Released on: December 9, 2007, 9:50 pm

Press Release Author: Ray Schroder

Industry: Marketing

Press Release Summary: The purpose of this step is to uncover the needs and the real
concerns and issues that are facing the prospect.


Press Release Body: Australia, December 10, 2007 --Zig Ziglars recent opening of his
sales training in Australia has had great success and responses by businesses in
Brisbane, Sydney and Melbourne. Sales in a profession to be proud of and through
honesty, integrity, pride and professionalism all sales people will see success.

Through the implementation of a proven sales process and techniques you achieve more
sales from more people, less objections and less stress for the sales person and the
buyer.This is accomplished by asking appropriate questions. By focusing on the need
of the prospect from his/her point of view, you can better understand what is
required to solve the prospect’s problems.

Before you can recommend a solution, you, the salesperson, must be aware of the
needs, issues and/or concerns. This is called “salesperson awareness.” A “light
bulb” must be fully illuminated in your mind, signifying that you understand what
the prospect needs. The prospect must also have a “light bulb” fully illuminated in
his/her mind before agreeing to your solution.

In other words, there must be awareness on the part of the prospect. This “prospect
awareness” must exist in order for the prospect to take action on your
recommendation.

The natural law of homeostasis states that an organism stays in perfect balance
until and unless acted upon by an outside force. The outside force disrupts the
status quo and pushes the organism out of balance.

Your prospect is affected by this same principle. Prospects rarely take action until
they feel out of balance or dissatisfied. Prospects take action when they feel a
need to correct the balance.

What you need to know and do
How to uncover the needs, issues, and concerns of the prospect, How to upset the
prospect’s “balance”. How to verify need awareness before trying to sell the
solution. How to transition from uncovering the needs to making a presentation.

The Ziglar Sales System. This program provides you with the skills and techniques
to increase your sales productivity by equipping you with the tools necessary to
sell with more confidence, competence and comfort.

Throughout this program you will be developing specific strategies for your
prospective customers and current accounts. Our goal is to prepare you to be more
productive when you return to your selling activities.

Purpose of Ziglar Sales System:
To increase your sales effectiveness and productivity as a sales professional.

Ziglar Sales System Program Goals:
Sell more, Sell 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.

www.ziglar.com.au or www.ziglar.com.au/salestraining.htm
The Sales Expert Toolkit includes closing techniques, questioning, account planning
templates, opportunity planning templates and more..

Sign up to the Ziglar Australia Newsletter and download the ‘Sales Expert Tools’ for
free. http://www.ziglar.com.au/News_Letter.htm
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Contact:

Ray Schroder
Ziglar Sales System
PO Box 9481
Wynnum West
Queensland 4178
Australia
+61 7 3303 8547
info@ziglar.com.au
http://www.ziglar.com.au




Web Site: http://www.ziglar.com.au

Contact Details: Ray Schroder
Ziglar Sales System
PO Box 9481
Wynnum West
Queensland 4178
Australia
+61 7 3303 8547
info@ziglar.com.au
http://www.ziglar.com.au