Timeless Sales Tips

   Have you ever heard the adage that a sale is made even before the call is made?  Another good one is the sale is made between the ears before you even see the prospect.  Both of these statements are true.  Regardless of the latest trend in sales science, the nuts and bolts remain the same.  Sales, as so eloquently stated by the one and only Zig Ziglar, is a transference of feeling.  It is a transference of feeling about the product or service from the salesperson to the prospect.  If you believe in what you sell and convey that to whom you are selling, you have a much better chance of leaving with an order.

   Speaking of Zig Ziglar, I have a true story that happened to me recently.  I was chatting with a sales person in my industry and asked him what he thought about Zig’s books.  He told me that Zig was fine for his time.  He said that Zig was great back in the 80s but is now outdated in our day.  I really feel sorry for that guy.  The gems that Zig and his contemporaries share with us are relatively timeless.  A good solid philosophy in the world of sales works then, now and tomorrow.  The guy I had the discussion with is almost always struggling with his quotas and goals.  He can’t see the forrest.  There are too many trees for him.