Zig Ziglar (1926-2012) was the bestselling author of many books on personal growth, leadership, sales, faith, and success, and a speaker who worked with clients and corporations of all sizes, from Fortune 500 companies to churches, schools, and nonprofit associations.Kevin Harrington is the founder of the Secrets of Closing the Sale Master Class. A successful entrepreneur for more than forty years, Harrington was also an original shark from the hit TV show Shark Tank and is the author of several bestselling books.
|Publisher:||Baker Publishing Group|
|Sold by:||Barnes & Noble|
|File size:||5 MB|
About the Author
Zig Ziglar (1926-2012) was the bestselling author of many books on personal growth, leadership, sales, faith, and success, and a speaker who worked with clients and corporations of all sizes, from Fortune 500 companies to churches, schools, and nonprofit associations.Kevin Harrington is the founder of the Secrets of Closing the Sale Master Class. A successful entrepreneur for more than 40 years, Harrington was also an original shark from the hit TV show Shark Tank and is the author of several bestselling books.
Table of Contents
Foreword Tom Ziglar 9
1 The Core Secret: The Key to Sales Success 15
Part 1 The Psychology of Closing
2 The "Household Executive" Saleslady 29
3 Making "King" Customer the Winner 38
4 Credibility: The Key to a Sales Career 49
5 Commonsense Selling 57
6 Voice Training to Close Sales 65
7 The Professional Sells and Delivers 77
Part 2 The Heart of Your Sales Career
8 The Critical Step in Selling 89
9 The Big "E" in Selling 96
10 The Right Mental Attitude 107
11 Your Attitude toward You 111
12 Your Attitude toward Others 116
13 Your Attitude toward the Sales Profession 120
14 Building Physical "Reserves" in Selling 134
15 Building a Mental Reserve in Selling 142
16 Ya Gotta Have Love 151
Part 3 The Sales Professional
17 Learning and Using Professional Techniques 157
18 Characteristics of the Professional Salesperson 161
19 Here Is a Professional 174
20 Everybody Is a Salesperson and Everything Is Selling 188
Part 4 Imagination and Word Pictures
21 Imagination in Selling 207
22 Imagination Sells and Closes Sales 219
23 Using Word Pictures to Sell 241
24 Picture Selling for Bigger, Permanent Sales 253
Part 5 The Nuts and Bolts of Selling
25 Objections-the Key to Closing the Sale 259
26 Objections Are Consistent-Objectors Aren't 267
27 The Salesman's Friend 274
28 Using Objections to Close the Sale 283
29 Reasons and Excuses for Buying 295
30 Using Questions to Close the Sale 300
31 For Direct Sales People 308
Part 6 The Keys in Closing
32 Four Ideas and the Keys to Sales Success 325
33 Selling and Courting Run Parallel Paths 336
34 The "Look and Listen" Close 348
35 Listen-Really Listen 358
36 The Keys in Closing-Conclusion 365
37 The "Narrative" Close 379
Closing Chapter: Your Dream Team and Investors: Keys to Exponential Business Growth 382
Index of Closes 405
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
This book was incredible writing, amazing and compelling to read with that also had an extremely very helpful of over two hundred fifty sales procedures, techniques, and closing sales almost hundred story to encourage you to understand and leaning what will bring you to the point of closing the sales from your personal experience, your research combined with the knowledge and get involved by learning to be success. I highly recommend to everyone must to read this book. “ I received complimentary a copy of this book from Revell Reads for this review”.
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'.