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Zig Ziglar's Secrets of Closing the Sale

Tekijä: Zig Ziglar

JäseniäKirja-arvostelujaSuosituimmuussijaKeskimääräinen arvioKeskustelut
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Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how to sales program. This powerful series of twelve timeless sales sessions will help you close more sales today as you build a career for tomorrow! Whether you're a seasoned sales veteran or just now beginning your first sales position, Secrets Of Closing The Sale provides you with practical advice and effective questioning techniques that you can use to transform prospects into clients. Learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table. In this newly updated recording, not only will you get to hear timeless lessons on closing the sale from Zig Ziglar that have helped hundreds of thousands of salespeople for more than a generation, but you will hear Zig's son, Tom Ziglar, discuss how these ideas are even more relevant in 2015. Tom is the president of Ziglar Training Corporation, the author of the newly released book Live to Win, and a successful platform speaker in his own right. You'll learn: * The ABC's of Closing. *Professional Persuasion and Common Sense Selling. *Buyer-Based Closing Techniques. *Voice Training for Effective Presentations. *Honesty and Empathy for Sales Success ... the basics. *Empathy, Sympathy and Self-image In Selling. *Using Word Pictures To Sell. *Objections: A Salesman's Best Friend. *Asking Questions To Close The Sale ... the basics. *Positive Projection For Closing More Sales. And much more! PLUS A BONUS RECORDING: *How to use emotional logic in the selling process to increase your closing ratio.… (lisätietoja)
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Let me just say that I’m not trying to be anti-capitalist; I love the introducer and I’m thinking of watching the “Shark Tank” show he promoted; and I believe that “you can have whatever you want if you help enough people get what they want”.

But the story he opens with is /terrible/.

I know that sometimes we’re all trapped in time like a fly in a spider’s web—and that includes my generation, obviously—but it’s still a /terrible/ story. Wifey, who obviously doesn’t have any of her own money—this is the GI Generation! This is America! This is How It Should Be!—and wants to feel pampered by her lover man’s money, and therefore he exists to be manipulated, and guilted, and embarrassed into buying more house than they agreed was right for them, because he exists to be manipulated, embarrassed, and guilted, just like she exists to sink into a pool of unearned money, like a pool of the quick sands of un-freedom, and conformity/social control, you know.

I’d like to learn sales, but I’ll be damned if I sell like that, you know. What you give, you receive. You hard sell people things that they can’t afford and which don’t fit in their budget, and then, somebody close to you will turn around and do it to you, and you’ll be working 24 hour days, (Beatles) Eight Days A Week! Eight days a week; is not enough to pay my bills! Eight days a week; is not enough to buy your love! Eight days a week! Eight days a week!

But I mean, do what you want, right. I just think you’re a nut, basically.

…. Of course, he may have simply led in with his worst story and I’ll probably finish the book—GI Generation guys weren’t above bragging about their gender ideas, even though it was one of the worst things about them: their overweening sense of duty and lack of love in marriage—but even though I’ll probably finish it, I’m already unlikely to become Zig’s /fan/ and /student/, you know.

…. I’ll aim on finishing this book, but I’m deleting the other Zig samples. There’s no Grand Untruth I can put my finger on, in general—I certainly believe in honesty, for example; maybe there will be informational learning—but I just don’t see people looking at me and saying admiringly, “Just like Zig Ziglar”—and that’s also not how I see myself, you know.

…. He just seems like a joker, you know. When I picture him in my mind, I see someone with a big, blank stare and a big blank smile, who goes, Huh huh!…. And occasionally is dismissive. A lot of times people get verbally weird on the internet about the money system and things like that, and what they mean is, or at least a big chunk of that, is “I don’t want the salesman guy to have a big, blank stare and a big, blank smile, to go— huh huh!, and then even to dismiss me sometimes, the joker!

I just don’t see the memory of Zig really helping the sales profession, IMO.

…. Sometimes he sells from fear and sometimes from love, but really I think you should operate from love, love of the product and appreciation of a good deal, and not fear, fear of missing out, or of being a schmuck. (Fear isn’t really more powerful, just more common.) If you sell from fear of missing out you’ll fear missing out yourself, and totally run yourself ragged. It’s hard not to think of him working 9-9-6, and still totally unable or unwilling to set boundaries with his wife about what things cost and what they can’t afford.

