Doctors, housewives, ministers, parents, teachers...everyone has to "sell" their ideas and themselves to be successful. This 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!"
Zig Ziglar lets you in on the secrets of his own sure-fire, tested methods:
• Over 100 successful closings for every kind of persuasion
• Over 700 questions that will open your eyes to new possibilities you may have overlooked
• How to paint word pictures and use your imagination to get results
• Professional tips from America's 100 most successful salespeople
Do what millions of Americans have already done—open this book and start learning from Zig Ziglar's Secrets of Closing the Sale!
|Publisher:||Penguin Publishing Group|
|Product dimensions:||5.27(w) x 8.24(h) x 1.03(d)|
|Age Range:||18 Years|
About the Author
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
This is the first sales book I read and the foundation for my sales career. Zig uses a lot of stories that make sense. This is a wonderfully diverse book, reviewing specific closes and how to use them, overcoming objections, and even how to handle different types of client personalities. Read this book with a pen- and take lots of notes.
Zig Ziglar is one of the masters on this topic. Zig's experience and professional insight is most helpful.