Secrets of Closing the Sale

Zig Ziglar

Language: English

Pages: 432

ISBN: 0800759753

Format: PDF / Kindle (mobi) / ePub


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

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situation. For example, if you’re in a ladies’ apparel shop and your prospect has been having difficulty choosing the right dress or outfit, I encourage you to have an “Oooh” or “Aaah” outfit. If you are perceptive, by the time you have spent a few minutes with your prospect, you will have a feel for what she really likes. Most of the finer shops have those unique outfits that were “made for” the particular shopper. However, many times the prospect is indecisive and vacillates between choosing

handle. To protect myself from myself, I acted as if I had no interest. Many times your very best prospect will almost adamantly refuse an appointment because he doesn’t want to “waste your time or his time.” He is often the best prospect for the very simple reason that he knows he either wants or needs—or both—the product, goods, or services you are selling.2 However, at this particular time he doesn’t feel he is in a position to take action; therefore, he doesn’t want to be tempted by viewing

learned that when a fighter is hit and hurt, he instinctively tries to “git ’im!” (his opponent). At that specific moment he’s less capable of “gittin’ him” than at any other time. That’s when he gets his platter cleaned and is often knocked out. Tunney knew that when he got hit by Dempsey he could be stunned, go on the attack, and possibly get knocked out, so he conditioned himself to avoid this by running backwards. You fight fans probably remember that in the second fight Dempsey knocked

remember him. Chuck Bellows is a professional. Neatly and conservatively dressed at all times, he creates the image of a friend and adviser who wants to assist you in selecting the right car for you and then work to help you enjoy your selection. That’s good selling. That’s the way to make every sale so you make more than a sale. You make a customer and a friend. This is the way to sell more now and sell more later. That, my friend, is career-building selling. 19 Everybody Is a

care of the merchandise or gently suggested how she could take better care of it and receive even more benefits. All the time she was reselling herself and her products. She had two legitimate reasons for being there. Number one was the service call, and since Billie had written the customer a thank-you letter immediately after the first sale and had sent him Christmas cards in between, she stood there as a friend. Number two was the fact that the company had a special sale which Billie knew the

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