Zig Ziglar's Secrets of Closing the Sale

by Ziglar, Zig

Edition: Revised

ISBN13: 9780425081020

ISBN10: 0425081028

Format: Paperback

Pub. Date: 1985-09-01

Publisher(s): Berkley Trade

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Summary

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!

Author Biography

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.

Preface	p. 9
The Psychology of Closing
The "Household Executive" Saleslady	p. 13
Making "King" Customer the Winner	p. 24
Credibility: The Key to a Sales Career	p. 36
Commonsense Selling	p. 45
Voice Training to Close Sales	p. 54
The Professional Sells and Delivers	p. 69
The Heart of Your Sales Career
The Critical Step in Selling	p. 81
The Big "E" in Selling	p. 88
The Right Mental Attitude	p. 101
Your Attitude Toward You	p. 105
Your Attitude Toward Others	p. 110
Your Attitude Toward the Sales Profession	p. 116
Building "Reserves" in Selling	p. 133
Building a Mental Reserve in Selling	p. 141
Ya Gotta Have Love	p. 151
The Sales Professional
Learning and Using Professional Techniques	p. 157
Characteristics of the Professional Salesperson	p. 160
Here Is a Professional	p. 172
Everybody Is a Salesperson and Everything Is Selling	p. 186
Imagination and Word Pictures
Imagination in Selling	p. 207
Imagination Sells and Closes Sales	p. 221
Using Word Pictures to Sell	p. 245
Picture Selling for Bigger, Permanent Sales	p. 256
The Nuts and Bolts of Selling
Objections--the Key to Closing the Sale	p. 263
Objections Are Consistent--Objectors Aren't	p. 272
The Salesman's Friend	p. 280
Using Objections to Close the Sale	p. 289
Reasons and Excuses for Buying	p. 301
Using Questions to Close the Sale	p. 307
For Direct Sales People	p. 314
The Keys in Closing
Four Ideas and a Key to Sales Success	p. 333
Selling and Courting Run Parallel Paths	p. 343
The "Look and Listen" Close	p. 358
Listen--Really Listen	p. 372
The Keys in Closing--Conclusion	p. 380
The "Narrative" Close	p. 396
Recommended Reading	p. 405
Index	p. 409
Table of Contents provided by Ingram. All Rights Reserved.