Cover image for Secrets of closing the sale
Secrets of closing the sale
Ziglar, Zig.
Personal Author:
Updated edition.
Publication Information:
Grand Rapids, MI : Fleming H. Revell, [2003]

Physical Description:
424 pages : illustrations ; 24 cm
General Note:
Rev. ed. of: Zig Ziglar's Secrets of closing the sale, c1984.
Subject Term:
Format :


Call Number
Material Type
Home Location
Item Holds
HF5438.25 .Z54 2003 Adult Non-Fiction Non-Fiction Area
HF5438.25 .Z54 2003 Adult Non-Fiction Non-Fiction Area
HF5438.25 .Z54 2003 Adult Non-Fiction Non-Fiction Area

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Advice from one of the country's most respected experts on closing the sale. Includes up-to-date business models and success stories.

Author Notes

Zig Ziglar was born Hilary Hinton Ziglar in Gary, Indiana on November 6, 1926. During World War II, he enrolled in a Navy college training program but did not graduate. After a long career as a salesman, he decided that the product he sold best was his own energy and optimism. He began speaking to sales groups in the 1950s, but did not become a full-time motivational speaker until the early 1970s. He worked as a motivational speaker for more than 40 years. He also wrote more than 25 books including See You at the Top, Top Performance: How to Develop Excellence in Yourself and Others, Selling 101: What Every Successful Sales Professional Needs to Know, and Born to Win: Find Your Success Code. He died of pneumonia on November 28, 2012 at the age of 86.

(Bowker Author Biography)

Table of Contents

Prefacep. 9
Introduction to the Updated Editionp. 11
Part 1 The Psychology of Closing
1. The "Household Executive" Salesladyp. 17
2. Making "King" Customer the Winnerp. 27
3. Credibility: The Key to a Sales Careerp. 39
4. Commonsense Sellingp. 48
5. Voice Training to Close Salesp. 58
6. The Professional Sells and Deliversp. 72
Part 2 The Heart of Your Sales Career
7. The Critical Step in Sellingp. 83
8. The Big "E" in Sellingp. 90
9. The Right Mental Attitudep. 103
10. Your Attitude toward Youp. 108
11. Your Attitude toward Othersp. 114
12. Your Attitude toward the Sales Professionp. 119
13. Building Physical "Reserves" in Sellingp. 136
14. Building a Mental Reserve in Sellingp. 144
15. Ya Gotta Have Lovep. 154
Part 3 The Sales Professional
16. Learning and Using Professional Techniquesp. 161
17. Characteristics of the Professional Salespersonp. 164
18. Here Is a Professionalp. 177
19. Everybody Is a Salesperson and Everything Is Sellingp. 192
Part 4 Imagination and Word Pictures
20. Imagination in Sellingp. 213
21. Imagination Sells and Closes Salesp. 227
22. Using Word Pictures to Sellp. 251
23. Picture Selling for Bigger, Permanent Salesp. 261
Part 5 The Nuts and Bolts of Selling
24. Objections--The Key to Closing the Salep. 269
25. Objections Are Consistent--Objectors Aren'tp. 278
26. The Salesman's Friendp. 286
27. Using Objections to Close the Salep. 295
28. Reasons and Excuses for Buyingp. 307
29. Using Questions to Close the Salep. 313
30. For Direct Sales Peoplep. 320
Part 6 The Keys in Closing
31. Four Ideas and the Keys to Sales Successp. 339
32. Selling and Courting Run Parallel Pathsp. 350
33. The "Look and Listen" Closep. 365
34. Listen--Really Listenp. 379
35. The Keys in Closing--Conclusionp. 387
36. The "Narrative" Closep. 402
Part 7 Technology and the Sales Professional
37. Technologyp. 409
Thank Youp. 419
Notesp. 422
Index of Closesp. 423