Secrets of Closing the Sale

ISBN-10: 0800759753
ISBN-13: 9780800759759
Edition: 2004 (Revised)
Authors: Zig Ziglar
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Description: 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,  More...

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Book details

List price: $18.99
Copyright year: 2004
Publisher: Revell
Publication date: 9/1/2004
Binding: Paperback
Pages: 432
Size: 6.25" wide x 9.00" long x 1.25" tall
Weight: 1.738
Language: English

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 professionalismo overcome the five basic reasons people will not buyo deal respectfully with challenging prospects

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 1950s, but did not become a full-time motivational speaker until the early 1970s. 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.

Preface
Introduction to the Updated Edition
The Psychology of Closing
The "Household Executive" Saleslady
Making "King" Customer the Winner
Credibility: The Key to a Sales Career
Commosense 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 Physical "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 the Keys 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
Technology and the Sales Professional
Technology
Thank You
Notes
Index of Closes

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