…. Sometimes it’s just misleading. “A psychologist discovered some people can sell and some people can’t.” No, a psychologist did some superficial survey and found out that some people are closer to knowing how to sell than others, and then misinterpreted the results, basically. Biological psychologists get some things right, but they haven’t the slightest idea what’s possible and what’s not—any more than they know how to really make money—and they routinely make bogus assumptions.

I’m also not convinced that the book had to be 400 pages! He just tells so many stories, similar ones, too. There’s always some customer who practically threatens you and talks about you not respecting him, and the one who just wants $200,000 of house for his $200,000 budget, not a $250K house he can’t afford, or, I don’t know, but it’s like, don’t be dishonest; it could lose you the sale: but don’t respect boundaries; it could lose you the sale. The answer is fear: come down like Moses from the mountain, and make them afraid that if they don’t buy they’ll rue the day they let bliss out of their life, right.

Which is why a lot of people assume that business is illegitimate. Some people whip themselves into a fury about it, you know—business makes you /soft/! Be a man! Fight the system! For the dying children—go do an action scene!—but most people acquiesce in the money system’s place in society, but still consider it illegitimate; the way they stay with their spouses but quietly die each time they come to mind, right. It’s not necessary; action Is required in life, and marketing products or services can connect people to what they need and expand their energy. But plenty of salespeople are so much like everyone else, except they want more money, so they buy into toxic things like fear and shame, and just act like everyone else, and like everyone else expects, you know.

…. I do like to read some ‘motor oil’ prosperity books, as the ‘leprechaun gold’ ones lay the foundation but try to, even though they stress that you need action, leave the specifics of the type of action up to you to decide—but Zig and a lot of the ‘motor oil’ books are kinda, “how to make more money than everyone else, while still having all the same problems”, you know. I’m not saying you should gratuitously alienate yourself, right. But it’s like —Be positive…. But don’t smile too much; people will think you’re weird! ~ Or: —Usher in a time of prosperity for all…. But especially colonizers and Confederates, you know. Go ahead, be a good “planter”: share your second-best beer with the “crackers”: remind them they’re living “the right way”. Lord knows “civilization” depends on their muscle! 😸

I also struggle with— build a better world…. Until dad comes home, like Moses down from the mountain, and orders the people to “get your ass back to Egypt: Now!…. Now! Before I get, mad!” you know.

But I don’t need to be /reinforced/ with that, right. I realize that a prosperity teacher isn’t a classic “celebrity” (although he has a Wikipedia page), but it’s like, with successful people: I can’t define it well; but it’s like, they either learned the lessons of life well, or they figured out how to get ersatz success, and get people who don’t know the difference to build up their Name for them, blow up their inflatable balloon for them, give them their energy…. Even though they would have done considerably better, if they had lost many “essential” aspects of their personality, and learned the lessons the right way.

…. Sometimes it’s good. It seems more dated than Dale C and Nappy Hill, but if you correct for the fact that I wouldn’t necessarily talk like he did, what he says about motivation and persistence is good. If you can really believe you’re selling a worthwhile product or service, then you don’t have to go around in “need to be liked” and be dissuaded every time someone says no once because they assumed you were trying to rip them off before you said two words, you know. They might almost like it better if you model not taking life too seriously, not making everything a life-or-death thing, you know, where it’s like (paramilitary leader/political demagogue in a B movie) (makes fist) I made my decision. I’m making my stand. (fist into palm) I must not waver. —Really, it’s that modeling of being happy that people will want to buy. Of course, plenty of salespeople are a little neurotic at times, but if you think about it, the profession on average is probably more cheerful than your average Joe or Doe, certainly more cheerful than your average medical clinician or professor. Salespeople think that there are things out there that make people happy, so they’re cheerful. And despite the fact that some of them were born in 1925 and now are dead, the profession as a whole isn’t more, I don’t know, exclusionary as your average Joe or Doe, or even, in a psychic way, many doctors and professors. Salespeople /want/ to let people in. But you get on the shit list of a male chauvinist Marxist born in 1925, then that’s where you stay—on his shit list!

…. Sometimes it’s good.

