The Prospect

By: Zig Ziglar

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, designed by Zig Ziglar and Bryan Flanagan, will help you identify your selling style, your strengths, your selling tendencies, and your areas for improvement. You will also learn the differences between your prospects and customers and the environment they require for maximum effectiveness and productivity.

The objectives of this module are:

• Sell more effectively
• Identify the four behavioral styles
• List the characteristics and traits of the different styles
• Understand your own personal selling style
• Identify the styles of your prospects and customers
• Develop selling strategies in order to blend your style to the styles of your prospects
• Build better relationships

©2010 Zig Ziglar (P)2010 Zig Ziglar