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!"
|Publisher:||Baker Publishing Group|
|Age Range:||15 Years|
About 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
|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|
|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|
|35||The Keys in Closing--Conclusion||380|
|36||The "Narrative" Close||396|
What People are Saying About This
"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 persuasionand 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
Most Helpful Customer Reviews
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
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'.