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

Zig Ziglar (Author)
4.6 out of 5 stars  See all reviews (79 customer reviews)

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Book Description

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!


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  • The Domino Project: Designed for organizations big and small, the ideas in The Domino Project will change things for the better.


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Zig Ziglar's Secrets of Closing the Sale + Selling 101: What Every Successful Sales Professional Needs to Know + The 25 Sales Habits of Highly Successful Salespeople
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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

  • Reading level: Ages 18 and up
  • Paperback: 416 pages
  • Publisher: Berkley Trade (September 1, 1985)
  • Language: English
  • ISBN-10: 0425081028
  • ISBN-13: 978-0425081020
  • Product Dimensions: 8.2 x 5.3 x 1.2 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (79 customer reviews)
  • Amazon Best Sellers Rank: #6,728 in Books (See Top 100 in Books)

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.

Customer Reviews

Most Helpful Customer Reviews
54 of 55 people found the following review helpful
What Objections?? .... 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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24 of 24 people found the following review helpful
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!
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28 of 30 people found the following review helpful
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:raymardo@raymardo.com

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Most Recent Customer Reviews
Solid material - must read it!
After so many years spent blundering and groping in the dark as a salesperson, I suddenly went on a reading spree to try and improve my method and results. Read more
Published 16 days ago by Sid Masey
Notes from the Master
A standard reading text for anyone who wants to learn how to sell. Fun to read too. Zig Ziglar has some of the best advice and methods known to man for closing sales.
Published 1 month ago by M. J. Quinn
Great stuff
I read this book not to long ago but I just wind up coming back to it. It just has so much insightful information one can use in the sales game. Read more
Published 2 months ago by Epic Reviews
Just as good as its reputation!!!!
I have heard _about_ this book and heard quotes _from_ this book all of my life, but I had never _read_ it for myself. Read more
Published 3 months ago by Supporting Role
Secrets to Closing
My regional sales manager told me I had to get the Zig Ziglar cd's "Secrets of Closing the Sale", that CD set was going for about $160, so I looked for the book and found this... Read more
Published 4 months ago by Joe Molano
Out of this world!
Its not often that something lives up to the hype... but this is one of those times. It blends common sense with the secrets of the sales and packages it all into one neat little... Read more
Published 4 months ago by atd1313
"Your business is either good or bad right between your own two ears"
"Remember, when a person brings up a logical objection you answer it emotionally, and when he brings up an emotional objection you answer it logically" - That statement is what I... Read more
Published 9 months ago by R. Pokkyarath
Secrets of Closing the Sale
Wanted a top notch Closing book for my daughter. There is no one much better than Zig. And I could not be more pleased with the price or the rapid delivery.
Published 10 months ago by Artwhitt
All Zigler's book's could be given this title
If you're familiar with Ziglar's books, everything is about the close. The stories he tells, and this book has a lot, are just to understand the close. Read more
Published 13 months ago by Citizen John
Great sales book!!!
I read this book a few months ago & then just picked it up again & flew through it. I was pleasantly surprised how much more I got out of this book the second time through. Read more
Published 13 months ago by Tiger
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Inside This Book (learn more)
First Sentence:
How Much Should We Invest? Read the first page
Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
talking pad, right voice inflection, obligating question, professional salesman, cookware business, many times the prospect, closing percentage, selling friend, sales career, sales profession, professional salesperson, excuse for buying, best shine, sales interview, yes decision, price objection, mental reserve, nice customer
Key Phrases - Capitalized Phrases (CAPs): (learn more)
Secrets of Closing the Sale, South Carolina, Sugar Baby, Chuck Bellows, John Hammond, Doyle Hoyer, United States, World Book, North Carolina, The Forum Corporation, White Sox, Bernie Lofchick, Billie Engman, Gloomy Gus, Hal Krause, Ideas Opposed, Mike Frank, Twenty-nine-Day Agreement, Abraham Lincoln, American Salesmasters, Bill Cranford, Cavett Robert, Holly Lake, Kreepy Krauly, Marriage Certificate
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