The Secrets of Closing the Sale
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!"
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Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to:• project warmth, enthusiasm, and integrity • effectively use 100 creative closes • increase productivity and professionalism• overcome the five basic reasons people will not buy• deal respectfully with challenging prospects
Preface9Part 1The Psychology of Closing1The "Household Executive" Saleslady132Making "King" Customer the Winner243Credibility: The Key to a Sales Career364Commonsense Selling455Voice Training to Close Sales546The Professional Sells and Delivers69Part 2The Heart of Your Sales Career7The Critical Step in Selling818The Big "E" in Selling889The Right Mental Attitude10110Your Attitude Toward You10511Your Attitude Toward Others11012Your Attitude Toward the Sales Profession11613Building "Reserves" in Selling13314Building a Mental Reserve in Selling14115Ya Gotta Have Love151Part 3The Sales Professional16Learning and Using Professional Techniques15717Characteristics of the Professional Salesperson16018Here Is a Professional17219Everybody Is a Salesperson and Everything Is Selling186Part 4Imagination and Word Pictures20Imagination in Selling20721Imagination Sells and Closes Sales22122Using Word Pictures to Sell24523Picture Selling for Bigger, Permanent Sales256Part 5The Nuts and Bolts of Selling24Objections--the Key to Closing the Sale26325Objections Are Consistent--Objectors Aren't27226The Salesman's Friend28027Using Objections to Close the Sale28928Reasons and Excuses for Buying30129Using Questions to Close the Sale30730For Direct Sales People314Part 6The Keys in Closing31Four Ideas and a Key to Sales Success33332Selling and Courting Run Parallel Paths34333The "Look and Listen" Close35834Listen--Really Listen37235The Keys in Closing--Conclusion38036The "Narrative" Close396Recommended Reading405Index409
