×

Uh-oh, it looks like your Internet Explorer is out of date.

For a better shopping experience, please upgrade now.

Secrets of Closing the Sale
     

Secrets of Closing the Sale

4.4 12
by Zig Ziglar
 

See All Formats & Editions

ISBN-10: 0800759753

ISBN-13: 9780800759759

Pub. Date: 09/01/2004

Publisher: Baker Publishing Group

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

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

Product Details

ISBN-13:
9780800759759
Publisher:
Baker Publishing Group
Publication date:
09/01/2004
Edition description:
Updated Edition
Pages:
432
Sales rank:
86,025
Product dimensions:
6.00(w) x 9.00(h) x 0.88(d)

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

Customer Reviews

Average Review:

Post to your social network

     

Most Helpful Customer Reviews

See all customer reviews

Secrets of Closing the Sale 4.4 out of 5 based on 0 ratings. 12 reviews.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Zig is truly a legend in the Sales industry.
Mustanglady More than 1 year ago
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