Zig Ziglar's Secrets of Closing The Sale
How altruism can help us become successful sales people
Zig Ziglar invites us into his universe of negotiation, with interesting, meaningful anecdotes, to show us that the sales process is based on two main important qualities: honesty and doing the right thing. To these qualities we need to add the ability to forge relationships, to feel empathy for our clients, and to be enthusiastic about what we sell. The secrets of a salesperson can be summed up in this sentence: great sales come from great people. If we are genuinely interested in helping others solve their problems, our success will come naturally.
Many useful tips to:
- Learn to love the sales profession.
- Get to know the sales strategies used by a top expert and great communicator.
- Understand the importance of using both one’s heart and brain in commercial negotiations.
Closing a sale is like baseball: you have to touch all the bases to score a point
Closing a deal is just as important as all the steps that lead up to it. Obviously, we need to work to perfect all the effort we put into those steps. The sales process itself can be compared to baseball; in business, just like in this sport, you have to touch all the bases, or go through each of the necessary steps, to be able to score a point, or close a deal. The first base would be identifying the client; we reach second base the moment we book an appointment with them and, if we are any good at presenting, we will get to third base. If we cannot bring it home, all the effort that we have made to get to that point has been a waste, because we don’t get the point. This is the same if we don’t close a deal; all our hard work will be wasted, but that does not mean that each step that leads to a deal is not important.
The key ideas of "Zig Ziglar's Secrets of Closing The Sale"
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