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Secrets Of Closing The Sale, Updated Ed. Paperback – Mar 1 2013


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Product Details

  • Paperback: 432 pages
  • Publisher: Baker Publishing Group; Updated Edition edition (March 1 2013)
  • Language: English
  • ISBN-10: 0800759753
  • ISBN-13: 978-0800759759
  • Product Dimensions: 15.2 x 2.5 x 22.9 cm
  • Shipping Weight: 703 g
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Bestsellers Rank: #18,969 in Books (See Top 100 in Books)

Product Description

From the Back Cover

What is the best way to persuade someone to take action? Do our customers, clients, or patients believe that we are looking out for their best interests? These are just a couple of questions that successful professionals need to ask every day.

Full of entertaining stories and real-life illustrations, Secrets of Closing the Sale will give you the strategies and guidelines you need to become proficient in the art of effective persuasion. You will learn how to:

- project warmth, enthusiasm, and integrity
- effectively use over one hundred creative closes
- increase productivity and professionalism
- overcome the basic reasons people will not buy
- deal respectfully with challenging prospects


Zig Ziglar's principles of success are easy to understand and apply, yet they have a far-reaching impact. By using his proven methods, you will be able to face your prospects with enthusiasm and confidence.


"To call Zig Ziglar a 'super salesman' is an understatement. This work is a compilation of everything he knows about the art of selling. It's worthwhile reading."-Richard M. DeVos, cofounder of Amway, owner and chairman, NBA Orlando Magic

"I dove into as many of Ziglar's tapes and books as I could to develop my abilities. Within a few years, I was breaking every sales record imaginable."-Linda Burzynski, Computer Moms International

"This book will arm you with all the tools necessary to become an extraordinary salesperson. You'll grow professionally and personally."-Nido R. Qubein, chairman, Great Harvest Bread Co.

"Zig is an example to follow."-John C. Maxwell, founder of the INJOY Group

About the Author

Zig Ziglar, a talented author and speaker, has traveled over five million miles and worked with clients and corporations of all sizes, from Fortune 500 companies to churches, schools, and non-profit associations. He has written twenty-one books on personal growth, leadership, sales, faith, and success, nine of which have been bestsellers. He lives in Carrollton, Texas.

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1 of 1 people found the following review helpful By A Customer on Jan. 2 2004
Format: Hardcover
The Book is a joy to read and full of great suggestions on how to improve your sales. Some suggestions and topics should be 'common sense' but Zig shows how these common sense philosophys help you achieve extraordinary sales results. It is a must read for the True Sales Professional!
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1 of 1 people found the following review helpful By Jimmy George on April 19 2014
Format: Paperback
I bought this book thinking that its just another book with some tips but this is a very in-depth looking book into what drives or should drive sales. Really recommend as a mindset development book for sales people.
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1 of 1 people found the following review helpful By Indy Panchi on Jan. 28 2014
Format: Paperback Verified Purchase
This man is a sales legend, a genius. He vividly explains his journey in life, very interesting. He's closing techniques are invaluable, hence, worth a read.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 199 reviews
77 of 81 people found the following review helpful
What Objections?? .... July 2 2001
By Carmen Matthews - Published on Amazon.com
Format: Paperback
Before my first read of this book, I actually asked that question. Then, as I was 2/3rd's of the way finished, I realized that I have experienced several objections. Most of which I had accepted as reasons to move on.
Through this book, I have learned that all sales people experience objections, and that it is the savvy salesperson who responds to those objections as though she is a guide, leading her prospect towards her solutions.
Through reading this book, I have written so many notes in the margins, and in a binder that I had to stop to type the details out, then add to them, as I evolved.
I really appreciate this book, because as someone who sells services, and not products, yet, I was able to write directions that work in closing sales to even the most difficult of prospects. I recommend this book to anyone, rather or not you are in sales, because this teaches you to persuade others to accept your ideas, thoughts, products and services. ....
53 of 55 people found the following review helpful
The sales book on which all sales books are based Oct. 18 2008
By Steven D. Mietelski - Published on Amazon.com
Format: Paperback Verified Purchase
I owe Zig Ziglar. Big time. This book increased my ability to demonstrate and sell our service dramatically after one read. Zig tells you and then sells you on the fact that you've gotta read his book three times: once with quick notes in the margins, a second time with thorough notes and a third time with a steno pad so you can make your own "Secrets of Closing the Sale."

I've purchased three copies of this book. Two for myself, one to give out to my staff. I started out thinking about sales in the same way most people do - sleazy scumbags out to make a fast buck. I started out wanting to make more money. I ended up learning that "You can have anything in the world you want if you'll just help enough other people get what they want."

Ziglar teaches you, from the beginning, that there's no room for success in a salesman's career if he's taking the fast route, making the quick sale and then locking the door behind him.

Ziglar teaches you that if you want to make a living in the profession of selling you have to truly believe in your product. You have to be so convinced that your product is the right product to fit your prospects needs that you can't possibly believe or understand how they wouldn't want it.

Yeah. Ziglar teaches the closes. There are hundreds of scenarios and stories that demonstrate various closing techniques. Most of them are great (a few are cheesy).

But what makes this book so good is that it constantly drives it home - a good salesman is an honest salesman. A good salesman has his customer's best interest in mine. A good salesman has a solution to a need of his customer. When you help the customer, they will help you (with money).

