Secrets of Closing the Sale
Secrets of Closing the Sale
Secrets of Closing the Sale

Secrets of Closing the Sale

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From the psychology of closing to the nuts and bolts of selling, it’s no wonder this is the only purely sales book to make the New York Times Best-Seller list.

Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive "how to" sales program. This powerful series of timeless sales messages will help you close more sales today as you build a career for tomorrow!

Whether you're a seasoned sales veteran or just now beginning your first sales position, Secrets of Closing the Sale provides you with practical advice and effective questioning techniques that you can use to transform prospects into clients.

Learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table.

36 Powerful Sales Messages on 400 solidly-packed pages:

Part 1: The Psychology of Closing

  1. The "Household Executive" Saleslady
  2. Making "King" Customer the Winner
  3. Credibility: The Key to a Sales Career
  4. Commonsense Selling
  5. Voice Training to Close Sales
  6. The Professional Sells and Delivers

Part 2: The Heart of Your Sales CareerBook

  1. The Critical Step in Selling
  2. The Big "E" in Selling
  3. The Right Mental Attitude
  4. Your Attitude Toward You
  5. Your Attitude Toward Others
  6. Your Attitude Toward the Sales Profession
  7. Building "Reserves" in Selling
  8. Building a Mental Reserve in Selling
  9. Ya Gotta Have Love

Part 3: The Sales Professional

  1. Learning and Using Professional Techniques
  2. Characteristics of the Professional Salesperson
  3. Here is a Professional
  4. Everybody is a Salesperson and Everything is Selling

Part 4:Imagination and Word Pictures

  1. Imagination in Selling
  2. Imagination Sells and Closes Sales
  3. Using Word Pictures to Sell
  4. Picture Selling for Bigger, Permanent Sales

Part 5: The Nuts and Bolts of Selling

  1. Objections-the Key to Closing the Sale
  2. Objections Are Consistent-Objectors Aren't
  3. The Salesman's Friend
  4. Using Objections to Close the Sale
  5. Reasons and Excuses for Buying
  6. Using Questions to Close the Sale
  7. For Direct Sales People

Part 6: The Keys in Closing

  1. Four Ideas and a Key to Sales Success
  2. Selling and Courting Run Parallel Paths
  3. The "Look and Listen" Close
  4. Listen-Really Listen
  5. The Keys in Closing-Conclusion
  6. The "Narrative" Close