Tag Archives: coaching

Sales Scripts By Eric Lofholm

sales_scriptsSales Scripts are one of the most powerful ways to persuade and influence your prospects. Sales scripts can help transform you into a Master of Persuasion and Influence, only if you know the secrets.

Secret 1: Baseline Script
You must be able to answer these three questions to begin unlocking the true potential of your script:
* What is a baseline sales script?
* What is your baseline script?
* What did your script look like and sound like when you first used it?

What is your baseline sales script?

A baseline script is a script you are using right now in your selling. The baseline sales script is a starting point from which you develop your main script. If you have not recorded your script and written it down word-for-word, you can’t improve the script. It’s that simple. Set a goal, right now, to record your script.

Sales pros consistently close sale after sale. Why? Sales pros have consistently improved their script over time, but every sales pros started with a written baseline sales script.

Sales scripts are living documents. You are always looking for ways to field-test your script to make it better. Every time you make changes to your written script, write the date down, which gives you time-series data to work with. Sales pros are always looking for ways to improve their scripts and you should too.

Secret 2: Scripting Syntax
Don’t let the term “scripting syntax” scare you. Scripting has its own language. “Scripting syntax” refers to the various component parts of the script and the rules governing script construction.
1. Identify the various component parts of the script.
2. Learn how these scripting pieces are used.
3. Now you can craft a Master Script of persuasion and influence.

What are the various component parts of scripts?
Many of you are familiar with “Objections.”  Objections are a normal component of a sales script. Here are just a few of the various component parts of sales scripts:

* Four (4) types of stories,
* Five (5) different types of benefits,
* Buyer Fingerprint,
* Nine (9) components of the Close (I’ll cover this in Script Secret #6)
* Outcomes and Chunks,
* Contrast,
* Testimonials,
* Probing Questions and Probing Statements.

The above list is not exhaustive, and there are many more script components to cover than we have space for.

Understanding the different types of scripting forms and how they are used makes the difference between an average script and a Master Script for persuasion and influence.

Eric’s Training link

Charla Anderson Talks About Choosing JOY – ZLV Episode 18

Charla Anderson Talks About Choosing JOY – ZLV Episode 18

CharlaA in Black & White suit Banner PhotoToday I get the opportunity to share some time with Charla Anderson.  Join us today as you hear from one of the most Up-Beat Motivated people I have the pleasure of knowing.  Discover what “Charla” really means in Spanish and in Greek. We discuss not only personal development but also professional development. I love how Charla describes the 2 types of people in the service industry; either Servant or Enforcer, which one are you? Listen  now to explore how you can embrace your “Sweet Spot” in life. See how Charla is committed to living a life of “Intentional Significance”

Charla is an accomplished Radio Host of the Charla A. Show on  the Radio Star Worldwide network. She is NOT afraid to say YES when an intriguing opportunity presents itself. In fact she is part of the first 95 people who are proud to call themselves Ziglar Legacy Certified Trainers.  Reach out to Charla and find out how she can help you with her coaching programs at CharlaA.com

>>>>>>>>> CLICK HERE TO LISTEN TO CHARLA <<<<<<<<<<<<<



Zig Ziglar - Character

Question: How would you feel if you lost an Olympic Gold Medal by two-thousandths of a second?  You probably wonder, “How could they measure that closely?”  Mathematically speaking, the distance you can swim in two-thousandths of a second is about the thickness of a coat of paint or about one-tenth of the time of a typical eye blink.  To have worked years and years and to have been so close to the ultimate prize and yet miss it by that length of time in a four hundred meter individual medley, must have been a difficult pill to swallow.

That very thing happened to American swimmer Tim McKee.  The event took place in the 1972 Olympics in Munich when Olympic swimming timing had just “converted from stopwatches to the use of electronic touchpads.”  At that time stopwatches were “still sliced no finer than a hundredth of a second,” but the just-installed electronic touchpads could measure the distance to the thousandths of a second.  McKee had tied for first place with Gunnar Larsson of Sweden to the hundredth of a second, according to the stopwatch, but lost by two thousandths of a second, according to the electronic touchpad.

To make the matter even worse, at the meet in Los Angeles in 1984, gold medals were awarded to both swimmers who had tied to the hundredth of a second.  I’m certain the disappointment was intense for Tim McKee, but in life we have many disappointments.  Those who go on to greater things dwell on the disappointments briefly and then move on.  Tim realized that his entire life was still in front of him and whether he won or lost the gold medal he would always have his innate ability, drive, character, determination, love, commitment, responsibility, and all of the other things that help make him successful in life.  He was later inducted into the University of Florida Athletic Hall of Fame and the International Swimming Hall of Fame.

I hope you decide to make your disappointments a springboard on your journey to the top.  SEE YOU AT THE TOP!

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

Find a Need and Fill It by Zig Ziglar

Find a Need and Fill It

Zig Ziglar - Sales
When I was in the seventh grade I was on the boxing team and later I boxed while in the Navy.  I don’t want to sound boastful, but it’s a matter of record that the worst I ever finished was second.  I finally quit boxing because of my hands—the referee kept stepping on them!  As a boxer, the coach would always instruct us in the early part of the fight to feel our opponent out, probe and discover his weakness, and then exploit that weakness.  The same basic procedure is followed in all athletic endeavors.

