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Comment: Interior tanning but no apparent text marks, covers with some wear/creasing but binding strong.
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Zig Ziglar's Secrets of Closing the Sale Paperback – September 1, 1985

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Editorial Reviews


"He will undoubtedly go down in history as the humber one salesman of our time!'
—Mary Kay Ash, Founder and President, Mary Kay Cosmetics

"I recommend this book to anyone who needs to learn the sill of persuasion—and don't we all!'
—Robert H. Schuller, Founder and Pastor, Crystal Cathedral, Garden Grove, California

"Will upgrade the performance of salespeople and non-salespeople all over the world!'
—Og Mandino, bestelling author of The Greatest Salesman in the World

"In the past 36 years I have read over 100 self-help books for salespeople. Most of them are written by theoreticians who have never paid their dues in face-to-face selling. Zig's book excites me because every idea presented has been tested in the field by Zig or another master salesperson. A salesperson who doesn't own this book is underprivileged!"
—D. John Hammond, American Motivational Association

About the Author

Zig Ziglar, author of the best-selling See You at the Top is an internationally renowned speaker and authority on high-level performance. His I CAN course is taught in more than 3,000 schools, and hundreds of companies and businesses utilize his tapes, books, and videos to train their employees effectively. He has taught his biblically based principles for becoming a more effective persuader and person to sales organizations, church groups, schools, and businesses. He has addressed thousands more through numerous television and radio appearances and his films. His Sunday school class held at first Baptist church, Dallas, is broadcast each Sunday morning, via satellite.

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Product Details

  • Paperback: 416 pages
  • Publisher: Berkley; Reissue edition (September 1, 1985)
  • Language: English
  • ISBN-10: 0425081028
  • ISBN-13: 978-0425081020
  • Product Dimensions: 5.2 x 1 x 8.3 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (233 customer reviews)
  • Amazon Best Sellers Rank: #38,637 in Books (See Top 100 in Books)

More About the Author

The late Zig Ziglar was a motivational speaker, teacher and trainer who traveled the world over delivering his messages of humor, hope, and encouragement. As a world renowned author and speaker, Zig had an appeal that transcended barriers of age, culture and occupation. From 1970 until 2010, he traveled over five million miles across the world delivering powerful life improvement messages, cultivating the energy of change. Recognized by his peers as the quintessential motivational genius of our times, Zig Ziglar's unique delivery style and powerful messages earned him many honors, and today he is still considered one of the most versatile authorities on the science of human potential.

Mr. Ziglar wrote over thirty celebrated books on personal growth, leadership, sales, faith, family and success, including Born to Win, See You at the Top, Developing the Qualities of Success, Raising Positive Kids in a Negative World, Top Performance, Courtship After Marriage, Over The Top, and Secrets of Closing the Sale. Nine titles have been on the best seller lists; his books and audios have been translated into over thirty-eight languages and dialects. Zig Ziglar was a committed family man, dedicated patriot, and an active church member.

Customer Reviews

Most Helpful Customer Reviews

89 of 93 people found the following review helpful By Carmen Matthews on July 2, 2001
Format: Paperback
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. ....
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64 of 66 people found the following review helpful By Steven D. Mietelski on October 18, 2008
Format: Paperback Verified Purchase
I owe Zig Ziglar. Big time. This book increased my ability to demonstrate and sell our service dramatically after one read. Zig tells you and then sells you on the fact that you've gotta read his book three times: once with quick notes in the margins, a second time with thorough notes and a third time with a steno pad so you can make your own "Secrets of Closing the Sale."

I've purchased three copies of this book. Two for myself, one to give out to my staff. I started out thinking about sales in the same way most people do - sleazy scumbags out to make a fast buck. I started out wanting to make more money. I ended up learning that "You can have anything in the world you want if you'll just help enough other people get what they want."

Ziglar teaches you, from the beginning, that there's no room for success in a salesman's career if he's taking the fast route, making the quick sale and then locking the door behind him.

Ziglar teaches you that if you want to make a living in the profession of selling you have to truly believe in your product. You have to be so convinced that your product is the right product to fit your prospects needs that you can't possibly believe or understand how they wouldn't want it.

Yeah. Ziglar teaches the closes. There are hundreds of scenarios and stories that demonstrate various closing techniques. Most of them are great (a few are cheesy).

But what makes this book so good is that it constantly drives it home - a good salesman is an honest salesman. A good salesman has his customer's best interest in mine. A good salesman has a solution to a need of his customer. When you help the customer, they will help you (with money).
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31 of 31 people found the following review helpful By Carmen Matthews on June 7, 2001
Format: Audio Cassette
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.
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19 of 19 people found the following review helpful By Clint Thomas on August 19, 2005
Format: Paperback
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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