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Zig Ziglar's Secrets of Closing the Sale | 
 enlarge | Author: Zig Ziglar
Publisher: Berkley Trade
Category: Book
List Price: $15.00
Buy Used: $3.13
You Save: $11.87 (79%)
New (37) Used (45) Collectible (5) from $3.13
Avg. Customer Rating:  43 reviews
Sales Rank: 13826
Media: Paperback
Number Of Items: 1
Pages: 416
Shipping Weight (lbs): 0.7
Dimensions (in): 8.1 x 5.2 x 1.2
ISBN: 0425081028
Dewey Decimal Number: 658.85
EAN: 9780425081020
ASIN: 0425081028
Publication Date: September 1, 1985
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Shipping: International shipping available
Condition: (AUG08) Clean book with no highlighting, markings or underlining. Cover shows some wear. Your book will be shipped out the next business day via MEDIA mail (NOTE: media mail takes a few days longer) but if you need it faster choose the expedited option, its worth the extra $), It will be sent PRIORITY mail if you choose expedited
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| Customer Reviews: Read 38 more reviews...
 Hokey, outdated, manipulative -- but still much good in it July 24, 2008
Putting myself in the place of a customer, I felt strong resistance to Ziglar's closing techniques. His closing techniques seemed offensive to me, especially when ending his closing questions with "wouldn't you?" My feeling was almost always, "Well, maybe I would or I wouldn't, but I have to reflect on it. Truth isn't always so black and white. Stop treating me like I'm a checker on a checkerboard, as if you know the big picture, and I don't. You don't know what I think or feel."
When he gives examples of trying to sell cookware, I was thinking, "I could buy cookware at Goodwill that will work just fine for a few bucks, and you know it, and you aren't saying it. Why don't you take your closing technique of figuring out how much your cookware costs per day, and apply it to buying good second-hand cookware?"
Also, there was no mention of the role of the internet in selling. That is a hugely important thing to discuss that wasn't brought up in his 25th anniversary edition book.
For example, when he recounts buying a new Cadillac from a seasoned Cadillac salesperson, I recoiled! I thought, "Get real. I wouldn't consider stepping on that sales lot until I knew how much that Cadillac cost the sales lot to buy, and without finding customer's opinions of the salesperson," etc. And I am not a car guy or a salesperson -- this is just common sense in the age of the internet.
I also was turned off at the transparent BS of the salesperson who sold Ziglar the Cadillac. I thought, "This Cadillac salesguy can't be serious. He can't actually think I think it's 'Good news' that my offer of $7,000 was rejected and that only $7,200 was acceptable. He's just lying. What a manipulator. I'm out of here." (This was a salesperson that Ziglar was presenting as being recommended for his great integrity.)
On the upside, I commend Ziglar for his extreme emphasis on the need to believe in what you sell. This is what integrity is all about. He points out that if you really believe in what you sell, you might do quite well even with knowing few closing techniques.
Also good is how Ziglar educates the reader about the indispensability of the the salesperson to a strong society. Without salespeople, how are citizens to know what's available? How are companies going to get their products to the hands of those in need? Salespeople are crucial for moving goods, just like the heart is crucial for circulating blood in the body.
There are many other good practices that Ziglar promotes, such as exercising daily, and so forth.
Ziglar would earn a much higher integrity rating from me if he had put in bold letters on the front of his book: "Buy this used from Amazon and save HUGE." But, he did not. He would prefer that you pay full freight, even though I all-but-guarantee you, he doesn't need the money. He says he cares about the customer, number one. If he really cared about the customer and in the extreme importance of his information to society, he would follow philanthropists' leads and disseminate the info at very low cost.
 Getting the sale, contract and money July 12, 2008
If you are in the sales profession, there comes a time where the sale needs to be closed. Unfortunately, your customers won't always easily make the decision to buy. At those times you need some insight and some tools to bring value to the sales process so you can make the sale. This book is full of practical tools for closing the sale. Every salesperson wants more ideas to assist them when they need it and this book can help you with that.
Mark Tewart - author of "How To Be A Sales Superstar"
[...]
You can have everything in life you want, if you... June 21, 2008
Zig Zigglar is a bit of a legend in the sales industry for his depth of selling knowledge as well as being a powerful motivational speaker and writer. This book is motivating and has an enormous number of excellent ideas for selling.
Just a few of the topics covered are: The Right Mental Attitude, Your Attitude Towards Others, Everybody is a Salesperson and Everything is Selling, Using Objects to Close the Sale and more.
One of Zig Zigglar's most famous quotes does a great job of summing up his thoughts on how to be successful at sales:
"You can have everything in life you want, if you will just help other people get what they want!"
This is an exceptional book for anyone who wants to be successful in working with others...salespeople and anyone else!
The Re-Discovery of Common Sense: A Guide to: The Lost Art of Critical Thinking
One of the true sales classics! December 21, 2007
2 out of 2 found this review helpful
I have read a few of Zigs books and always come away satisfied and educated. This book should be required reading if you are in sales, and I would even recommend it if you are not in sales. The reason a non-sales person could profit from this book are manifold. This book teaches more than selling, it teaches how to deal with people. If you understand how a person thinks, or understand what they mean as opposed to what they are saying, you can steer them where you need them. You can connect to them. thats a great thing on many levels.
As you read this book you will keep thinking to yourself "thats a great idea" or "thats a good point". After reading this book and using what Zig teaches, you will look at your sales calls in a different light. You will go into every meeting with the expectation that you will sell your product or service, it will help your prospect, and there is no way they will not see the value of what you are offering. Its that simple. If you believe you are there to help this person, it comes through in your words and actions.
Zig has an excellent technique to teaching, he tells stories. That works great for me because I can easily remember more and it quickly comes to mind when I hear an objection or question from a prospect. I am then able to quickly word it in a way that helps the prospect.
"Failure to hit the bullseye is never the fault of the target and failure to close the sale is never the fault of the prospect". You need to be better to help more prospects buy your product or service. This book will help you in that goal.
Another classic addition to your sales library should be How to Master the Art of Selling by Tom Hopkins.
Great First Book on Sales October 20, 2007
1 out of 1 found this review helpful
This is the first book I read on sales and will always be one of my favorites. Zig is a great story teller and sales person. This book is more about the psychology of sales than the a selling system, but will start people with the right mindset (which more than half of success).
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