In the world of selling and business, a similar approach is taken but for a very different reason.  In sales, we explore by asking questions to find out where our prospect (“opponent”)  is weak, that is,  needs help of some kind.  Only then are we in position to offer our goods and services designed to “strengthen their weakness.”  To be successful, any business must provide goods or services that meet the weakness—that is, need—of the potential customers.

The oldest success advice going is, “Find a need and fill it.”  It is more true today than ever.  Not only must we find the need and fill it, but we must find more needs and fill them better.  That’s one of the prime reasons more and more businesses are maximizing their people.  Each one is crucial, from the lowest-paid member of the staff to the Chief Executive Officer.  Businesses must encourage all their employees to find the needs of their customers, whether internal or external, and fill them.  Each employee must have an attitude of responsibility for the company, its goods and services.  This enhances the company’s competitive edge, increases sales, and ensures employment for employees.

The rule today is keep your eyes open and think about solutions to problems.  Your value to your company will grow immeasurably.  Keep your eyes open and keep offering those suggestions.  Who knows?  Maybe the next one will be the magic one!  Buy that idea and I’ll SEE YOU AT THE TOP!

Zig Ziglar was known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

Essential Presentation Skills

Essential Presentation Skills – April 14-15 | Ziglar

 Whether you are in sales, service, support, management, leadership or administration, your ability to present your ideas determines your success. Learn how to present your ideas in a persuasive manner using the 12 vital skill areas of an effective communicator.

Let’s get serious about your communication skills…

Whether you are in sales, service, support, management, leadership or administration, your ability to present your ideas determines your success…

Remember, how you present yourself and your ideas can mean the difference between making or missing a sale, having a plan denied or accepted, being a leader or just being a “follower.”  We’ve all seen a fair idea win over a great idea simply because of how it was presented.

Need some help to go from “good” to “great”?

Event Date:
Tuesday, April 14, 2015 – 8:00 am to Wednesday, April 15, 2015 – 5:00pm
Ziglar Headquarters
5055 West Park Boulevard
Suite 700
Dallas  Texas  75093

United States

Not a Fairy Tale By Zig Ziglar

Not a Fairy Tale

Zig Ziglar - Motivation

Most of us remember the story of the goose that laid the golden eggs.  The owner of the goose discovered a golden egg in the goose’s nest.  Each morning there was another, so instead of patiently waiting for the goose to lay those eggs each day, he foolishly killed the goose, thinking he would find himself a mine of golden eggs.  Of course, there were none.  Most of us as small children thought the story was interesting and was apparently designed to teach us a lesson in patience.  Today, as adults, we consider it foolishness personified to believe in a goose that lays golden eggs and that to kill him we’d get all of them at once, but here’s a story about a man who did exactly that:

Steve Brown tells the story on “Key Life,” his daily radio program.  A young man from Korea told Steve about a movie theater manager in Korea whose theater was showing “The Sound Of Music” to a packed house for every showing.  Because it was a popular movie and many people were coming to see it, he wanted to find a way for more people to see it so he could make more money.  He decided to shorten the movie so he could show it more times, so he took out all of the music.

He took the heart out of the movie and I don’t think I need to tell you what happened to the crowds.   The owner had completely missed the point and had taken out the part of the movie which everybody wanted to hear.  When greed enters the picture, bad things happen, sometimes quickly, but virtually always in the long run.  Those movie-goers wanted to see a good movie with great music.  When they did not get the music they wanted, they stopped giving the theater manager what he wanted – the profit he would have made had he continued to deliver value.  Always deliver value and I’ll SEE YOU AT THE TOP!

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

Why I Believe in Christmas by Zig Ziglar

Why I Believe in Christmas


It’s the first Christmas I can remember. It arrived just seven weeks after the deaths of my father and baby sister. To make matters worse, it was in the heart of the Great Depression. Things were tough. All of us children who were older made what income contributions we could, but the truth was my mother had eight of her eleven remaining children still living at home, and six were too young to work. Understandably, the Ziglar kids were concerned about what kind of Christmas it would be!

The good news is that though our grief was fresh, we still celebrated Christmas. We received no toys that year, but much to my delight in my gift box I found three English walnuts and something I had never tasted before—raisins! They were absolutely delicious.  Mama prepared her wonderful molasses candy and we had a small cedar tree. And my mother read the Christmas story, like she always did.

My sixth Christmas will always have great meaning to me. We celebrated the birth of Christ even in hard times because we believed in Christmas.


Unfortunately, over the years things have changed. The cheerful “Merry Christmas” of yesteryear has been replaced by the politically correct “Happy Holidays!” In the minds of many people we celebrate “holidays.” Not only is Christ not at the center of the celebration, he isn’t even considered to be the reason for the season!

