Tag Archives: Sales training

Mike Koehler Believes Great Ideas are Born out of Necessity

Mike Koehler Believes Great Ideas are Born out of Necessity- ZLV episode #13

mikekoehlerIt was my joy to interview Mike Koehler, one of the latest Ziglar Legacy Certified Trainers. Join us Today as we talk Financial Services and Sales, along with NASCAR. Mike brings a perspective of an engineer along with the ethical sales techniques of a master sales person to all that he does.   Learn why he entered the world of Professional Selling after observing the sales Lifestyle from the outside. Discover how he lead his team to multi million dollar success. Gain insight into what Mike feels is the greatest challenge to small business today. Mike has been a long time Goal Setter and Goal Getter, now he brings the proven Ziglar Goal Setting program to businesses and individuals.

Imagine setting the Goal to do something ” Fun” then leaving the lucrative Financial Services Industry to go work on the NASCAR circuit. Dreams to Goals to Reality, come listen how Mike achieved all this.

Mike can be Reached at: 614-581-7701  or at Mike@ResultsbyMike.com and on the Web at:   ziglarcertified.com/MikeKoehler

>>>>>>>>>> LISTEN TO THE PODCAST <<<<<<<<<<<<<

Visit Results by Mike Website

Secrets of Closing the Sale | Ziglar

secrets_of_closing

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Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how to sales program. This powerful series of timeless sales messages will help you close more sales today as you build a career for tomorrow! Whether you’re a seasoned sales veteran or just now beginning your first sales position, Secrets Of Closing The Sale provides you with practical advice and effective questioning techniques that you can use to transform prospects into clients. Learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table.

24 Powerful Sales Messages

  1. A Career in Selling
  2. Questions Are The Answer
  3. ABC’s of Closing
  4. Successful Sales Support
  5. Professional Persuasion and Common Sense Selling … the basics
  6. Professional Persuasion and Common Sense Selling … beyond the basics
  7. Buyer-Based Closing Techniques
  8. Voice Training for Effective Presentations
  9. Honesty and Empathy for Sales Success … the basics
  10. Honesty and Empathy for Sales Success … beyond the basics
  11. Empathy, Sympathy and Self-image In Selling
  12. Selling? The Proud Profession
  13. Learning Techniques From a Sales Pro … the basics
  14. Learning Techniques From a Sales Pro … beyond the basics
  15. Everybody Sells Something … what do you really sell?
  16. Everybody Sells Something … Dramatizing Sales Procedures
  17. Using Word Pictures To Sell … the basics
  18. Using Word Pictures To Sell … beyond the basics
  19. Objections: A Salesman’s Best Friend… the basics
  20. Objections: A Salesman’s Best Friend … beyond the basics
  21. Asking Questions To Close The Sale … the basics
  22. Asking Questions To Close The Sale … Emotional Logic In Closing
  23. Positive Projection For Closing More Sales
  24. Critical Keys In Closing

Audio Details:

Length: 12 CD set

Copyright: 1998 Zig Ziglar

ISBN#: 1562077112 (CD Series)

TO ORDER CLICK HERE

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.

Ask These 3 Questions for Daily Sales Productivity By Mike Rodriguez.

Ask These 3 Questions for Daily Sales Productivity

Zig Ziglar - Sales
As a sales professional, the biggest challenge that you will face each day is consistent performance. (If you don’t believe me, ask your boss or a stakeholder.)

In sales, it is easy to get caught up in the “routines” of each day. You might even start to believe that the activity-driven items that you are focused on are actually getting you somewhere. This includes office and admin time, email, working on proposals, travel, on-line time, office conversations, and the list goes on. These are all requirements of our job, BUT they are not directly “sales impacting.”

To measure your performance, simply gauge your sales numbers and metrics. See if you are above your targets AND check to see that you are “consistently” above your targets! (You cannot have one without the other.) If you hit quota once in the last twelve months and are still bragging about it or if you are consistently performing at 70% and you are walking proud, then this applies to you.

The ASK 3 strategy is a simple approach that can have tremendous benefits. It keeps you accountable and allows you to prioritize and lead with the key tasks that are sales impacting. You can run the ASK 3 strategy with yourself or you can run it as a team in a group setting.

It is a 3-step direct questioning process to identify and start talking about, with clarity, the core sales impacting opportunities that will drive your performance each day. When you ask each question, you must answer it clearly and definitely. There is no grey area here, no long stories or excuses. It simply and effectively lets everyone know where they stand.

Every morning start with these three questions. You ask and then answer them one at a time. You cannot move to question 2 until you (or everyone) answer question 1. You must be specific and measurable when answering. You cannot use generalizations (“I’m supposed to call them”) nor can you use emotions to explain (“I think,” “I hope,” “I feel,” etc.).

ASK 3:

What do I have to CLOSE TODAY? The closing meetings already set for “today.” The correct way to answer this question is to say an “account name” with “a meeting time” and “the closing revenue.” If you cannot talk specifically to this criterion, then you simply say “Nothing.” If “Nothing” is said, then you must go to Question 2. (Teams: Only after everyone answers question 1.)

