Zig Ziglar says that at it’s simplest, sales is a communication process. He says that for you to be successful in sales you have to have a process.

First, you must recognize that it is a process with a beginning and an end. Find out where your customer is at in the process and meet him and her there. You’ll then be able to more easily guide him or her through the rest of the process through to closing.

Should You Use a Sales Process?

Zig Ziglar swears that if you want to be successful in the sales profession, you need a process. This is the best way for you to know what your client is thinking.

Your Sales Process Should Be Logical and Client-Oriented

And the end of the process, closing should be the logical conclusion to your sales activities.

Always remember that the message you send is not the always the message received. This is another important reason for a process. As soon as you notice the prospect and you are hearing different messages, you’ll be able to modify your message to sync with the prospect.

And you always, always, always need to listen for more than words. Listen for meanings of words (intent). You’ll get in trouble if you don’t.

Zig Ziglar Uses 4 Selling Principles in His Sales Process

1. Selling is a process, not an event.

There’s always a beginning, a middle, and an end. Where’s your prospect? Where are you? Are you at the same point in the process?

When you’re at one end of the process and you’re client is at the other end of the process, it can be frustrating for the both of you. This frustration can often kill the deal.

Because it’s a process, Zig Ziglar says that you need to meet your prospect where’s she’s at and then continue with her through the end. You will be able to influence the speed of the process but the customer is in control of the speed of the process.

2. When you solve problems, instead of sell product, you’ll make more money, guaranteed.

Find your prospect’s problems, and then solve the problems with your product.

3. People do things for their reasons, not yours.

Again, it’s a matter of finding out what those reasons are. Once you know those reasons, you can cater your sales process to those reasons.

4. Learn more about your prospect than about your product.

I’m not saying that you have to be best friends. But you do need to know your client’s wants, needs and desires.

Do you have a process for your sales? If you don’t you’ll need to start implementing one immediately. Zig Ziglar promises that you will see your sales soar once you put a sales process into place, identify where your prospect is at in that process, meet your client where he’s at, and lead your client to the conclusion.