Zig Ziglar

Zig Ziglar's Secrets of Closing The Sale

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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.

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Analysis and key concepts

01.

Closing a sale is like baseball: you have to touch all the bases to score a point

02.

We are good sales people if we are able to help our clients make good decisions

03.

A salesperson has to be convinced to be convincing!

04.

Selling means communicating emotion, being empathetic and knowing how to listen

05.

A positive attitude is essential in sales

06.

A good salesperson stays fit and healthy, ages well and loves their work

07.

A professional salesperson pays attention to details, they know how to earn their clients’ trust and recognise that they are a work in progress

08.

It is important to be able to correctly interpret what a client is trying to tell us

09.

Spark imagination to sell more

10.

Objections are just a stimulus we can use to ask questions and reassure the client

11.

A sale starts with logic, but emotion closes the deal

12.

Responding to objections about the price while making the client understand that not buying at all has a much higher cost

13.

Quotes

14.

Take-home message

01. 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.

02. We are good sales people if we are able to help our clients make good decisions

03. A salesperson has to be convinced to be convincing!

04. Selling means communicating emotion, being empathetic and knowing how to listen

05. A positive attitude is essential in sales

06. A good salesperson stays fit and healthy, ages well and loves their work

07. A professional salesperson pays attention to details, they know how to earn their clients’ trust and recognise that they are a work in progress

08. It is important to be able to correctly interpret what a client is trying to tell us

09. Spark imagination to sell more

10. Objections are just a stimulus we can use to ask questions and reassure the client

11. A sale starts with logic, but emotion closes the deal

12. Responding to objections about the price while making the client understand that not buying at all has a much higher cost

13. Quotes

14. Take-home message

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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.

The author

Zig Ziglar (1926-2012) is one of the most respected authors and motivational speakers of all time, and his books have been translated into over twenty languages. He started his career as a salesman, and over the years, he climbed the career ladder to become vice president of the Texan company Performance Automotive. He later decided to focus on teaching and training, setting up his own personal development company. His first book “See You at the Top”, written in 1975, became an international bestseller in no time.

Edition

Publishing house:

Berkley

Year:

1985

Pages:

416

ISBN:

978-0425081020