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Secrets of closing the sale : updated

Author: Zig Ziglar
Publisher: New York, NY : MJF Books, [2012], ©2003.
Edition/Format:   Print book : English : Updated edView all editions and formats
Summary:
The author shares his principles of success and discusses the effective use of the art of persuasion to increase sales.
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Document Type: Book
All Authors / Contributors: Zig Ziglar
ISBN: 9781606711293 1606711296
OCLC Number: 845102764
Notes: Revised edition of: Zig Ziglar's Secrets of closing the sale, c1984.
"This edition published by MJF Books in arrangement with Fleming H. Revell, a division of baker Publishing Group"--Title page verso.
Description: 424 pages : illustrations ; 24 cm
Contents: Preface --
Introduction to the updated edition --
Part 1: Psychology Of Closing: --
Household executive saleslady --
Making "king" customer the winner --
Credibility: the key to a sales career --
Commonsense selling --
Voice training to close sales --
Professional sells and delivers --
Part 2: Heart Of Your Sales Career: --
Critical step in selling --
Big "E" in selling --
Right mental attitude --
Your attitude toward you --
Your attitude toward others --
Your attitude toward the sales profession --
Building physical "reserves" in selling --
Building a mental reserve in selling --
Ya gotta have love --
Part 3: Sales Professional: --
Learning and using professional techniques --
Characteristics of the professional salesperson --
Here is a professional --
Everybody is a salesperson and everything is selling --
Part 4: Imagination And Word Pictures: --
Imagination in selling --
Imagination sells and closes sales --
Using word pictures to sell --
Picture selling for bigger, permanent sales --
Part 5: Nuts And bolts Of Selling: --
Objections-the key to closing the sale --
Objections are consistent-objectors aren't --
Salesman's friend --
Using objections to close the sale --
Reasons and excuses for buying --
Using questions to close the sale --
For direct sales people --
Part 6: Keys In Closing: --
Four ideas and the keys to sales success --
Selling and courting run parallel paths --
Look and listen close --
Listen-really listen --
Keys in closing -conclusion --
Narrative close --
Part 7: Technology and The Sales Professional: --
Technology --
Thank you --
Notes --
Index of closes.
Responsibility: Zig Ziglar.

Abstract:

The author shares his principles of success and discusses the effective use of the art of persuasion to increase sales.

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