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Zig Ziglar – Secrets of Closing The Sale Training Course

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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

Listen-Really Listen

The Keys in Closing-Conclusion

The “Narrative” Close

Salepage : Zig Ziglar – Secrets of Closing The Sale Training Course

About Author

Zig Ziglar

Zig Ziglar was born in Alabama, Mississippi as the tenth child of a total of twelve children. His mother’s name was Lila Wescott and his father’s John Silas Ziglar. For most of his childhood, Zig lived in Yazoo City, Mississippi after his father got a job there as manager in 1931. Zig was 5 years old at the time. A year later, both his younger sister and his father died completely unexpectedly. From this moment, his mother had many mouths to feed with a minimal income. Ziglar describes his mother as a remarkable woman for her efforts to care for the family and the values she imparted to her children. During primary school, Zig started selling peanuts to make extra money and help out his mother. Later, as an adolescent, he worked as a grocer.

After high school, Zig served the United States Navy during World War II. He then went to the University of South Carolina, based on Columbia, and got a part-time job as a salesperson for the WearEver Aluminium Company. He quickly learned the tricks of the trade, and soon excelled at what he did. Zig himself attributed his success to division supervisor P.C. Merrell.

Merrell encouraged Zig and told him he had the ability to become a great salesman. Zig worked hard, and was soon promoted to division manager. He spent most of the following decades in the sales world, learning how to encourage and motivate others to achieve great things.