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In Honor of the Great Zig Ziglar

In Honor of the Great Zig Ziglar

by Dr. Eli Jones
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| Audio, Community, Little Things, Photos, Published Research, Selling ASAP Book, Selling ASAP Thoughtware, Series, Videos, Your Sales Passport
November 29, 2012

The SellingASAP team extends our deepest condolences to the Ziglar family. We pray for comfort and peace in this time of grief. The amazing inspirational legacy of Zig Ziglar will live perpetually through sales professionals around the world!
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Selling ASAP Thoughtware: When Salespeople Act Like a “Cookie Cutter?

by Dr. Larry Chonko
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| Selling ASAP Book, Selling ASAP Thoughtware, Series
February 16, 2012

Salespeople have an affinity to be trendy. Yes, they must follow trends and infuse trends into sales strategies if the trends are judged to be relevant. Unfortunately, and too often trends are “spotted” after it is too late to do much about them. We have witnessed trends grounded in “trivia,”...
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Selling ASAP Thoughtware: Connections

by Dr. Larry Chonko
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| Community, Selling ASAP Book, Selling ASAP Thoughtware, Series
February 16, 2012

A Sales professional’s first and most important priority is to ensure clients are well-served by the advice offered and received. Personal connections can be as important as the product or service information salespeople offer customers – if salespeople want get the most out of relationships for their customers and themselves,...
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Selling ASAP Thoughtware: Introduction

by Dr. Larry Chonko
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| Community, Selling ASAP Book, Selling ASAP Thoughtware, Series
February 16, 2012

Thoughtware is derived from technologies which are composed of three components: hardware, software, and thoughtware. The analogy between thoughtware and software is intentional because just as software is critical in the performance of computers and must continually be upgraded, it is also true of salesperson’s thoughtware. All components must be...
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Telephone 5

by Tom Arceneaux
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| Community, Selling ASAP Book
February 15, 2012

Give your best contacts your cell and home numbers. Here’s a balance point. This says your “best” contacts, not your 100 best contacts. A handful of my clients have my cell and home phones (although my home phone is listed), but I try to keep that to a very short...
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Adapt to a Customer’s Style

by Dr. Eli Jones
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| Selling ASAP Book
January 29, 2012

Building Stronger Relations Not all business customers are the same. Therefore, salespeople must learn to adapt their communication and behavior to buyers’ personalities and preferred styles of doing business. Agile salespeople practice adaptive selling, which means they are able to quickly and skillfully alter their behavior when changes occur in...
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Yes, That First Impression Does Matter

by Dr. Eli Jones
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| Selling ASAP Book
January 29, 2012

The attention step is critical because when the prospect sees the salesperson for the first time, the prospect will generally form a first impression that will last. The salesperson’s looks, actions, and manner of speaking can create a good or bad impression in the prospect’s mind and influence the prospect’s...
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Rules for First Meetings

by Dr. Eli Jones
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| Selling ASAP Book
January 29, 2012

Overcome Anxiety When seeing a prospect in person, a salesperson should be sure to dress appropriately, arrive 15 minutes in advance of the scheduled meeting time, and overcome any sales call anxiety by: Freeing up memory space through disconnected mindfulness Reducing approval seeking Relaxing Regulating nonverbal communication In approaching the...
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Introduction to the Sales Process in Selling ASAP

by Dr. Eli Jones
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| Selling ASAP Book
January 29, 2012

The “gift of gab” does not necessarily mean success in professional selling. You must fully understand the art and science of the profession. The science part is a series of sequential actions, such as how to prepare for that important meeting with a prospective client— this is the Preparation phase (Chapter...
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