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!
This revised edition features powerful insights, and contributions from one of this generation's most successful businessmen, and student of Zig Ziglar, Kevin Harrington.
He puts a modern twist on Zig’s timeless teachings and offers a fresh perspective on applying Zig’s way of selling to the modern day.
Whether you're a seasoned sales veteran or just beginning your first sales position, Secrets of Closing the Sale will provide you with practical advice and effective questioning techniques 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
The "Household Executive" Saleslady
Making "King" Customer the Winner
Credibility: The Key to a Sales Career
Common Sense Selling
Voice Training to Close Sales
The Professional Sells and Delivers
Part 2: The Heart of Your Sales CareerBook
The Critical Step in Selling
The Big "E" in Selling
The Right Mental Attitude
Your Attitude Toward You
Your Attitude Toward Others
Your Attitude Toward the Sales Profession
Building "Reserves" in Selling
Building a Mental Reserve in Selling
Ya Gotta Have Love
Part 3: The Sales Professional
Learning and Using Professional Techniques
Characteristics of the Professional Salesperson
Here is a Professional
Everybody is a Salesperson, and Everything is Selling
Part 4: Imagination and Word Pictures
Imagination in Selling
Imagination Sells and Closes Sales
Using Word Pictures to Sell
Picture Selling for Bigger, Permanent Sales
Part 5: The Nuts and Bolts of Selling
Objections-the Key to Closing the Sale
Objections Are Consistent-Objectors Aren't
The Salesman's Friend
Using Objections to Close the Sale
Reasons and Excuses for Buying
Using Questions to Close the Sale
For Direct Sales People
Part 6: The Keys in Closing
Four Ideas and a Key to Sales Success
Selling and Courting Run Parallel Paths
The "Look and Listen" Close
The Keys in Closing-Conclusion
The "Narrative" Close
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