Zig Ziglar's Secrets of closing the sale

Zig Ziglar's Secrets of closing the sale

Zig Ziglar

Book - 1984

Saved in:
Place a Hold Save to List Email this

2nd Floor Show me where

658.85/Ziglar
1 / 1 copies available
Location Call Number   Status
2nd Floor 658.85/Ziglar Checked In
Subjects
Selling.
Published
Old Tappan, N.J. : F.H. Revell Co [1984]
Language
English
Main Author
Zig Ziglar (-)
Physical Description
411 pages : illustrations ; 24 cm
Bibliography
Includes bibliographical references and index.
ISBN
9780800712136
  • Preface
  • Introduction to the Updated Edition
  • Part 1. The Psychology of Closing
  • 1.. The "Household Executive" Saleslady
  • 2.. Making "King" Customer the Winner
  • 3.. Credibility: The Key to a Sales Career
  • 4.. Commosense Selling
  • 5.. Voice Training to Close Sales
  • 6.. The Professional Sells and Delivers
  • Part 2. The Heart of Your Sales Career
  • 7.. The Critical Step in Selling
  • 8.. The Big "E" in Selling
  • 9.. The Right Mental Attitude
  • 10.. Your Attitude toward You
  • 11.. Your Attitude toward Others
  • 12.. Your Attitude toward the Sales Profession
  • 13.. Building Physical "Reserves" in Selling
  • 14.. Building a Mental Reserve in Selling
  • 15.. Ya Gotta Have Love
  • Part 3. The Sales Professional
  • 16.. Learning and Using Professional Techniques
  • 17.. Characteristics of the Professional Salesperson
  • 18.. Here Is a Professional
  • 19.. Everybody Is a Salesperson and Everything Is Selling
  • Part 4. Imagination and Word Pictures
  • 20.. Imagination in Selling
  • 21.. Imagination Sells and Closes Sales
  • 22.. Using Word Pictures to Sell
  • 23.. Picture Selling for Bigger, Permanent Sales
  • Part 5. The Nuts and Bolts of Selling
  • 24.. Objections--The Key to Closing the Sale
  • 25.. Objections Are Consistent--Objectors Aren't
  • 26.. The Salesman's Friend
  • 27.. Using Objections to Close the Sale
  • 28.. Reasons and Excuses for Buying
  • 29.. Using Questions to Close the Sale
  • 30.. For Direct Sales People
  • Part 6. The Keys in Closing
  • 31.. Four Ideas and the Keys to Sales Success
  • 32.. Selling and Courting Run Parallel Paths
  • 33.. The "Look and Listen" Close
  • 34.. Listen--Really Listen
  • 35.. The Keys in Closing--Conclusion
  • 36.. The "Narrative" Close
  • Part 7. Technology and the Sales Professional
  • 37.. Technology
  • Thank You
  • Notes
  • Index of Closes

Similar Items