Mark Zokle

Mark Zokle: An “Old Dog” with New Tricks

Mark Zokle has greater than 20 years of experience under his belt where closing multi-million dollar deals is concerned. However, unlike some of his contemporaries, Zokle has grown with the times and molded his sales strategies to appeal to a more informed generation of buyers.

Q: What are the key differences between the old and new styles of sales?

Mark Zokle: Two decades ago, it was the seller’s responsibility to simply collect orders, make money, and close the deal. Today, sales professionals’ main priority is helping customers solve problems. Sellers must be customer-oriented and focus on helping the customer utilize his or her product or service in a way that benefits the customer’s bottom line.

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Mark Zokle

Sales Success with Mark Zokle

As the National Sales Manager and Trainer for BCI Acrylics, Mark Zokle leverages his 20+ years’ of experience to educate BCI’s sales force in the fine art of customer capture. Here are a few of the more common questions he receives from new salespeople.

Q: What are some visual cues I can give my customer to let them know I don’t agree with their terms?

Mark Zokle: Here’s the thing: amateur theatrics has no part in a professional sales negotiation. Gone are the days of slamming your briefcase or taking a dramatic and exasperated breath to show your disdain. Your best bet is to stay levelheaded, calm, and able to speak clearly and offer your customer accurate information as to why your product or service deserves their respect.

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Mark Zokle

Mark Zokle: Salespeople Define a Company’s Success

Sales is not an easy career, says veteran sales trainer Mark Zokle. Salespeople are often torn between their customer and the company they represent. Here, Zokle answers a few common questions about how to be the salesman your customer needs while being the employee your job expects.

Q: How can I set myself and my company apart from the competition?

Mark Zokle: There is a common misbelief that clients place the most weight on price. That simply isn’t true, at least in my experience. Your customers already expect quality so that isn’t necessarily a determining factor either. What I have found is that customers tend to trust the reps who are competent and who truly believe in their product.

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Mark Zokle

Mark Zokle Shares Best Kept Sales Secrets

Mark Zokle has been called one of the most engaging, exciting, and effective sales trainers in the US. His seminars have been broadcast nationwide and Zokle’s methods have helped launch the careers of thousands of men and women. 

Q: What does it mean to “build a presentation for a scenario?”

Mark Zokle: Most organizations have a standard presentation, but that exhibition must often be adjusted based on the salesperson’s current opportunity. When we talk about building presentations, we are really saying to our salespeople “what can you add/take away from your model script to make this more appealing to your target audience?”

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Mark Zokle

Mark Zokle: Leadership Qualities Defined

Mark Zokle, a multi-million dollar closer, motivational speaker, and prominent businessman, recently sat down to compare traits that most business leaders either have inherently or develop over time. The following are highlights from the conversation.

Q: What is the best way to let my employees know that I expect ethical behavior all the time?

Mark Zokle: Your ethics policy is something to discuss during initial interviews with candidates. Make sure there is no misunderstanding and that you feel completely comfortable with each individual before you bring them on the team. Try to set a standard for yourself that is higher than that which you place on your employees; demonstrating your beliefs every day is the best way to be a role model.

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Mark Zokle

Mark Zokle | Managing Life from the Road

Mark Zokle has spent the better part of the last two decades traveling for his job. It hasn’t always been easy, but he says it is possible to raise a family and maintain a healthy relationship with your significant other – even if you can’t be with him or her every day. Here, Mark Zokle offers advice on managing life from the road.

Q: How do you keep up with the type of schedule that involves weekly travel?

Mark Zokle: Update your calendar every day and plan your travel around the times you can communicate with your family.

Q: You’re married, does your wife keep up with your schedule?

Mark Zokle: She is actually paramount in helping me manage my daily plans.

Q: How do you handle being away from your family?

Mark Zokle: It’s very difficult, of that there is no doubt. However, technology over the last decade has made it much easier to be away and still maintain a close relationship with both my spouse and kids.

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Mark Zokle

Surviving the Home Improvement Market with Mark Zokle

Unlike many other markets, home improvement sales professionals pretty much always start at zero. Here, veteran home improvement marketing expert Mark Zokle answers questions on how to push forward in one of the hardest markets.

Q: Why is home improvement such a hard industry to break into, from a sales perspective?

Mark Zokle: Home improvement trends are always changing and new competition is constantly emerging. It’s also an industry that is heavily dependent upon the real estate market. When real estate is doing well, people are more likely to sell their homes and move, as opposed to invest more money into their existing one. When the market is down, remodeling becomes a more attractive option.

Q: So, how do you push forward when people are selling instead of improving their current space?

Mark Zokle: You have to look for opportunities. Many people will seek the advice of a home remodeling expert before they put their home up for sale. You have to help homeowners understand where their home improvement money will do the most good.

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Mark Zokle

Respected National Sales Manager Mark Zokle on Weekly Meetings

In a world full of digital clutter it’s crucial from a business standpoint to get back to basics and interact with your team face-to-face, says Mark Zokle. Here, the veteran sales and marketing expert discusses the benefits of holding Monday morning meetings.

Q: Are weekly meetings really productive? Can’t I communicate just as effectively through emails and text messaging?

Mark Zokle: I have no problem with emails, phone calls, or the occasional text message. However, hosting a weekly meeting allows a company’s management team to get a feel for how everyone is doing and where accountability struggles may still exist. Monday morning is a perfect time to bring everyone together to get motivated for the coming week.

 Q: Is this an opportunity to pair more experienced team members with those who may be falling short?

Mark Zokle: Absolutely! As a manager, it’s important to know who the strongest team players are and to be able to identify potentially equal team members. These high producers can serve as valuable mentors for those just getting a foothold in the industry.

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Mark Zokle

Marketing Expert Mark Zokle | 7 Signs a Remodeling Company is Stable

Sales professionals take note. Mark Zokle presents the seven most important things to look for when considering a career with a home improvement company. Zokle says that these companies:

  1. Have a clearly defined purpose.

According to Mark Zokle, this is the #1 indicator that a company is poised for success. These are the businesses that clearly communicate goals and values to their teams. Zokle cites his employer, BCI Acrylics, Inc. as a perfect example. The Palatine, Illinois-based manufacturer focuses exclusively on bath and shower systems but also provides accessories and upgrades to enhance their flagship products.

  1. Know and utilize core projects.

Companies that have demarcated their core projects tend to be more successful in the long run. From a sales standpoint, Mark Zokle says that having an area of company expertise offers a competitive advantage at closing.

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Mark Zokle

Mark Zokle Shares Qualities of Successful Sales Professionals

Mark Zokle has trained thousands of top performers over his twenty year career. Here Zokle identifies six traits of those who are most successful.

  1. They understand the difference between persistence and pushiness.

Good salespeople know when to attempt contact again after an initial rejection; they also know when to move on and leverage their time for more likely prospects, Mark Zokle says.

  1. They are passionate.

Passion and persistence are usually a package deal. Effective sales people truly believe in their product and let that passion shine in their meetings.

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