Here’s a focused list of **communication skills tips from Zig Ziglar**, based on his books (*See You at the Top*, *Secrets of Closing the Sale*, *Born to Win*), seminars, and decades of sales and motivational speaking. Zig’s communication style was **warm, persuasive, value-driven, and people-first**—ideal for influence without manipulation. --- ### **1. Sell the Problem Before You Sell the Product** Zig always emphasized identifying the prospect’s pain first. **Tip:** Ask questions that reveal the struggle. Say: > “What’s the biggest challenge you're facing with this right now?” --- ### **2. Use Word Pictures to Make Your Point Stick** He turned concepts into stories and analogies. **Tip:** Instead of saying “it’s risky,” say: > “It’s like climbing a ladder that’s missing a few rungs.” --- ### **3. Make People Feel Important** Ziglar believed everyone wears an invisible sign that says: > “Make me feel important.” **Tip:** Ask sincere questions. Use their name. Listen intently. --- ### **4. Ask Questions That Lead to a Yes** He stacked “yeses” before asking for the close. **Tip:** Ask: > “Would it be helpful if this saved you time?” > “Is quality something you care about?” --- ### **5. Speak With Enthusiasm, Not Just Logic** Ziglar’s energy made people believe. **Tip:** Don’t just explain. **Feel** your words. Excitement sells more than spreadsheets. --- ### **6. Tell Stories, Not Just Features** He sold through emotion and narrative. **Tip:** Share a story of someone who used the product or made the change—and how it helped. --- ### **7. Frame Objections Before They Arise** Zig used “objection preemption.” **Tip:** Say: > “Some people worry about the cost—but they usually realize it saves more in the long run.” --- ### **8. Use Humor to Build Trust** He mixed serious points with clean, relatable humor. **Tip:** Use light humor to break tension—not to dominate the room. --- ### **9. Sell Yourself Before You Sell Your Message** People buy *you* before they buy your solution. **Tip:** Be friendly, honest, and respectful. Don’t push. *Connect.* --- ### **10. Use the Alternate Close (Give Two Options, Both Win)** Zig didn’t say “Do you want to buy?”—he said: > “Would you prefer the monthly plan or the annual?” **Tip:** Offer choices where either option benefits you and the client. --- ### **11. Repeat Key Messages With Variation** He reused the same truths in different ways. **Tip:** Say your point. Rephrase it. Back it with a story. Then summarize. --- ### **12. Be a Professional Reminder, Not Just a Seller** Zig said people forget benefits, so remind them consistently. **Tip:** Follow up by restating the core value: > “Just a quick reminder—you’ll start seeing results by next week.” --- ### **13. Always Leave People With Hope** Even if he didn’t close a deal, he left the door open. **Tip:** Say: > “If now’s not the right time, I’ll be here when it is.” --- ### **14. Ask for the Close With Confidence** Zig never begged. He invited. **Tip:** > “Are you ready to get started?” > “Can we move forward today?” Tone: calm, friendly, firm. --- ### **15. Reinforce Positive Identity** He sold by aligning the message with the person’s self-image. **Tip:** Say: > “Most successful people I talk to go this route.” --- Here’s a **second batch of communication skills tips from Zig Ziglar**, pulling from his deeper sales psychology, motivation strategies, and audience rapport techniques. Zig wasn’t just a salesman—he was a master at **building belief, sparking action, and earning trust**. --- ### **16. Help Them Sell Themselves** Zig said: > “People don’t buy for logical reasons. They buy for emotional reasons.” **Tip:** Ask questions that make *them* talk about why they want it. > “How would this change your day-to-day?” Let them convince themselves. --- ### **17. Speak to Dreams, Not Just Problems** He didn’t just highlight pain—he sold hope. **Tip:** Say: > “What would life look like once this is handled?” Paint a picture of the better version of them. --- ### **18. Don’t Argue—Agree, Then Redirect** When someone objected, Zig agreed first to lower defenses. **Tip:** > “You’re absolutely right to be concerned about that. Let me show you how we’ve addressed it.” --- ### **19. Repeat Their Words Back to Build Rapport** He mirrored their phrases to build trust. **Tip:** Use their language when summarizing: > “So you’re looking for something dependable, long-term—makes total sense.” --- ### **20. Make the Invisible Visible** He helped people “see” the benefit before it arrived. **Tip:** > “Imagine walking into work knowing this is already handled…” Sell the *feeling*, not just the function. --- ### **21. Use the “Feel, Felt, Found” Formula for Objections** Classic Zig move: > “I understand how you feel. Others have felt the same way. But here’s what they found…” **Tip:** Empathize, relate, then educate—without arguing. --- ### **22. Teach While Selling** Zig never just pitched—he *taught*. **Tip:** Explain why the solution works, not just what it is. > “Here’s why this approach gets better long-term results…” --- ### **23. Use Certainty, Not Weak Language** He avoided phrases like “maybe,” “kind of,” or “hopefully.” **Tip:** Speak with conviction: > “You’ll start seeing improvement within 7 days.” Not: “You might notice some results…” --- ### **24. Create Urgency With Integrity** He didn’t fake pressure—but he used timing as a real factor. **Tip:** > “This bonus is available until Friday—not to pressure you, just so you can plan accordingly.” --- ### **25. Highlight Opportunity Cost** Zig reminded people that *not* acting was still a decision—with consequences. **Tip:** > “Waiting might feel safer, but what’s it already costing you not to solve this?” --- ### **26. Put the Focus Back on Them** When in doubt, Zig turned the spotlight away from himself. **Tip:** > “Enough about the product—tell me what you’re trying to achieve.” Center the conversation around their needs. --- ### **27. Use Testimonials as Social Proof Stories** He didn’t just say “it works”—he showed real people succeeding. **Tip:** > “I worked with someone in your exact situation. After one month, here’s what happened…” --- ### **28. Smile When You Talk—Even on the Phone** Zig said people can “hear your smile.” **Tip:** Even in text or voice messages, your *tone* and *energy* create trust or doubt. --- ### **29. Speak as If It’s a Conversation With a Friend** He was never stiff or robotic. **Tip:** Use everyday words. Be clear. Be warm. Make people feel *with* you—not beneath you. --- ### **30. Close With Certainty, Not Desperation** Zig’s close was confident, never needy. **Tip:** > “Let’s go ahead and get you started.” Not: > “Would you maybe like to sign up now?” ---