Zig Ziglar Secrets

There is demonstrable proof that when a person signs an order for a significant amount of money, almost every case there is a measurable increase in his pulse rate. A change is taking place and he's going through a psychological process that affects him emotionally. When we become completely aware of the extent of the effect, we will be able to more empathetically deal with the prospect and consequently be more effective as sales people. 

In dealing with a price objection, you must remember that many people will automatically say the price is too high, whether they feel that way or not. This is a method many people use because they think that by using it they'll be  able to negotiate a better price. 

Here is yet another approach to handling the "price is too high" objection. I'm glad you're concerned about price. Mr. prospect, because that's one of our most attractive advantages. Would you you agree that as a practical matter, a product is worth what it can do for you an don't what you have to pay for it? (wait for answer.) Starting with that premise, let's take a look at what our product will do for you. 

Objection: "The price is too high."

You: "Mr. Prospect, our company had to make a choice between building our product as cheaply as possible and selling it as a get-by product, or building quality into the product for service, durability, and your long lasting enjoyment. In short, for long-range value and benefit. 

With this decision facing us, we tried to put ourselves in your shoes. We felt you would prefer to deal with a company that puts everything possible into its product to make it the best and most useful, rather than a company that uses cheap materials, and cheap labor to turn out a get-by product. 

Most people, Mr. Prospect, and I'll bet that includes you, clearly understand that good things are not cheap and cheap things are seldom good. You do want something you can depend on for good service over the long haul, don't you Mr. Prospect?"

Sales Objectives

• To get the person ready to be a better, more productive sales person
• To explain selling as a transference of feeling
• To differentiate between sympathy and empathy and help you to think as a buyer and as a seller. 
• To sell selling and professional preparation for professional results.
• To explain necessity of building physical, mental, and spiritual reserve.
• To introduce love as the dominant factor in successful sales career. 
• To explore the importance of honesty, conviction, and integrity as absolute musts for an outstanding sales career.