Since today is the late Zig Ziglar’s birthday, I decided to write about one of my favorite sales books, “Selling 101”. This is basically an updated, condensed (less than 100 pages) version of his 1991 book “Ziglar on Selling”.
I was amazed that this short, quick, easy read had so much tangible information (seriously – for less than $10? Buy it. He won’t let you down).
Each section of the book focuses on a different part of the cycle of the sale. It starts with prospecting and the importance of keeping your funnel full and he ends the book with some powerful closing techniques.
Selling 101 – Be a Student of the Game
If you’re new to sales, you could read this whole book in one 2-3 hour sitting and get a great overview of the selling process. If you are a veteran salesperson, try spending a few minutes each morning reading a chapter and thinking about how you can use the information to tweak what you’re already doing.
I recently found myself spending an entire hour one morning reading (and re-reading) the chapter on the needs analysis where he taught how to use Open-Door Questions, Closed-Door Questions, and Yes or No Questions to find the true need of your prospects.
Zig’s honest approach based on his years of real life experience makes every one of his books a must read, but if you’re a salesperson, I suggest you go read Selling 101 right now, especially if you have a hard time carving out the time to read one of the other Ziglar classics, which can run from 375 to 400+ pages.
I’ll leave you with one of my favorite Zig Ziglar quotes:
I am in the sales profession. Today I will be a successful sales professional, and I will learn something today that will make me even more professional tomorrow.
You are truly missed, Zig!
Until next time – go sell some stuff!