If I seem upset about the changes that I see taking place in regard to Christmas, it is because I am! It’s not because an old tradition is being changed. No, I’m upset that the event that made it possible for me to have a life I could never have imagined is being hidden from view with decorations, wrapping paper, parties and political correctness!


You see, I believe it’s worth celebrating that Jesus came to earth—His birth signaled hope for all mankind. I believe that as He lived out a perfect life before God and mankind, He showed that He truly was God’s Son. And I believe that by giving His life up on a cross, He completely paid the penalty that my sins—and yours—deserve before a holy God. And it was made possible because of that first Christmas.

How could I not believe in Christmas? Because Christ was born as a baby in a manger, that’s more than enough reason to celebrate Christmas for what it is—a joyful occasion.  I’ve experienced forgiveness of my sins and have the assurance of eternity in Heaven!

If you don’t know Jesus Christ, let me say that He tells us in John 14:6, “I am the way, and the truth and the life. No one comes to the Father except through me.”  How do you do that? First, understand that I’m talking about a relationship, not a religion. All the world’s major religions emphasize that you qualify for heaven by your good works—the things that you do. Such “religion” is spelled “d-o.” Christianity is spelled “d-o-n-e.” Christ already paid for our sins when He died on the cross. “God shows his love for us in that while we were still sinners, Christ died for us” (Romans 5:8). And He rose from the grave, proving that the punishment for our sins was fully paid.

Nothing we could ever “do” could qualify us for God’s forgiveness and reserve our place in heaven.  That’s why Christ Himself said, “This is the work of God, that you believe in him who he has sent” (John 6:29).


God forgives us, saves us from our sins, and gives us eternal life based on our belief in what Jesus did for us. Why? Because God is gracious beyond measure! The Bible says that it is “…by grace you have been saved through faith. And this is not your own doing; it is the gift of God, not a result of works…” (Ephesians 2:8-9). Though “the wages of sin is death” [eternal separation from God], the greatest Christmas gift we could ever have is “the free gift of God…eternal life in Jesus Christ our Lord” (Romans 6:23).

With gift-giving like that from God, I don’t want to lose the significance of Christmas. I believe in Christmas!

I urge you to accept the greatest “Christmas gift” you’ll ever receive: If you’re convinced that God’s way is the only way to meaningful life now and eternal life in heaven, you can tell Him in words like these…”Dear God, I do believe Jesus died for me, and took the punishment my sins deserved. I want to receive your free gift of salvation and eternal life. Thank you for making this possible!”

Then celebrate Christmas like you’ve never celebrated it before!

Zig Ziglar is known as America’s Motivator.  He authored 32 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

Become a Ziglar Legacy Certified Trainer

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Ever think of helping people? Want a life changing event in your life?
The Ziglar Legacy Certification Training is specifically designed for
high integrity professionals committed in training others to Be, Do, and Have
more of everything that life has to offer.
Are you a speaker, trainer, coach, or consultant?
Become Certified and Authorized to Train and Present Zig Ziglar’s Most Powerful Presentations and Methodologies.
Upon successful completion of the program you will be authorized, certified, and equipped to deliver the following presentations:

You will also be equipped to provide training programs with group activities with ready-to-use Ziglar branded Legacy PowerPoints, workbooks, and support materials provided to you through a print on demand service helping you develop your customers and team members.

In addition, you will become an authorized reseller of Ziglar, Inc., materials and will be able to purchase materials at wholesale prices.

Learn to say YES


Here is a great article worth a read

By Zig Ziglar, author of Born to Win


We truly live in a hurry-hurry world, and in this day of two-working-parent families there is never enough time to do the things we want and need to do.  One of those want-to/need-to do things is to spend more time with our children.  Unfortunately, time constraints make it easier for us to automatically respond with a “no” when our children ask for little things.  Solution:  In an article published in “Better Families,” Dr. Kay Kuzma offers some practical approaches we can use.  She suggests we can say “yes” on many of those occasions and it’s more effective because it also teaches valuable lessons.  For example, the child might ask, “Am I going to get to watch my favorite television show tonight?”  This gives parents a chance to say, “Yes, as soon as you have dried the dishes and put them away,” or “Yes, as soon as you have called Sally and apologized for your behavior this afternoon.”

This approach changes you in the child’s eyes from being a person who wants to deny him or her a pleasure to a parent who is interested in helping that child perform in a better, more mature way.  The teenager might ask to use the car the next morning to run a few errands and go to the park.  You can say, “Yes, as soon as you wash it and if you will stop by the service station and fill it with gas on your way home.”  This way you’re teaching your child responsibility.  You’re saying yes to a reasonable request and you’re also displaying a sense of trust in them.

Dr. Kuzma also points out that when a child says, “May I have dessert?”, instead of the automatic “no,” you can simply say, “Yes, as soon as you have finished your salad or vegetables.”  This way you are attaching a small reward to a fulfilled responsibility.  The child ends up with the temporary pleasure and some long-term benefits.  Practice Dr. Kuzma’s suggestions, and I’ll SEE YOU AT THE TOP!

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.