zig ziglar
Post on 13-May-2015
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Zig Ziglar chp 28
Customers Buys Benefits
When you explain feature & Function speak about Benefits
Car with 15000 miles (Safe tyres)
Insurance Policy – Guaranteed Renewal Policy
Benefit: You can Cancel the Policy at any age
Reason for you to Buy!
Gym – workout 24/7
Facilities available always
Personalise benefits for the prospects.
Advantage-Work out as per your Convenience.
Personalise the Benefits.
Salesmen should clearly understand the benefits & Express it!
Chp 29
Dont emphasise on benefits too Early
Lead with the Prospects Need.
State the need First
Link the need with a solution
Eg: John (Train Staff & Be Active with Family)
Ask questions.Get InformationThen link the benefits with the need for solution.
Then you will Grab Prospects Attention.
Positive Words!
UnderstandProvenEasyProudProfit Value
Chp 3
Power of Words
Be careful with the words & Language
Negative Words
DealCostPayDifficultObligation
Prospects they don’t want to hear Negative words (Turn of)
Use words like Invest instead of buy
5 Brokers trying to sell house from 3 months (2BHK)
Brokers- Expressing the basic information.Standards ads (Garage, Hot water, Near stadium)Facts were expressed
Key to Selling: Word Pictures
Women Sold the House!
We’ve been in Home we are very happy in it.
But 2 Bedrooms are not enough, so we must move
House is CozyIt has wide windowsShady yards in summerProtected from streetsClear view of winter sunsetsYou might like to buy.
6 responses next day lead to 1 purchaser
Word pictures play a big role
Memorise them
Clearly express it!
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