Ziglar on Selling: The Ultimate Handbook for the Complete Sales Professional

404 Pages·2007·1.7 MB·English

by  Zig Ziglar

You ___________________________________ were “Born to
Win.”
But to win please remember that “The Will to Win Is
Nothing Without the Will to Prepare.”
ZIGLAR
ON SELLING
OTHER BOOKS BY
ZIG ZIGLAR
Confessions of a Grieving Christian
Courtship After Marriage
Over the Top
Raising Positive Kids in a Negative World
See You at the Top
Top Performance
Zig: The Autobiography of Zig Ziglar
Zig Ziglar’s Secrets of Closing the Sale
ZIGLAR
ON SELLING
ZIG ZIGLAR
Copyright © 1991 by The Zig Ziglar Corporation
Repackaged edition 2003
All rights reserved. Written permission must be secured from the publisher to use or reproduce
any part of this book, except for brief quotations in critical reviews or articles.
Published in Nashville, Tennessee. Thomas Nelson is a trademark of Thomas Nelson, Inc.
Thomas Nelson, Inc. titles may be purchased in bulk for educational, business, fund-raising, or
sales promotional use. For information, please e-mail [email protected].
Library of Congress Cataloging-in-Publication Data
Ziglar, Zig.
Ziglar on selling: the ultimate handbook for the complete sales
professional / Zig Ziglar.
p. cm.
Includes biographical references.
ISBN 10: 0-7852-6332-2 (hardcover)
ISBN 13: 978-0-7852-6332-6 (hardcover)
ISBN 10: 0-7852-8893-7 (tradepaper)
ISBN 13: 978-0-7852-8893-0 (tradepaper)
1. Selling. 2. Sales management. I. Title.
HF5438.25.Z545 1991
658.8’5—dc20 91-19535
CIP
Printed in the United States of America
07 08 09 10 11 RRD 6 5 4 3 2 1
Dedicated to
all enthusiastic and honorable sales professionals
who sell goods, products, or services
that benefit others
CONTENTS
Introduction
CHAPTER ONE:
YOU MADE THE RIGHT CHOICE
A Career in the World’s Oldest Profession
CHAPTER TWO:
SELLING IN THE MODERN MARKET
The Decade of Technology
CHAPTER THREE:
FINDING SOMEONE WILLING TO BUY
How to Stay in Business in the Profession of Selling
CHAPTER FOUR:
SELLING IN THE REAL WORLD
Dealing Effectively with Call Reluctance
CHAPTER FIVE:
SELL BY DESIGN, NOT BY CHANCE
The Formula for Successful Selling Skills
CHAPTER SIX:
QUESTIONS ARE THE ANSWER
Beginning with Need Analysis
CHAPTER SEVEN:
THE CONVERSATIONAL “INTERROGATION ”
Conducting the Comfortable Interview
CHAPTER EIGHT:
MAKING THE LIGHTS GO ON
Need Awareness for the Sales Pro and the Sales Prospect
CHAPTER NINE:
SELLING SOLUTIONS TO PEOPLE ’ S PROBLEMS
Lead with Need
CHAPTER TEN:
THE ABC’S OF CLOSING SALES
A.A.F.T.O.=Always Ask For The Order
CHAPTER ELEVEN:
CLOSING MORE SALES MORE OFTEN
A Q.U.I.E.T. Method for Overcoming Objections
CHAPTER TWELVE:
BEYOND “CUSTOMER SERVICE” TO “CUSTOMER SATISFACTION”
Do You Give Up, Clean Up, or Follow Up?
CHAPTER THIRTEEN: