Zig Ziglar's Secrets of Closing the Sale

by Zig Ziglar

Overview

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!"

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 succesful salespeople

Do what millions of Americans have already done—open this book and start learning from Zig Ziglar's Secrets of Closing the Sale!

Product Details

ISBN-13:	9780425081020
Publisher:	Penguin Publishing Group
Publication date:	09/28/1985
Edition description:	Reissue
Pages:	416
Sales rank:	34,969
Product dimensions:	5.20(w) x 8.20(h) x 1.10(d)
Age Range:	18 Years

About the Author

Zig Ziglar, author of the best-selling See You at the Top is an internationally renowned speaker and authority on high-level performance. His I CAN course is taught in more than 3,000 schools, and hundreds of companies and businesses utilize his tapes, books, and videos to train their employees effectively. He has taught his biblically based principles for becoming a more effective persuader and person to sales organizations, church groups, schools, and businesses. He has addressed thousands more through numerous television and radio appearances and his films. His Sunday school class held at first Baptist church, Dallas, is broadcast each Sunday morning, via satellite.

Table of Contents

	Preface	9
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
4	Commonsense Selling	45
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
34	Listen--Really Listen	372
35	The Keys in Closing--Conclusion	380
36	The "Narrative" Close	396
	Recommended Reading	405
	Index	409

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

Editorial Reviews

"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

From the Publisher