Zig Ziglar's Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes!

Product Information

The first word is the name of the customer, this is the smooth, easy-to-listen and favorite sound of everyone. Repeat their name often during the conversation because it is also the link between you and the customer's emotions.

Ziglar explains that he wrote the book “to help salespeople from all walks of life be more professional and successful.” When you have the positive expectation they will buy, then you act in a way where it is more natural for them to say yes. You've got to establish that trust and respect with your prospects if you expect to be a sales professional. This should be obvious. but for fear it's not, I'll spell it out. Again, you cannot be one kind of person and another kind of salesperson. You must be consistent in all areas of life if you are going to achieve maximum results in building your sales career. That's one of the major reasons we deal with the entire person rather than just the salesperson throughout this book. This is one of the "not-so-little" things that make the buying difference in the prospect's mind." You can gain mental assent from a prospect that your product is good, will save them money, they need it, they would like to have it and can afford it, and still, have a customer that still refuses to buy. This means that you have convinced them of its merit but not persuaded them to buy.Use positive imagination. Ziglar recommends imagining your next sales call going well, with the prospect happy to see you and sign the contract. This will help you walk into the sales call with a positive expectation and enthusiasm. Do more than promised. If you do what the customer expects, they will be content. If you go beyond the promises, they will tell others. (Maybe this explains Apple’s success. Their products aren’t always the best on paper, but people love using them because they’re well-designed to be simple and reliable.) You can use many different types of modern technology devices such as: mobile phones, laptops, PDAs... They will help you to communicate easily with the company, with customers no matter where you are. Where, you can store data about customers, recommend products, read letters, reply to letters, write reports, schedule appointments, notebooks...

Three elements: imagination, emotion and logic are at play in this case. You break down the selling price of the product into numbers so low that the customer can accept it. When you offer a cost-effective product or service, you have to convince customers until they can imagine and understand that they have to pay for the item whether they buy it or not. Since it obviously costs more not to invest in an item than to spend money on it, they will decide to invest. Many sales are lost because the salesperson simply never asks the question if the prospect wants to buy. My wife looked around and said with cheers, “Wow! My office is quite large, the fireplace is great. Behold, the garage is enough for two cars of you and me. The yard in front is suitable for building an arched path to his house as his dream…” Closing the sale is not the end, but the beginning. You build a sales career with repeat business and referrals. So always go beyond your promises, offer products that complement what you sold, and keep in touch with your past customers.

PART V – DETAILS THAT CANNOT FORGET IN THE SALE PROCESS

If you repeat to the prospector why the price is rediculous they will tell why they think it is instead of you having to explain yourself.

Second point: When a customer says no, you have to be really nice to them. Give customers the opportunity to feel the value of doubt so that they can change their wrong decision. I entered History class thinking that I would study just enough to pass the final exam. But when class ended and I understood why I needed to study history, I decided to become a history major. Mr. Harris is indeed an excellent salesman. He has "sold" to young people concepts and ideas to become more dynamic, creative and effective in the future world. You are really serious and believe in what you say. Because, the salesperson is the most important factor in a sales process. Professional sales people understand their work and customers, know how to use words and psychological measures to convince customers to agree. After you've done what you've offered to sell, you also introduce a number of additional services, all to serve the benefit of your customers.Sales closing, or getting a prospect to agree to a deal and sign a contract, is how reps make their quota and how businesses grow revenue.