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Zig Ziglar's Secrets of Closing the Sale (Paperback)
by Zig Ziglar
| Category:
Closing skills, Selling skills, Sales, Sales mastery |
| Market price: ¥ 180.00
MSL price:
¥ 158.00
[ Shop incentives ]
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
Packed with insights from the the trials of experience, this book by America's top sales professional is a real master handbook to sales success. |
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Author: Zig Ziglar
Publisher: Berkley Trade
Pub. in: September, 1985
ISBN: 0425081028
Pages: 416
Measurements: 8.2 x 5.3 x 1.2 inches
Origin of product: USA
Order code: BA00096
Other information: Reissue edition
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- Awards & Credential -
A sensational international bestseller and America's #1 Bible of Persuasion. Zig Ziglar is one of the most successful and best known sales coaches in the United States. |
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- MSL Picks -
Zig Ziglar is widely recognized as an authority on the art of selling. Mary Kay, founder and President of Mary Kay Cosmetics thus speaks of Zig Ziglar: “He will undoubtedly go down in history as the #1 salesman of our time.” After going through the book, you’ll agree with Mary Kay.
This time-less training classic has inspired hundreds and thousands of sales people in the world to achieve better results. Some of our quoted reviews are actually sales professionals who shared with us how the ideas and techniques advocated by Zig Ziglar have helped improve their numbers and relationships with their customers.
Most people in the world experience what is known as NSR (Natural Sales Resistance.) That is not to say that people dislike sales... but most people dislike and DISTRUST salespeople. A few bad apples can spoil the bunch. For many years, I too was to be included in this category of sales resistance... until I discovered Zig Ziglar.
Here Zig presents the reasons why if one is to be successful in sales one must have integrity. One must believe in the product they are selling and Truly Believe that it will benefit their prospect.
Anyone can be a high-pressure sales type and force people to buy with gimmicks and tricks... but those people are amateurs. Zig teaches the foundation for building a sales career based on honesty and a genuine desire to help other people.
The entire book can be summed up in this quote... "You can have anything you want in life if you will help enough other people get what they want."
If you are a seasoned sales professional or just starting out in this exciting field, get this book and read it. It will guide you in the right direction!
(From partly quoting John Stamper, USA)
Target readers:
Sales professionals, marketing and advertising practitioners, sales trainers, and anyone else who is interested in the art of selling and/or persuasion.
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- Better with -
Better with
How to Master the Art of Selling
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Zig Ziglar is a popular American motivational speaker and self help author. He came from humble beginnings to be an expert sales person, best selling author, and highly sought after public speaker. Ziglar has successfully blended his own religious beliefs with positive thinking to create a philosophy that is his own.
Over his long and successful career he has published more than twenty five books on leadership, personal growth, sales, faith, family, Christianity, and success. He has also published and recorded a long list of audio programs, videos, books and training curriculums for individuals, small businesses, Fortune 500 companies, churches, and nonprofit organizations.
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From Publisher and MSL
Make 'Em Say Yes! All of us are involved in selling every day. Whenever we present a product or a principle, inform a client, or instruct a child, we are engaging in the art of effective persuasion. Allow America's master of the art of selling explain proven, practical sales techniques all of us can use every day. He provides vital strategies for specific closes, hundred of sales questions, and dozens of persuasion procedures to help everyone sell their ideas, or themselves. No matter what your age, gender, occupation, or lifestyle, these proven techniques from America's selling sensation can work for you.
A lot of what Zig calls "closes" are actually answers to objections. Once you answer a prospect's objections (which you can also call questions), you will eventually be in position for the final close.
Zig emphasizes that the sales person is the most important part of the sales process. To be successful as a professional salesperson, you must be the right kind of person, then the right kind of salesperson. Being the right kind of person means having integrity, having an honest conviction/belief that your product or service is right for your customer. Being the right kind of salesperson includes having the sales skills to pleasantly, persistently help your customer make a decision that is right for him or her. A professional salesperson must be fundamentally honest to earn the prospective customer's trust.
Using the methods that Zig Ziglar has tested and proven, you'll be able to face your prospects with enthusiasm and self-assurance. Ziglar teaches that the only way to become the best is by caring about the people you serve.
