Zig Ziglar: Secrets of Closing the Sale Book Summary

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Ownership closing – paint the picture of what their life will be like w/ the close. in the house, look at the TV to watch football here and have breakfast with coffee over here.
After showing someone something nice, you can show them something cheap.
$18000 more for the house over 30 years is only $600 more a year and its only $1.50 more a day. one question? “honey, would you give a $1.50 more a day to have a happy wife instead of just a wife?” guess where we live =)
“If the prospect has a problem, they want to solve it.”
Embarrassment close = something cheap or doing the $1.50. she didn’t mean to embarrass but the results were the same. motives were pure. she wanted that house.
Sales process is a constant closing process.
Make it easy for prospect to buy. translate it into an affordable amount. Never once say we can’t afford it. Not hearing any negative talk.
Asked lots of questions. Every professional or tax consultants / doctors / lawyers. Socratic method of leading people to decisions.
A lot of people don’t know what they want because they don’t know whats available
Walk in to 1 place looking for one thing and coming out with another.
People don’t buy just what they really need. how big house, skirts, cars, etc?

We sell people what they want. the prospect says NO because they don’t KNOW enough.
No one is going to get big stack of money for little stack of value.
Some people don’t have any money. no persuasion matters.
Don’t fold your tent too quickly. Keep probing for a sell. Don’t throw in towel at first sign of resistance. Pleasant, polite and professional too.
People buy what they want when they want the item MORE than the cost of that item.
Imagine if you just wait mr. prospect until everything is just right. you might end up waiting till its too late. journey of a thousand weeks starts with a single step.
Any reason why you should not treat yourself and be treated well today?
Have prospect choose between something and something not vs something and nothing.
You can’t make a good deal with a bad guy.
Credibility is the most important thing of selling.
What is the commission on the sales you almost made.

Visualize what that’ll mean to you. Increase your email list or direct selling by 10% conversion.
Closing is an attitude. It’s everything that matters in sales.
Asking for the sale before you establish value. Then you come across as high pressure individual so you can just get on and see another prospect. I’m interested in me, making a sale.
“Is that fair enough close” I’m gonna do this and if its fair will you do it.
Once you buy you’ll be worried more about the quality vs the price you paid.
Wouldn’t you agree its better to invest a lil more than planned than a little less than you should. talking about pennies. want higher quality product
“Costs too much” if the price was more than fair then would you have any objection with going ahead with a yes decision.
Are you really concerned about price or is it cost that you’re concerned about?

Selling is a transference of feeling.
How much do you believe in the product? If you sell life insurance, do you have life insurance yourself?
If you are convinced, you can be convincing.
Do you have 4 minutes or have I caught you at a busy time.
Logic makes em think. Emotion makes em act. Logic + emotion together = want to own
Apologize when other person flakes on meeting.
Persistence separates the best salespeople

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