What do I have to PROGRESS TODAY? The legitimate accounts you are working, that you can progress TODAY, towards closing in the near future. These accounts should have meetings that have already been attended. They should be qualified, with a specific follow-up call to action: Planning Meeting, Proposal, etc. You should be able to identify what you need to progress the sale and the date, time, and specific action of the next meeting. If you cannot talk specifically to this criterion, then you simply say “Nothing.” If “Nothing” is said, then you must go to Question 3. (Teams: Only after everyone answers question 2.)

What can I FIND TODAY? If you have nothing to close and nothing to progress, then you will need to find prospects to progress and close! The bigger question is why are you at #3?

ASK 3 is a solid starting point approach that, when used properly, will identify the weak areas, improve your forecasting, and directly impact your results.

To better understand the proper and strategic way to properly and accurately implement this and other sales strategies, consider scheduling a training session with your team or setting up a personal coaching call with Mike Rodriguez.

Want to learn more from Mike?  Call 1-800-527-0306.  Book Mike for your next sales training or event.

This article is an excerpt from the book 8 Keys to Exceptional Selling by Mike Rodriguez. Mike is a Motivational Speaker and Strategic Sales Trainer at Ziglar, Inc.

Ziglar Sales Boot Camp with Mike Rodriguez

Ziglar Sales Boot Camp with Mike Rodriguez

“Lead, Influence & Sell”

U.S. Tour Dates – January – April, 2015

With over two decades of sales and leadership experience in business and corporate sales, Mike has professionally trained and motivated hundreds of people on sales process management and life strategies learned from Ziglar training. Mike Rodriguez dedicates his time helping people of all backgrounds to step into their potential through proven key Ziglar principles that are life-impacting.

We are coming to train you in how to influence others. How to authentically care and communicate value to them. Whether it’s your Prospects, Clients, Congregation, Family or any relationship you want to have influence with, we can help!

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Zig Ziglar said, “If you believe your product or service can fulfill a true need, it’s your moral obligation to sell it.”

Whether you carry a ‘sales’ title or not, if you want and need to influence people, then you are in sales; regardless of your profession.

For the past 40 years, Ziglar Performance has trained tens of thousands of people just like you on timeless sales strategies and techniques. We provide the sales training necessary for those who are seeking to improve or who simply want to outperform the competition. At the same time our goal is to provide motivation to achieve outstanding results, while interacting in a win-win environment with your clients and staff.

Learn the skills to help you increase your closing ratio and raise your sales mentality.

In this workshop you will learn:

  • The Four Selling Principles and how to apply them
  • The Five components needed to close every sale

Ziglar Sales Boot Camp Program Goals:

  • Sell to more people, more effectively, more ethically and more often
  • Increase your existing skills and knowledge
  • Build better sales relationships with prospects and customers
  • Interpret the value of your products and services
  • Implement a client-centered sales process
  • Manage and overcome objections in a professional manner
  • Develop greater confidence as a person and as a sales professional

THOSE GIANT SEQUOIAS By Zig Ziglar

THOSE GIANT SEQUOIAS

Zig Ziglar - Character
Character

One of the interesting phenomena of nature is the Giant Sequoia tree, which is the largest living organism on earth, reaching into the heavens nearly 300 feet.  One of them can produce enough lumber to build thirty-five five-room homes, and you can drive an automobile through the trunk of one.

Most of us would suspect that anything of this size would have roots that would extend halfway to China, but such is not the case.  Many of the roots are above ground and others extend only a few inches beneath the surface.  Interestingly enough, you will never see a Giant Sequoia growing in isolation – they’re always in groves.  Their roots are intermingled with the roots of other Giant Sequoias, so each one draws strength from many others.

That’s “team work,” which is the key to success in virtually every field of endeavor.  Even the superstar athletes need coaches and support people.  Singers and dancers need choreographers, writers, musicians, managers, staff, etc.  Any business, from the receptionist to the shipping department, must function as a team for maximum results.  Tweet this article!

As a child I read a story of a father who called his six sons together and gave each of them a relatively small stick to break, which they easily did.  Next, he took six sticks, wrapped a piece of cloth around them, and asked the sons to break all six at the same time.  They could not break the bundle and the father said to them, “That’s the way it is with our family.  Individually, you have a limited amount of strength, but when all of you pull together, stay together and work together, you will be able to draw from one another’s strength and collectively do much more.”  Follow that philosophy with your team, whether the team is the family, an athletic team, or a business, 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.

Not a Fairy Tale By Zig Ziglar

Not a Fairy Tale

Zig Ziglar - Motivation
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

Motivation

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.

A CHANGE IN CELEBRATING THE SEASON

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!

CHRISTMAS! A REASON TO CELEBRATE

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).

CELEBRATE LIKE NEVER BEFORE!

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.

Learn to say YES

YES

Here is a great article worth a read

By Zig Ziglar, author of Born to Win

Character

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.