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Secrets Of Closing the Sale - Zig Ziglar

Secrets Of Closing the Sale

Paperback

Published: 1st September 2004
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Full of entertaining stories and real-life illustrations, Secrets of Closing the Sale will give you the strategies and guidelines you need to become proficient in the art of effective persuasion.

You will learn how to: project warmth, enthusiasm, and integrity effectively use over one hundred creative closes increase productivity and professionalism overcome the basic reasons people will not buy deal respectfully with challenging prospects Zig Ziglar's principles of success are easy to understand and apply, yet they have a far-reaching impact.

By using his proven methods, you will be able to face your prospects with enthusiasm and confidence.

About the Author

Zig Ziglar was one of the most influential speakers and authors of his time, inspiring more than 250,000,000 people around the world to pursue a life of greater significance.

In this first-of-its-kind documentary, you will learn how Zig Ziglar changed his life from a failed salesman to the world renowned best-selling author and motivational speaker, through the stories of successful people who applied Mr. Ziglar’s teachings to overcome struggles and adversity.

Prefacep. 9
Introduction to the Updated Editionp. 11
The Psychology of Closing
The "Household Executive" Salesladyp. 17
Making "King" Customer the Winnerp. 27
Credibility: The Key to a Sales Careerp. 39
Commosense Sellingp. 48
Voice Training to Close Salesp. 58
The Professional Sells and Deliversp. 72
The Heart of Your Sales Career
The Critical Step in Sellingp. 83
The Big "E" in Sellingp. 90
The Right Mental Attitudep. 103
Your Attitude toward Youp. 108
Your Attitude toward Othersp. 114
Your Attitude toward the Sales Professionp. 119
Building Physical "Reserves" in Sellingp. 136
Building a Mental Reserve in Sellingp. 144
Ya Gotta Have Lovep. 154
The Sales Professional
Learning and Using Professional Techniquesp. 161
Characteristics of the Professional Salespersonp. 164
Here Is a Professionalp. 177
Everybody Is a Salesperson and Everything Is Sellingp. 192
Imagination and Word Pictures
Imagination in Sellingp. 213
Imagination Sells and Closes Salesp. 227
Using Word Pictures to Sellp. 251
Picture Selling for Bigger, Permanent Salesp. 261
The Nuts and Bolts of Selling
Objections--The Key to Closing the Salep. 269
Objections Are Consistent--Objectors Aren'tp. 278
The Salesman's Friendp. 286
Using Objections to Close the Salep. 295
Reasons and Excuses for Buyingp. 307
Using Questions to Close the Salep. 313
For Direct Sales Peoplep. 320
The Keys in Closing
Four Ideas and the Keys to Sales Successp. 339
Selling and Courting Run Parallel Pathsp. 350
The "Look and Listen" Closep. 365
Listen--Really Listenp. 379
The Keys in Closing--Conclusionp. 387
The "Narrative" Closep. 402
Technology and the Sales Professional
Technologyp. 409
Thank Youp. 419
Notesp. 422
Index of Closesp. 423
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780800759759
ISBN-10: 0800759753
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 432
Published: 1st September 2004
Publisher: Baker Publishing Group
Country of Publication: US
Dimensions (cm): 22.71 x 15.44  x 2.92
Weight (kg): 0.57