Sales

Zig Ziglar’s Sales Strategy

Sales Guy

24 Feb 2025 — 2 min read

Zig Ziglar, the legendary salesman and motivational speaker.

With his signature blend of charisma, ethics, and unshakable positivity, Ziglar redefined sales as a service, not a struggle.

Let’s dive into Ziglar’s timeless strategies and how to apply them in today’s fast-paced sales world.

Ziglar’s Core Philosophy: Sell with Soul

Ziglar’s approach was rooted in three pillars:

“Help Enough People Get What They Want, and You’ll Get What You Want”
- Shift from selling to serving. Ziglar believed genuine success comes from solving problems, not pushing products.
“People Buy Emotionally, Justify Logically”
- Tap into feelings, not just facts. Ziglar’s clients bought hope, security, or confidence.
- Example: Don’t say “This software boosts productivity.” Say, “Imagine leaving work at 5 PM, stress-free, every day.”
“Honesty is the Cornerstone of All Success”
- No shortcuts, no lies. Ziglar’s clients trusted him because he prioritized their needs over quick commissions.
- Pro Tip: If your product isn’t the best fit, say so.

Ziglar’s 6 Pillars of Sales Excellence

1. Ask, Listen, Solve

Ziglar’s Move: “What’s keeping you up at night?”
Action: “What’s your biggest hurdle in [their industry] right now?”

2. Rapport is Revenue

People buy from friends. Share a laugh, find common ground, and remember personal details.
Tech Hack: Use CRM notes to track hobbies, birthdays, or kids’ names.

3. Sell the Sizzle, Not the Steak

Ziglar sold transformations. For a vacuum cleaner: “Imagine your kids playing on a spotless floor.”
Exercise: List 5 product features. For each, write the emotional payoff.

4. Enthusiasm

Passion is contagious. If you’re not excited, why should they be?
Ziglar Classic: His energetic seminars left crowds buzzing. Channel that energy in sales calls.

5. Persistence > Perfection

Ziglar faced rejection daily. His secret? Follow up with value, not desperation.
Follow-Up Formula:
- Email 1: Share a relevant case study.
- Email 2: Invite to a webinar.
- Call: “I’ve got an idea to solve [their pain point].”

6. Never Stop Learning

Ziglar read daily. Stay sharp with podcasts, courses, and books.

Why Ziglar's Approach Dominates in the Digital Age

Human Connection in a Tech World
AI can’t replicate Ziglar’s charm. Use tech to automate tasks, not relationships.
Value Selling vs. Price Wars
Buyers today crave solutions. Ziglar’s service-first approach beats discounting.
Mindset as a Differentiator
Ziglar’s positivity attracts clients and closes deals.

Checkout Joe Girard's Sales Strategy: https://www.mysalesprocess.com/joe-girards-sales-genius/

Keep Crushing!
- Sales Guy

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