Secrets of Closing the Sale [NOOK Book]

Overview

Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to:

o project warmth, enthusiasm, and integrity
o ...
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Secrets of Closing the Sale

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Overview

Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to:

o project warmth, enthusiasm, and integrity
o effectively use 100 creative closes
o increase productivity and professionalism
o overcome the five basic reasons people will not buy
o deal respectfully with challenging prospects
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What People Are Saying

From the Publisher
"He will undoubtedly go down in history as the humber one salesman of our time!'
—Mary Kay Ash, Founder and President, Mary Kay Cosmetics

"I recommend this book to anyone who needs to learn the sill of persuasion—and don't we all!'
—Robert H. Schuller, Founder and Pastor, Crystal Cathedral, Garden Grove, California

"Will upgrade the performance of salespeople and non-salespeople all over the world!'
—Og Mandino, bestelling author of The Greatest Salesman in the World

"In the past 36 years I have read over 100 self-help books for salespeople. Most of them are written by theoreticians who have never paid their dues in face-to-face selling. Zig's book excites me because every idea presented has been tested in the field by Zig or another master salesperson. A salesperson who doesn't own this book is underprivileged!"
—D. John Hammond, American Motivational Association

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Product Details

  • ISBN-13: 9781441200648
  • Publisher: Baker Publishing Group
  • Publication date: 9/1/2004
  • Sold by: Barnes & Noble
  • Format: eBook
  • Pages: 432
  • Sales rank: 52,524
  • File size: 2 MB

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.
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
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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
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Customer Reviews

Average Rating 4.5
( 17 )
Rating Distribution

5 Star

(11)

4 Star

(1)

3 Star

(4)

2 Star

(1)

1 Star

(0)

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Sort by: Showing all of 13 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

    4 out of 4 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • 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'.

    2 out of 6 people found this review helpful.

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  • Anonymous

    Posted June 2, 2012

    Legend

    Zig is truly a legend in the Sales industry.

    0 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 2 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
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    Posted July 31, 2011

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