The Secrets of Closing the Sale

The Secrets of Closing the Sale

by Zig Ziglar
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Hardcover

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Overview

The Secrets of Closing the Sale by Zig Ziglar

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: 9780800712136
Publisher: Baker Publishing Group
Publication date: 05/28/1984
Pages: 416
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

Preface9
Part 1The Psychology of Closing
1The "Household Executive" Saleslady13
2Making "King" Customer the Winner24
3Credibility: The Key to a Sales Career36
4Commonsense Selling45
5Voice Training to Close Sales54
6The Professional Sells and Delivers69
Part 2The Heart of Your Sales Career
7The Critical Step in Selling81
8The Big "E" in Selling88
9The Right Mental Attitude101
10Your Attitude Toward You105
11Your Attitude Toward Others110
12Your Attitude Toward the Sales Profession116
13Building "Reserves" in Selling133
14Building a Mental Reserve in Selling141
15Ya Gotta Have Love151
Part 3The Sales Professional
16Learning and Using Professional Techniques157
17Characteristics of the Professional Salesperson160
18Here Is a Professional172
19Everybody Is a Salesperson and Everything Is Selling186
Part 4Imagination and Word Pictures
20Imagination in Selling207
21Imagination Sells and Closes Sales221
22Using Word Pictures to Sell245
23Picture Selling for Bigger, Permanent Sales256
Part 5The Nuts and Bolts of Selling
24Objections--the Key to Closing the Sale263
25Objections Are Consistent--Objectors Aren't272
26The Salesman's Friend280
27Using Objections to Close the Sale289
28Reasons and Excuses for Buying301
29Using Questions to Close the Sale307
30For Direct Sales People314
Part 6The Keys in Closing
31Four Ideas and a Key to Sales Success333
32Selling and Courting Run Parallel Paths343
33The "Look and Listen" Close358
34Listen--Really Listen372
35The Keys in Closing--Conclusion380
36The "Narrative" Close396
Recommended Reading405
Index409

What People are Saying About This

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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The Secrets of Closing the Sale 3.5 out of 5 based on 0 ratings. 2 reviews.
Guest More than 1 year ago
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
Guest More than 1 year ago
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'.