Zig Ziglar's Secrets of Closing the Sale [Paperback]

Zig Ziglar (Author)

Book Description

Release date: September 1, 1985

Doctors, housewives, ministers, parents, teachers … everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on the most essential part of the sale—how to make them say "Yes, I will!"

Zig Ziglar lets you in on the secrets of his own sure-fire, tested methods:

• Over 100 successful closings for every kind of persuasion
• Over 700 questions that will open your eyes to new possibilities you may have overlooked
• How to paint word pictures and use your imagination to get results
• Professional tips from America's 100 most succesful salespeople

Do what millions of Americans have already done—open this book and start learning from Zig Ziglar's Secrets of Closing the Sale!

Editorial Reviews

Review

"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.

Product Details

• Paperback: 416 pages
• Publisher: Berkley Trade (September 1, 1985)
• Language: English
• ISBN-10: 0425081028
• ISBN-13: 978-0425081020
• Product Dimensions: 5.3 x 1.2 x 8.3 inches
• Shipping Weight: 12 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (117 customer reviews)
• Amazon Best Sellers Rank: #11,922 in Books (See Top 100 in Books)
  • #48 in Books > Business & Investing > Marketing & Sales > Sales & Selling

More About the Author

Zig Ziglar is a motivational teacher and trainer who has traveled the world over, delivering his messages of humor, hope, and encouragement. As a talented author and speaker, his international appeal has transcended every color, culture, and career. Recognized by his peers as the quintessential motivational genius of our times, Zig Ziglar's unique delivery style and powerful messages have earned him many honors, and today he is considered one of the most versatile authorities on the science of human potential. Ten of his twenty-eight books have been on the best-seller lists, and his titles have been translated into more than thirty-eight languages and dialects. He is a committed family man, a dedicated patriot, and an active church member. Zig lives in Plano, Texas, with his wife, Jean.

Amazon Author Rankbeta 

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#86 in Books > Business & Investing

#86 in Books > Business & Investing

Most Helpful Customer Reviews

61 of 62 people found the following review helpful

5.0 out of 5 stars What Objections?? .... July 2, 2001

By Carmen Matthews

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. ....

30 of 30 people found the following review helpful

5.0 out of 5 stars The sales book on which all sales books are based October 18, 2008

By Steven D. Mietelski

Format:Paperback|Amazon 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)....

When I finished this book I felt I needed to learn how to prospect and find new clients for the business I manage so I could show them why they needed us. I started reading books on cold calls and searching the internet for more information. And I started to notice a major trend...

Anyone who knows anything about sales has studied Zig Ziglar's Secrets of Closing the Sale. You'll see the concepts, ideas and phrases from this book echoed throughout all sales-oriented literature. You're going to see direct quotes. I guarantee it.

If you're only going to ever read one sales book this is the book to read. It's going to teach you how to close the sale, sure, but more importantly it's going to teach you that being a salesman is about helping others. It's going to teach you to be true. And you will profit because of it.

Afterthought: This book will also benefit those who don't directly "sell" to clients but are involved in the overall process of presenting an organization. It's important to "have everyone on the same page" and "playing for the team" when it comes to building a successful business or brand. So if at all possible get a few extra copies of this book and hand it to the individuals who aren't even involved in sales! Read more ›

32 of 35 people found the following review helpful

5.0 out of 5 stars The only book you'll need on effective selling January 3, 1999

By A Customer

Format:Paperback

Zig Ziglar's "Secrets Of Closing The Sale" is probably the best book I've ever read. Not only does it provide you with everything you will ever need to be successful in the world of selling - it thoroughly entertains as well.

"Secrets" provides readers with interesting and humorous stories meticulously tied in with step by step actions and exact scripts for sales people to use in specific situations.

All you have to do is adapt these scripts to your situation and you are ready to start selling more of what you sell.

Zig covers - how to use a tape recorder to explode your selling power - how to use voice inflection to communicate your message more effectively - how to make you and your prospect both winners when you close the sale - and so much more.

Ziglar even has various free items that he will send you scattered throughout the book. Just by responding I've already received three free gifts including an incredible audio casette on voice inflection. It's incredible.

I hope to get to see Zig live one day. He's an incredibly powerful speaker and author. Get this book - even if you have to steal it.

If you do steal it though, read it, learn to sell, sell something, get your commission, then go pay for the book. Zig deserves to get paid. He did a fine job on this one.

Raymond A. Mardo III Mailto:[e-mail]

14 of 14 people found the following review helpful

5.0 out of 5 stars Best There Is July 26, 2007

By Archie Smith

Format:Paperback

Over the last four years, I have purchased over a dozen copies of this book, in addition to the 12-disk CD seminar series based on the book. It is absolutely the best book on the market for new sales people, as well as those in sales for years. We have 12 sales offices in the state of Florida and there are copies of the book and a set of the CDs in every office. Our sales managers use them all the time to add a training component to their sales meetings.

14 of 14 people found the following review helpful

5.0 out of 5 stars Use Your Prospect's Objections to Make it Easy to Buy June 7, 2001

By Carmen Matthews

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. Read more ›