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Ziglar's The Selling Difference

Ziglar’s The Selling Difference

Alila Hotel, Pacenongan – Jakarta | 6 October 2010 | Rp. 1.250.000,–     Rp. 875.000,-
Alila Hotel, Pacenongan – Jakarta | 4 November | Rp. 1.250.000,Rp. 875.000,-


You can change where you are by changing what goes into your mind. Feed the positive and you will be positive. Zig Ziglar



The evolution of the sales profession has caused great changes in the world of selling. The focus, strategy, and in some cases techniques, have changed to reflect the varying demands of our prospects and customers. In many cases the sales cycle is longer and  there are more people and departments involved in decision making. Customers want a “solution,” not a product, and a long-term relationship with the salesperson. Our   customers, economy and responsibilities are changing. How are we responding to these changes? Are we going to arrive in the future before our customers do?

The Selling Difference is designed to prepare you to move to the next level of success in this evolving profession. You must identify what you sell and what your customers truly want. Your understanding of the selling cycle is vital to sales achievement. You must firmly believe in your solutions, your company, your pricing, and your sales support staff.

Technological changes in the workplace and new demands for cross-cultural negotiation abilities have created a need for new skill sets in the world of selling. As you journey through your sales career, you must take time to sharpen your skills and knowledge so you can have a decided edge on your competition. Successful sales professionals realize that education is a life-long process.

The Selling Difference will provide you with a vehicle for this journey. This system will give you information to build a better you, teach you how to enjoy your career and how you can develop the confidence and belief in yourself necessary to be a sales success in these changing times.


The Psychology Of Selling                               09.00 – 10.15AM

Sales professionals get bogged down when they know they don’t know. Every sales professional needs to stop being acritic and give himself or herself permission to succeed.

The Consciously Incompetent stage of growth is when motivation leaves and the sales professional’s self-talk becomes negative.

The objectives for this course/program are:

  1. To sell more effectively, and more often.
  2. To implement a client-centered sales process.
  3. To interpret the value of your solution to the customer.
  4. To develop greater confidence as a professional and as a person.


Selling, the Proud Profession                         10.25 – 12.00 AM

Salesmen are a power in society and in the public economy. In many ways they are a tribute unto themselves. They draw and spend more money with less effort and with less return than in any other business. They come at the most inopportune time, under the slightest pretext, stay longer under more opposition, ask more personal questions, make more comments, put up with more inconveniences, and take more for granted under greater resistance than any other group or body, including the U.S. Army.

They introduce more goods, dispose of more old goods, load or move more freight cars, unload more ships, build more credits in our ledgers than

all other people in America. With all their faults, they keep the wheels of commerce turning and the currents of human emotions running. More cannot be said of any man. Be careful whom you call a SALESMAN, LEST YOU FLATTER HIM.

The objectives of this module are:

  1. To understand the HEART of the sales process.
  2. To utilize a sales-skill inventory to better equip you in the sales process.
  3. To learn the difference between empathy and sympathy in
  4. the selling process.
  5. To acknowledge the importance of the profession of selling in the world today.


The Prospect                                                     10.25 – 12.00 AM

Sales professionals have developed distinct behavioral patterns – patterns of responding and reacting. Understanding your behavioral style allows you to understand yourself and your prospect. This module is designed to help you identify your selling style, your strengths, your selling tendencies, and your areas for improvement. You will also learn the differences of your prospects and customers and the environment they require for maximum effectiveness and productivity.

The objectives of this module are:

To assist you, the sales professional to:

  1. Sell more effectively.
  2. Identify the four behavioral styles.
  3. List the characteristics and traits of the different styles. Understand your own personal selling style.
  4. Identify the styles of your prospects and customers.
  5. Develop selling strategies in order to blend your style to the styles of your prospects.
  6. Build better relationships.


The Sales Process                                             01.00 – 03.00 PM

Selling is a process, not an event! Sales people oftentimes experience frustration because they expect the end of the process while in the middle of the process. Guess what? Your prospects feel the same frustration as you. The reason is because prospects are also involved in the selling process. You must know where you are in the process as well as where the prospect is.

The objectives of this module are:

  1. To incorporate a systematic sales process to sell by designand not by chance.
  2. To understand the need to develop yourself in all areas ofthe sales continuum.
  3. To practice questioning techniques that assist in the closing process.
  4. To teach how to take action only after the client’s real needs havebeen identified.
  5. To identify the right system that will assist you in uncoveringthe needs of your clients.


