be.
It is important to have a support system at home and at work. Your co-worker, boss, mentor, coach, spouse and even the sales podcast you listen to can all help you achieve your sales goals and targets.
Take time to sit with the person who is helping you can develop a plan. Make sure you stick to the plan and are accountable for your actions.
When I was in network marketing I heard a statement that has always stuck with me. It goes like this, “Character is what you are in the dark”. This is a quote by Dwight L. Moody.
Your character should not change based on your mood or changing situations. People should be able to count on you.
Integrity mean to do the right thing. It means not to be motivated the dollar bill. Yes, we all want to close more sales and you can when you have a good sales process and sell value.
Sales is not about lying to your customer to sell your product or service.
We all have our own reasons we work in the industry we work in. When I was in the new home sales industry, I was motived to become an areas sales manager.
For me to become a manager I knew I had to have a good sales process. I also had to have a process that could handle the day-to-day show home matters.
Everything you and I do should be done from a place where we expect to do a great job and see excellent results.
We should also have the same positive outlook for the customers and employees we work with. If you treat people equally and with respect they will usually treat you the same way.
With individuals using many different methods to communicate, I believe the telephone remains an important tool in business.
The telephone allows you to work at the speed of business. It helps conveys the message along with the tone. It is important to return calls in a timely manner.
Returning call in a timely manner can be the difference between you making the sale and your prospect going over to the competition.
Initiative is about taking control and making things happen. If you are sitting around waiting for things to happen, you may be sitting for a long time.
When you take initiative, you step out of your comfort zone and do things that may not be comfortable for you to do. You do them because you understand the importance of getting things done.
What is your daily attitude like? What dictates your attitude? Is it you or something that happens to you?
Did you know you have control over your attitude even when it may seem like you don’t?
To be a successful salesperson it is important to be positive and always smile. You attract to you more people to you with a smile.
Having a good attitude mean you do not criticize, complain or condemn others. This all becomes possible because you have a successful mindset.
Although, you should not judge people for their appearance, in business the way you dress, based on your job, can be the difference between a sale and not closing the sale.
Whatever your line of work, dress appropriately for that business environment. Make grooming a priority. It will also increase your personal confidence.
To analysis oneself you must write and evaluate your sales accomplishments. You need to understand why you were and were not a success with each customer you have had.
With this information, you can develop a plan. When you review the information, you find out what your strengths and weaknesses are. You also find out why people buy and don’t buy with you.
When you do a self-analysis, you can develop, practice and modify your sale presentation.
When you set goals, you set the direction you are choosing to go. The nice things about goals is they can be adjusted and you can always look for new ways to accomplish those goals.
I have found it helpful to write down your goals. Then develop a plan based on how many people you need to talk to, call you need to make or presentations you need to make each month.
It helps to know your closing ratio. I believe it is important to have the goals so you can continue to improve your ratio’s.
In any business, it is important to be organized. It helps improve your time management process.
Being organized allow you to spend time in the areas that make you money. This means not waiting your time and finding way to network with people.
When your goals are prioritized, you begin to organize your activities around the completing of those goals.
If customers are the backbone of all companies, then providing great customer service should be at top of mind for every employee.
Great customer service happens when you take a genuine interest in people. Then go out to provide the best service you can even if the customer is being difficult to work with.
Great customer service happens when you treat the customer as an equal regardless of the customer’s attitude.
It is important to develop great listening skills. It is just as important to develop good questing skills.
Ask a question and listen. Do not interrupt the person talking.
When you listen to the customer talk become a whole-body listener. That means to listen with your ears, eyes and heart
Know that people will have objections to what you say. When you know this, you can develop a plan on how to hand those objections.
Have a running list of objections you have had and answers that you can give to each objection.
When you get rejected in business don’t take it personal. Know that the person is not saying NO to you. They are saying NO to the opportunity you have presented them.
When the customer says NO, ask a follow-up question to clarify why they are saying no. Sometimes it can be a misunderstanding, the wrong product or you have not sold the value of your product of service.
Closing the sale can be the most stressful part of the sales process for many sales professionals. Great sales professionals know to be a successful in the close they need to be closing the sales at different parts of the presentation.
The reason for this is when you get to the end of the presentation, not only is it easier to ask for the sale, you also know how you will frame the question to get a yes.
In sales, as in life, I believe it pays to be honest and not fake who you are. Do not pretend to be interested in customers just to get the sale.
When you take a genuine interest, people notice and want to do business with you.
Just because you finished university, college or grade 12, it does not mean you stop learning. Today, technology is changing how sales is done but the basic principles do not change.
It is important to stay up on industry news, attend workshops and network with people who are in the same industry as you.
Your attitude should show your enthusiasm for you job and clients. Enjoy the work you do and be proud of the results you obtain.
Sales is about telling others about your work, helping them understand what you sell and how it can benefit them.
While it is exciting to sell product and servicers to new consumers, you have to have a long-term focus. To do this you must understand how your current customers can become long-term customers.
People who are willing to spend money with you because you provide a service that caters to their needs.
Start applying these 25 success principles today. As you can see none of these principles are hard to understand.
However, successful salespeople recognize that it takes time to develop yourself as a sales professional.
It is important to see how many of the 25 characteristics you already implement. Figure out which ones you do not.
Then develop a plan and find ways to implement all the sales principle into your daily habit. You will see your attitude change, your sales increase and customers will be satisfied when they work with you.
Which of the 25-success principles do you need the most help with?
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