Zig Ziglar's Secrets of Closing the Sale

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Zig Ziglar's Secrets of Closing the Sale

Format:  Paperback,

410 pages

Publisher: Penguin Group USA

Publish Date: Aug 1985

ISBN-13: 9780425081020

ISBN-10: 0425081028

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Book Information

The following content was provided by the publisher.
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

Specifications

Publisher: Penguin Group USA
Publish Date: Aug 1985
ISBN-13: 9780425081020
ISBN-10: 0425081028
Format: Paperback
Number of Pages: 410
Shipping Weight (in pounds): 0.85
Product in Inches (L x W x H): 5.5 x 8.5 x 1.25

About the author

Biography of Ziglar, Zig

Zig Ziglar was born Hilary Hinton Ziglar in Gary, Indiana on November 6, 1926. During World War II, he enrolled in a Navy college training program but did not graduate. After a long career as a salesman, he decided that the product he sold best was his own energy and optimism. He began speaking to sales groups in the 1950's, but did not become a full-time motivational speaker until the early 1970's. He worked as a motivational speaker for more than 40 years.

He also wrote more than 25 books including See You at the Top, Top Performance: How to Develop Excellence in Yourself and Others, Selling 101: What Every Successful Sales Professional Needs to Know, and Born to Win: Find Your Success Code. He died of pneumonia on November 28, 2012 at the age of 86.

Chapter outline

Preface
The Psychology of Closing
The "Household Executive" Saleslady
Making "King" Customer the Winner
Credibility: The Key to a Sales Career
Commonsense Selling
Voice Training to Close Sales
The Professional Sells and Delivers
The Heart of Your Sales Career
The Critical Step in Selling
The Big "E" in Selling
The Right Mental Attitude
Your Attitude Toward You
Your Attitude Toward Others
Your Attitude Toward the Sales Profession
Building "Reserves" in Selling
Building a Mental Reserve in Selling
Ya Gotta Have Love
The Sales Professional
Learning and Using Professional Techniques
Characteristics of the Professional Salesperson
Here Is a Professional
Everybody Is a Salesperson and Everything Is Selling
Imagination and Word Pictures
Imagination in Selling
Imagination Sells and Closes Sales
Using Word Pictures to Sell
Picture Selling for Bigger, Permanent Sales
The Nuts and Bolts of Selling
Objections--the Key to Closing the Sale
Objections Are Consistent--Objectors Aren't
The Salesman's Friend
Using Objections to Close the Sale
Reasons and Excuses for Buying
Using Questions to Close the Sale
For Direct Sales People
The Keys in Closing
Four Ideas and a Key to Sales Success
Selling and Courting Run Parallel Paths
The "Look and Listen" Close
Listen--Really Listen
The Keys in Closing--Conclusion
The "Narrative" Close
Recommended Reading
Index

Book description

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!

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