Closes, Closes, Closes                              01.00 – 03.00 PM

Some “wit” once said that we miss 100 percent of the sales we don’t ask for. Remember, as a persuader, whether you are a doctor, dentist or computer sales professional, in most cases the prospect really does want to say yes, particularly if you are pleasant, professional, and at least reasonably friendly. In an interview of salespeople by Dr. Herb True of Notre Dame the following was revealed:

  • 46% of sales people ask for the order once and then quit
  • 24% ask for the order twice before giving up
  • 14% ask for the order three times before quitting, and
  • 12% ask for the order four times before throwing in the towel.

This means that 96% of all salespeople quit after asking for the order four times. Research also shows that 60% of all sales are made after the fifth attempt. Since we know that 96% of the sales people ask for the order only four times, it means that 4% of the salespeople are making 60% of the sales and corresponding commissions.

The objectives of this module are:

  1. To understand the closing process.
  2. To learn persuasion techniques that work.
  3. To utilize proven closing techniques and adapt them to your own selling style.
  4. To understand objection handling by breaking the objection down into something manageable.
  5. To incorporate a closing methodology into your sales cycle.


Overcoming Objections                                   01.00 – 03.00 PM

  • Selling is something you do for customers, not something you do to them.
  • Objections may occur AT ANY POINT in the Selling Process.
  • You should ANTICIPATE objections and PREPARE for them. “The Law of Six” states you will receive approximately six objections with every presentation. Your challenge is to prepare for them.
  • A prospect will make a new decision when he/she is presented with NEW INFORMATION.
  • You must QUESTION the objection so you can clearly UNDERSTAND the reason and IDENTIFY what the prospect is really saying.
  • Once you have clearly understood and identified the objection, you must EMPATHIZE with the prospect.
  • You only want to deal with the TRUE objection. Therefore, you must TEST the objection in order to determine if it is valid or invalid.
  • You must provide EVIDENCE in overcoming objections.
  • Once you overcome the objection, you should gain agreement that the objection has been satisfactorily answered and continue with the sales process.

The objectives of this module are:

  1. To understand the nature of objections.
  2. To incorporate an objection handling process into your sales methodology.
  3. To learn the art of listening for the real objection and testing the objections before trying to close.
  4. To understand the difference between empathy and sympathy in the closing process.
  5. To acknowledge that objections are a sales professional’s best friend.


Technology and Cross-Cultural Selling        03.15 – 05.00 PM

Technological advances in the last decade have changed the sales landscape forever. Today, devices that increase productivity are found everywhere. Most sales professionals use one or more of these efficiency-enhancing devices, from Palm Pilots that allow you to record valuable contact information and important events and dates, to mobile laptops and cell phones that keep you on the go. The life of today’s sales professional is forever different.

The key element is to learn about the devices before obtaining one. Make sure the technology fits your needs.

The objectives of this module are:

  1. To gain a broader understanding of the changing technologies and their impact on selling.
  2. To identify the automation resources that would benefit your sales team.
  3. To define the nature of your technology needs and find the gadgets and devices that would best serve you.
  4. To learn more about the cultural changes in the world and how to deal with them more effectively.
  5. To learn cultural awareness in an increasingly global marketplace.

How To Stay Motivated                                    03.15 – 05.00 PM

The four questions to ask yourself:

  • Do you believe there is something you can specifically do in the next three weeks that will make your personal life, family life, and business life worse? Yes/No
  • Do you believe there is something you can specifically do in those same three weeks to make your personal life, family life, and business life all better? Yes/No
  • Do you believe the choice is yours? Yes/No
  • Do you believe every choice has an end result? Yes/No As a result of the above questioning technique, what you just admitted to is that the future can be better or worse and the choice is yours. This is profound, in that as sales professionals you have admitted you are not victims of circumstances.

The objectives of this module are:

  1. To learn the foundation of motivation.
  2. To identify and isolate the qualities needed for you to be successful.
  3. To differentiate between the things money can buy and the things money can’t buy.
  4. To realize that character does count and that everything is not relative as popularly believed.
  5. To learn how to change from a negative thinking person to a positive thinking person by changing your input from negative to positive.



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