Zig Ziglar's Secrets of Closing the Sale

ISBN-10: 0425081028

ISBN-13: 9780425081020

Edition: 1984

Authors: Zig Ziglar

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Book details

List price: $17.00
Copyright year: 1984
Publisher: Penguin Publishing Group
Publication date: 9/1/1985
Binding: Paperback
Pages: 416
Size: 5.50" wide x 8.50" long x 1.25" tall
Weight: 1.012
Language: English

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
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
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