Zig Zaglars secrets of closing the sale
Zig Zaglars secrets of closing the sale
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Zig Ziglar’s “Secrets of Closing the Sale” is a comprehensive guide that unveils the psychology and techniques behind successful selling. Through relatable anecdotes and practical advice, Ziglar shares his proven strategies for persuading prospects, overcoming objections, and closing more deals. He emphasizes the importance of understanding the customer’s needs, building trust, and using creative closing methods like the “1902” and “Marriage” closes. The book also explores the role of imagination, emotion, and logic in the sales process, empowering salespeople to connect with clients on a deeper level and present solutions that resonate.
Year Published
Publisher
Pages
Language
ISBN 10
ISBN 13
Features
- It provides practical techniques and recommended closing methods to help salespeople persuade prospects and close more sales.
- It teaches how to understand the psychology of customers, identify their true objections, and guide them to make the decision to buy.
- It emphasizes the importance of genuinely wanting to help customers get what they want, rather than manipulating them into buying.
- It offers creative strategies like the “1902 Close” to break down costs and make the product seem more affordable, and the “Marriage Close” to commit to long-term service.
- It highlights the power of using imagination, emotion, logic, and vivid word pictures to effectively sell products and convince customers they need the offering.
Meet the author
Biography
Books by similar authors
Part one:
- The “household executive” saleslady
- Making “king” customer the winner
- Credibility: The key to a sales career
- Voice training to close sales
- The proffesional sells and delivers
Part two:
- The critical step in selling
- The big “E” in selling
- The right mental attitude
- Your attitude toward you
- Your attitude toward the sales profession
- Building “reserves” in selling
- Building a mental reserve in selling
- Ya gotta have love
Part three:
- Learning and using professional techniques
- Characteristics of the professional salesperson
- Here is a professional
- Everybody is a sales person and everything is selling
- Imagination in selling
- Imagination sells and closes sales
- Using words pictures to sell
- Picture selling for bigger, permanent sales
Part five:
- Objections – the key to closing the sale
- Objections are consistent – objectors aren’t
- The salesman friend
- Using objections to close the sale
- For direct sales people
Part six:
- Four ideas and a key to sales success
- Selling and courting run parallel paths
- The “looks and listen” close
- Listen – really listen
- The keys in closing – conclusion
- The “narrative” close
Quotes from this book
“You can have everything in life you want if you will just help enough other people get what they want.”
― Secrets of Closing the Sale
“the fear of loss is greater than the desire for gain.”
― Secrets of Closing the Sale
“If you do not believe in your product or service enough to offer it to your own family and friends, then you should question the value of what you are selling.”
― Secrets of Closing the Sale
“Why settle for the ‘get by’ when in the long run the good costs less?”
― Secrets of Closing the Sale
Key takeaways
- It provides practical techniques and recommended closing methods to help salespeople persuade prospects and close more sales.
- It teaches how to understand the psychology of customers, identify their true objections, and guide them to make the decision to buy.
- It emphasizes the importance of genuinely wanting to help customers get what they want, rather than manipulating them into buying.
- It offers creative strategies like the “1902 Close” to break down costs and make the product seem more affordable, and the “Marriage Close” to commit to long-term service.
- It highlights the power of using imagination, emotion, logic, and vivid word pictures to effectively sell products and convince customers they need the offering.