Secrets of Closing the Sale
by Zig Ziglar
Ziglar's big sales book: more than a hundred named closes, the psychology of objections, and his insistence that you can have everything you want if you help enough other people get what they want. The closes are from the cookware era; the ethics and the attitude chapters are permanent.
Read it if…
you sell face to face and want the classic repertoire plus the right spirit.
Skip it if…
you sell complex B2B; see SPIN or Challenger.
Three things you will actually use
- Selling is a transference of feeling.
- Every objection is a request for more information.
- Help enough people get what they want.
Do this first
Read the section on objections and write your three most common ones with Ziglar's answers.
Our verdict
A hundred closes, one spirit.
Compare with other Entrepreneurship books
The Success System That Never Fails
W. Clement Stone · Entrepreneurship
PMA with a cold-call method.
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