Selling 101 - Zig Ziglar

They say selling is a science and not an art, a science about the study of the prospective buyers, their behavioural pattern and of course their needs. In comes motivational genius Zig Ziglar’s concise yet very effective book on selling, “Selling 101”. A quick take on what it takes to become an effective seller, the book is the perfect read for everyone who wants to sell and sell anything. What strikes the reader from the word go is the technical yet simple understanding with which the author brings forward the science of selling explaining the fundamental principles associated with it.  

The start to the book is with an enlightening information from the author about his own journey and why should one read this book. It sets the right tone for the coming chapters and one cannot wait to discover more. Right there in the second chapter, Zig very straightforwardly brings out that irrespective of all other talents and skills associated with selling, one aspect that is mandatory is honesty and integrity. This forms a very important part for the start especially for youngsters reading this book. It would go a long way for them to know that there is nothing as successful as honesty and integrity.

The sales credo of “You can have everything in life you want if you will just help enough other people get what they want,”  clearly bring out the motto of selling, i.e. helping and changing lives. Frankly, there couldn’t have been a better way to put the point forward that selling is indeed an important responsibility.

The most important part of the book is perhaps the chapter where in Zig stresses on the fact that “Sell by design and not by chance.”  What the reader would get exposed to in this chapter would indeed be an eye opening one for each one. So simple but so ignored by so many. Brilliantly explained is the four step process of planned selling on a prospective client for selling products and services. Those being need analysis, need awareness, need solution and need satisfaction. It is detailed and it is so practical that if one starts using these four steps in the sales planning then surely a very big hurdle in closing deals and orders would be solved. There is also an increased stress on the fact that there should be more one to one meetings with customer against the routinely followed customer call review. The detailing in each of the section and chapters gives a very clear picture about the science of selling.

The next part deals with an equally important aspect of selling that is of closing sales order where in the experience of the author comes in to play explaining effective ways to go about.

The concise format of the book is a time saver for readers who don’t get much time for reading. So, this book would be quick and superbly helpful. The book is majorly targeted for young sales professionals in all forms of the work. But, as selling is one of the most important commerce activities, this book is actually helpful to everyone. It goes beyond mere selling, it concentrates on helping customers and making a change in their lives. Like, looking beyond customer service and concentrating on customer satisfaction.