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The “Now or Never” Close
When I think of desire, I think of an incident which happened to me early in my sales career. I had demonstrated a set of cookware for a widow living in the little town of Elgin, South California. After I finished the demonstration she asked the price. When I told her, she acted as if she were going to have a heart attack! She loudly moaned, “Oh, I could never buy that cookware! Why, Mr. Ziglar,” she said, “I’m a widow. I live by myself. Every morning I eat breakfast with my son and his wife who live in the little house next door. I have lunch at the mill and I don’t eat any dinner. I work six days a week. The only time I would really use the set of cookware would be on Sunday.” She continued, “I’m getting close to retirement age. The only thing I’m going to have is Social Security, which is not very much. It would be the most foolish thing in the world for me to even consider buying that set of cookware!”
She gave me every reason in the world for not buying. Then she looked at me and, giving me one of the most beautiful smiles I’ve ever seen, said, “But you know, Mr. Ziglar, all of my life I’ve wanted a nice set of pots. And if I don’t order now I know I’ll never have them. I’ll take them!”
She had given me all the reason for not buying. Then she bought because she had that lifetime desire to own a really nice, matched set of cookware. Coupled with that desire for ownership was the very real fear that if she didn’t “buy now” she would never have the cookware, which meant she would have missed or “lost” something very important to her. It’s a psychological fact that the “fear of loss is greater than the desire for gain.” (I emphasize this fact several times in this book.)
The only part I played in this scenario was to be in the right place at the right time with the right product. In addition, I kept quiet while she was voicing her objections. This made her feel better and helped her “talk herself” into buying.
Until that moment I thought I believed in the set of cookware I was selling. My meeting with this widow who had dreamed of ownership made it crystal clear to me how important belief and desire for ownership really are. How sad it would be for you and the prospect to miss a sale because your own belief and desire to help the prospect own your prospect is not at least as intense and deep as that of the prospect.
They Buy – if They Trust
The fifth reason the prospect does not buy is the most significant: That one is: no trust. This one is very difficult to pinpoint and identify with certainty because very few people are going to specifically say, “Look, Friend, you know you’re lying to me. Why don’t you go ahead and admit it? You know your product won’t do all the things you’re claiming.”
It’s highly unlikely that the prospect will call you a liar, but if he thinks or feels you are lying, the results will be the same. He won’t buy. In most case that feeling of distrust is slight - very slight - but if it’s there at all, it could - and probably will - cost you the sale.
According to a study conducted by the New York Sales and Marketing Club, 71 percent of the people who buy from you do so because they like you, trust you, and respect you. The word trust includes “us.” A bond must be formed between you and the prospect before anything significant will be bought or sold.
Point: You’ve got to establish that trust and respect with your prospects if you expect to be a sales professional. This should be obvious, but for fear it’s not, I’ll spell it out. Again, you cannot be one kind of person and another kind of salesperson. You must be consistent in all areas of life if you’re going to achieve maximum results in building your sales career. That’s one of the major reasons we deal with the entire person rather than just the salesperson throughout the book. This is one of the “not-so-little” things that make the buying difference in the prospect’s mind.
Leona M. Helmsley, president of Harley and Helmsley Hotels, says in this way: “I don’t hire people who have to be told to be nice. I hire nice people.”
Based on overwhelming evidence (the Connecticut Mutual Life Insurance study, the Harvard University study by Dr. Robert Coles, Corporate Bigamy, by Mortimer Feinberg and Richard Dempewolff, The Forum Corporation Report, The Cox Report, and others) the feeling is strong that corporate America will progressively and quickly move toward giving preferential treatment to those job applicants who have a solid moral integrity base on which to build a career. That’s any kind of legitimate career, but especially a sales career.
A persuasive but immoral salesperson can smooth-talk a lot of people into wanting and buying cheap or useless merchandise or services at inflated prices. When that happens, we have not one, not two, but three losers.
The customer loses money and a certain amount of faith in mankind. The salesman loses self-respect and sacrifices any possibility of truly successful sales career for temporary financial gain. The profession of selling loses prestige and the confidence of the general public when any of its members betray public trust by using professional persuasion skills in the deceitful practice of selling inferior merchandise at inflated prices to gullible, uninformed, or misinformed buyers...
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| View all 8 comments |
Clint Thomas (MSL quote), USA
<2006-12-25 00:00>
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. |
A reader (MSL quote), USA
<2006-12-25 00:00>
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.
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Ray Mardo (MSL quote), USA
<2006-12-25 00:00>
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. |
Carmen Mathews (MSL quote), USA
<2006-12-25 00:00>
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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