When I finished this book I felt I needed to learn how to prospect and find new clients for the business I manage so I could show them why they needed us. I started reading books on cold calls and searching the internet for more information. And I started to notice a major trend...

Anyone who knows anything about sales has studied Zig Ziglar's Secrets of Closing the Sale. You'll see the concepts, ideas and phrases from this book echoed throughout all sales-oriented literature. You're going to see direct quotes. I guarantee it.

If you're only going to ever read one sales book this is the book to read. It's going to teach you how to close the sale, sure, but more importantly it's going to teach you that being a salesman is about helping others. It's going to teach you to be true. And you will profit because of it.

Afterthought: This book will also benefit those who don't directly "sell" to clients but are involved in the overall process of presenting an organization. It's important to "have everyone on the same page" and "playing for the team" when it comes to building a successful business or brand. So if at all possible get a few extra copies of this book and hand it to the individuals who aren't even involved in sales!
21 of 21 people found the following review helpful
Use Your Prospect's Objections to Make it Easy to Buy June 7 2001
By Carmen Matthews - Published on Amazon.com
Format: Audio Cassette
When I first read this book, last month, I was drawn towards it because I couldn't find Maxwell Maltz's books on selling. And, I remember reviewing this book, thinking that I had not heard objections from my prospects, yet, by the time I read page 304, of this 400 page book, I created a notebook with 35 pages of notes, each begins with specific objections that I have heard.
I remember asking myself, "Are you closing one sale after another?" And the answer was "no."
As I read this book for the second time, I am so excited about how I am filling up those pages with very specific, tailored responses to those objections, ones which have led me to close some sales. I keep telling myself, at this point to not make another sales call, until I have read this book 4 times, but because I am learning so much, it is natural for me to make some sort of sales call, everywhere I go. And in most cases, I am gathering information on the person, more information than they probably realize that I am gathering. But it helps me to be in rapport, as I show them that they need my services.
There are some parts in this book where I have read the objections, and examples of how to respond, not react to the objections, and I had said to myself, "I could never do that. It seems somehow wrong." Then, as I read this book for the second time, I am not only adopting what seemed uncomfortable, but I am definitely putting my charming spin on the dialogues.
Long before reading this book, I had read, "Think and Grow Rich," 13 times. And I kept telling myself, so how do I sell what I am doing, to the right people, everytime I make a sales call. And, although each read of "Think and Grow Rich," has added value to me, "Secrets of Closing the Sale," is very specific, and empowering. ...
I am eternally grateful for this book, as I envision the difference that it will have on all aspects of my life.
39 of 45 people found the following review helpful
The only book you'll need on effective selling Jan. 3 1999
By A Customer - Published on Amazon.com
Format: Paperback
Zig Ziglar's "Secrets Of Closing The Sale" is probably the best book I've ever read. Not only does it provide you with everything you will ever need to be successful in the world of selling - it thoroughly entertains as well.
"Secrets" provides readers with interesting and humorous stories meticulously tied in with step by step actions and exact scripts for sales people to use in specific situations.
All you have to do is adapt these scripts to your situation and you are ready to start selling more of what you sell.
Zig covers - how to use a tape recorder to explode your selling power - how to use voice inflection to communicate your message more effectively - how to make you and your prospect both winners when you close the sale - and so much more.
Ziglar even has various free items that he will send you scattered throughout the book. Just by responding I've already received three free gifts including an incredible audio casette on voice inflection. It's incredible.
I hope to get to see Zig live one day. He's an incredibly powerful speaker and author. Get this book - even if you have to steal it.
If you do steal it though, read it, learn to sell, sell something, get your commission, then go pay for the book. Zig deserves to get paid. He did a fine job on this one.
Raymond A. Mardo III Mailto:raymardo@raymardo.com
13 of 13 people found the following review helpful
Master Handbook to sales success. Aug. 19 2005
By Clint Thomas - Published on Amazon.com
Format: Paperback
What a pleasure it was to read and thoroughly study this treatise on selling by the great Zig Ziglar. I don't care how successful you are right now or how inexperienced you are, this book will take you to new levels of accomplishment.

In Zig Ziglars Secrets of Closing The Sale you will learn from an acomplished sales master. Zig has done it. He has been in selling since 1947 and speaks from actual experience. The techniques offered here are proven, sure fire tested methods, not theory.

This book is huge and can be intimidating to some people at 410+ pages and 38 chapters. You will find over 100 closes and over 700 questions.

You will learn how to paint word pictures and use stories. Not only will your sales take off but your ability to communicate in everyday life will become much easier and more fun as well.

Zig Ziglar's Secrets of Closing The Sale is a fun read. Zig is witty and the hardest thing I had to do was to put the book down. It's a great read.

The techniques are easy to apply and the best part is that they work even when the client knows what you are doing. Zig also drills the concept of integrity selling and building value as well as following up after the sale.

Five months ago, I went to work for a company that is big on the "Spin" Method of selling. Being open minded, I tried The Spin Method setting aside what I had learned from the past. I was wholly dissappointed. Two months ago, I began studying Zig Ziglars Secrets of Closing Sales and am once again making money in selling and enjoying it.

Thank you Zig. We needed this.


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