Download PDF Secrets of Closing the Sale, by Zig Ziglar
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Secrets of Closing the Sale, by Zig Ziglar
Download PDF Secrets of Closing the Sale, by Zig Ziglar
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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
- Sales Rank: #8336 in Books
- Brand: Ziglar, Zig
- Published on: 2004-09-01
- Released on: 2004-09-01
- Format: Print
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .98" w x 6.00" l, 1.32 pounds
- Binding: Paperback
- 432 pages
- Shows how to project warmth, enthusiasm, and integrity
- Shows how to effectively use over one hundred creative closes
- Shows how to increse productivity and professionalism
- Shows how to overcome the basic reasons people will not buy
- Teachs how to respectfully challenge your prospects
From the Back Cover
What is the best way to persuade someone to take action? Do our customers, clients, or patients believe that we are looking out for their best interests? These are just a couple of questions that successful professionals need to ask every day.
Full of entertaining stories and real-life illustrations, Secrets of Closing the Sale will give you the strategies and guidelines you need to become proficient in the art of effective persuasion. You will learn how to:
- project warmth, enthusiasm, and integrity
- effectively use over one hundred creative closes
- increase productivity and professionalism
- overcome the basic reasons people will not buy
- deal respectfully with challenging prospects
Zig Ziglar's principles of success are easy to understand and apply, yet they have a far-reaching impact. By using his proven methods, you will be able to face your prospects with enthusiasm and confidence.
"To call Zig Ziglar a 'super salesman' is an understatement. This work is a compilation of everything he knows about the art of selling. It's worthwhile reading."-Richard M. DeVos, cofounder of Amway, owner and chairman, NBA Orlando Magic
"I dove into as many of Ziglar's tapes and books as I could to develop my abilities. Within a few years, I was breaking every sales record imaginable."-Linda Burzynski, Computer Moms International
"This book will arm you with all the tools necessary to become an extraordinary salesperson. You'll grow professionally and personally."-Nido R. Qubein, chairman, Great Harvest Bread Co.
"Zig is an example to follow."-John C. Maxwell, founder of the INJOY Group
About the Author
Zig Ziglar, a talented author and speaker, has traveled over five million miles and worked with clients and corporations of all sizes, from Fortune 500 companies to churches, schools, and non-profit associations. He has written twenty-one books on personal growth, leadership, sales, faith, and success, nine of which have been bestsellers. He lives in Carrollton, Texas.
Most helpful customer reviews
106 of 114 people found the following review helpful.
What Objections?? ....
By Carmen Matthews
Before my first read of this book, I actually asked that question. Then, as I was 2/3rd's of the way finished, I realized that I have experienced several objections. Most of which I had accepted as reasons to move on.
Through this book, I have learned that all sales people experience objections, and that it is the savvy salesperson who responds to those objections as though she is a guide, leading her prospect towards her solutions.
Through reading this book, I have written so many notes in the margins, and in a binder that I had to stop to type the details out, then add to them, as I evolved.
I really appreciate this book, because as someone who sells services, and not products, yet, I was able to write directions that work in closing sales to even the most difficult of prospects. I recommend this book to anyone, rather or not you are in sales, because this teaches you to persuade others to accept your ideas, thoughts, products and services. ....
39 of 41 people found the following review helpful.
Use Your Prospect's Objections to Make it Easy to Buy
By Carmen Matthews
When I first read this book, last month, I was drawn towards it because I couldn't find Maxwell Maltz's books on selling. And, I remember reviewing this book, thinking that I had not heard objections from my prospects, yet, by the time I read page 304, of this 400 page book, I created a notebook with 35 pages of notes, each begins with specific objections that I have heard.
I remember asking myself, "Are you closing one sale after another?" And the answer was "no."
As I read this book for the second time, I am so excited about how I am filling up those pages with very specific, tailored responses to those objections, ones which have led me to close some sales. I keep telling myself, at this point to not make another sales call, until I have read this book 4 times, but because I am learning so much, it is natural for me to make some sort of sales call, everywhere I go. And in most cases, I am gathering information on the person, more information than they probably realize that I am gathering. But it helps me to be in rapport, as I show them that they need my services.
There are some parts in this book where I have read the objections, and examples of how to respond, not react to the objections, and I had said to myself, "I could never do that. It seems somehow wrong." Then, as I read this book for the second time, I am not only adopting what seemed uncomfortable, but I am definitely putting my charming spin on the dialogues.
Long before reading this book, I had read, "Think and Grow Rich," 13 times. And I kept telling myself, so how do I sell what I am doing, to the right people, everytime I make a sales call. And, although each read of "Think and Grow Rich," has added value to me, "Secrets of Closing the Sale," is very specific, and empowering. ...
I am eternally grateful for this book, as I envision the difference that it will have on all aspects of my life.
24 of 24 people found the following review helpful.
Master Handbook to sales success.
By Clint Thomas
What a pleasure it was to read and thoroughly study this treatise on selling by the great Zig Ziglar. I don't care how successful you are right now or how inexperienced you are, this book will take you to new levels of accomplishment.
In Zig Ziglars Secrets of Closing The Sale you will learn from an acomplished sales master. Zig has done it. He has been in selling since 1947 and speaks from actual experience. The techniques offered here are proven, sure fire tested methods, not theory.
This book is huge and can be intimidating to some people at 410+ pages and 38 chapters. You will find over 100 closes and over 700 questions.
You will learn how to paint word pictures and use stories. Not only will your sales take off but your ability to communicate in everyday life will become much easier and more fun as well.
Zig Ziglar's Secrets of Closing The Sale is a fun read. Zig is witty and the hardest thing I had to do was to put the book down. It's a great read.
The techniques are easy to apply and the best part is that they work even when the client knows what you are doing. Zig also drills the concept of integrity selling and building value as well as following up after the sale.
Five months ago, I went to work for a company that is big on the "Spin" Method of selling. Being open minded, I tried The Spin Method setting aside what I had learned from the past. I was wholly dissappointed. Two months ago, I began studying Zig Ziglars Secrets of Closing Sales and am once again making money in selling and enjoying it.
Thank you Zig. We needed this.
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