…. Selling is one specific skill, and theoretically not the only way to make money, so there’s some specificity; on the other hand, there are many kinds of selling: probably you field more objections on a couple buying a house than some random person buying a nine dollar ding-a-ling, you know.

And also, the other aspect, you sell well and do it the right way by having good energy and a good life, so in that sense the training needed is incredibly broad….

…. It’s obviously not intended for, or terribly concerned with, say, Millennials from New Jersey, but it’s also not a total loss. I much prefer it to the experience of (or even reading about, whoo! Bad memories! I’ll try to go easy on the teens, and hey, this is why people like music!) sitting in school and being bullied into believing that some Greek playwright wanted me to have friends, right, by someone who can’t network or even have friends! (And I try not to give formal religion the satisfaction of talking about it all the time, but obviously many Christians back the church because they see it as the strong horse; that’s very traditional. I don’t know what else Jesus could have done to discourage cynical power-worship—you’d think that that kind of person wouldn’t back the Crucified God, but some kind of strong horse who welcomes that sort of behavior—but it happens, obviously.) And if I had a sack of potatoes for every time someone in school or some over-educated and/or over-intellectual member of family treated me like a sack of potatoes, you know—me me me! MY ideas, fuck you, gucky!—and you know, it could be the Greek playwright, or some strange new god—and it’s like…. No. No, you should have taught me this. He at least chose something real as the topic, even if he doesn’t always execute well, you know. With Zig, it’s as through a glass darkly, but it’s not the same as a bloody delusional lie you tell yourself, you know…. Like, a lot of anti-capitalist intellectuals think that money is evil, sex is evil, emotions are evil, just show me the knowledge—but secretly they’re very passionate and very interested in sex, but they project their shame about that onto everyone who has any money or any emotional life or who has ever gotten something that they ever aspired to achieve, you know—other than bullying people about the Greeks, because who really aspires to that, you know?

Anyway, I didn’t mean to end it like that. I stuck with this book to the end despite indifferent execution at times because it’s a very good, very useful, and very neglected topic in many ways, even if I hope to read more about this that’s more awakened, or at least more modern, you know.
  goosecap | Jun 16, 2023 |
This book felt like there was no end to it. He kept implying the book was about to end... and the whole book seemed to drag on. Most of it felt like he was just patting himself on the back. I have personally walked away from every single one of those closes. ( )
  melsmarsh | Dec 28, 2021 |
Zig Ziglar is a fantastic business man and inspirational speaker. His motivational speeches and books are easy to read and give the reader solid suggestions for becoming successful. ( )
  LindaMorris | Mar 29, 2011 |
Entertaining while he drives home a few solid points and refreshes on others. ( )
  GShuk | Nov 9, 2009 |
I included this book in my book: The 100 Best Business Books of All Time. www.100bestbiz.com. ( )
This review has been flagged by multiple users as abuse of the terms of service and is no longer displayed (show).
  toddsattersten | May 8, 2009 |
näyttää 5/5
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Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how to sales program. This powerful series of twelve timeless sales sessions will help you close more sales today as you build a career for tomorrow! Whether you're a seasoned sales veteran or just now beginning your first sales position, Secrets Of Closing The Sale provides you with practical advice and effective questioning techniques that you can use to transform prospects into clients. Learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table. In this newly updated recording, not only will you get to hear timeless lessons on closing the sale from Zig Ziglar that have helped hundreds of thousands of salespeople for more than a generation, but you will hear Zig's son, Tom Ziglar, discuss how these ideas are even more relevant in 2015. Tom is the president of Ziglar Training Corporation, the author of the newly released book Live to Win, and a successful platform speaker in his own right. You'll learn: * The ABC's of Closing. *Professional Persuasion and Common Sense Selling. *Buyer-Based Closing Techniques. *Voice Training for Effective Presentations. *Honesty and Empathy for Sales Success ... the basics. *Empathy, Sympathy and Self-image In Selling. *Using Word Pictures To Sell. *Objections: A Salesman's Best Friend. *Asking Questions To Close The Sale ... the basics. *Positive Projection For Closing More Sales. And much more! PLUS A BONUS RECORDING: *How to use emotional logic in the selling process to increase your closing ratio.

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