The Secrets of Closing the Sale

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More About This Book

Overview

Doctors, housewives, ministers, parents, teachers ... everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on the most essential part of the sale -- how to make them say "Yes, I will!"

Product Details

  • ISBN-13: 9780425081020
  • Publisher: Penguin Group (USA) Incorporated
  • Publication date: 9/28/1985
  • Edition description: Reissue
  • Pages: 416
  • Sales rank: 120,721
  • Product dimensions: 5.32 (w) x 8.22 (h) x 1.09 (d)

Meet the Author

Zig Ziglar, a talented author and speaker, has traveled over five million miles and worked with clients and corporations of all sizes, from Fortune 500 companies to churches, schools, and non-profit associations. He has written twenty-one books on personal growth, leadership, sales, faith, and success, nine of which have been bestsellers. He lives in Carrollton, Texas.

Table of Contents

Preface 9
Part 1 The Psychology of Closing
1 The "Household Executive" Saleslady 13
2 Making "King" Customer the Winner 24
3 Credibility: The Key to a Sales Career 36
4 Commonsense Selling 45
5 Voice Training to Close Sales 54
6 The Professional Sells and Delivers 69
Part 2 The Heart of Your Sales Career
7 The Critical Step in Selling 81
8 The Big "E" in Selling 88
9 The Right Mental Attitude 101
10 Your Attitude Toward You 105
11 Your Attitude Toward Others 110
12 Your Attitude Toward the Sales Profession 116
13 Building "Reserves" in Selling 133
14 Building a Mental Reserve in Selling 141
15 Ya Gotta Have Love 151
Part 3 The Sales Professional
16 Learning and Using Professional Techniques 157
17 Characteristics of the Professional Salesperson 160
18 Here Is a Professional 172
19 Everybody Is a Salesperson and Everything Is Selling 186
Part 4 Imagination and Word Pictures
20 Imagination in Selling 207
21 Imagination Sells and Closes Sales 221
22 Using Word Pictures to Sell 245
23 Picture Selling for Bigger, Permanent Sales 256
Part 5 The Nuts and Bolts of Selling
24 Objections--the Key to Closing the Sale 263
25 Objections Are Consistent--Objectors Aren't 272
26 The Salesman's Friend 280
27 Using Objections to Close the Sale 289
28 Reasons and Excuses for Buying 301
29 Using Questions to Close the Sale 307
30 For Direct Sales People 314
Part 6 The Keys in Closing
31 Four Ideas and a Key to Sales Success 333
32 Selling and Courting Run Parallel Paths 343
33 The "Look and Listen" Close 358
34 Listen--Really Listen 372
35 The Keys in Closing--Conclusion 380
36 The "Narrative" Close 396
Recommended Reading 405
Index 409

Customer Reviews

Average Rating 4.5
( 15 )

Rating Distribution

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(10)

4 Star

(1)

3 Star

(3)

2 Star

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Sort by: Showing all of 15 Customer Reviews

  • Anonymous

    Posted October 10, 2006

    Outstanding

    Already, in just 20-minutes of listening, my life and business have changed forever. Yesterday, I closed 3 out of 3 sales, check in hand as a result of Zig. The biggest lesson in sales he has taught me so far, listen carefully to your prospect's needs and wants and opereate with the greatest of integrity and honesty. People buy from good people. I am good and that is my greatest asset! Zig, it works and if I ever meet you, I want to give you a big hug! Sincerely, RF

    2 out of 2 people found this review helpful.

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  • Anonymous

    Posted June 21, 2005

    You Must Read Add This Book To Your Library!

    This is the first sales book I read and the foundation for my sales career. Zig uses a lot of stories that make sense. This is a wonderfully diverse book, reviewing specific closes and how to use them, overcoming objections, and even how to handle different types of client personalities. Read this book with a pen- and take lots of notes.

    2 out of 3 people found this review helpful.

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  • Anonymous

    Posted August 17, 2005

    Not my favorite

    Sadley, this book wasn't for me. If you are selling Mary Kay, Tupper-ware, or Avon....THIS BOOK IS FOR YOU!! I didn't find very many helpful hints, but I did find a lot of stories about selling dinner plates. Good book if you want to learn how to 'smooth talk'.

    1 out of 3 people found this review helpful.

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  • Anonymous

    Posted July 17, 2001

    Learn from a master

    Zig Ziglar is one of the masters on this topic. Zig's experience and professional insight is most helpful.

    1 out of 1 people found this review helpful.

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  • Posted December 4, 2010

    more from this reviewer

    Highly Recommended

    I actually own the paperback of this book also. It is one that is needed in every direct marketers library of books. The information is clear and concise. Zig outdoes himself with this one! A wonderful read!

    -Lisa Corkern

    0 out of 1 people found this review helpful.

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