Secrets of Closing the Sale by Ziglar, Zig -- Read -- Imperial Library of Trantor

Index

Cover Page Title Page Copyright Page Table of Contents 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. Commonsense 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