Secrets of Closing the Sale
Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to:o project warmth, enthusiasm, and integrity o effectively use 100 creative closes o increase productivity and professionalism o overcome the five basic reasons people will not buy o deal respectfully with challenging prospects
count on that one for a future sale. Once you count on a no prospect for a future sale, you fall into the trap of not prospecting for new prospects, and the sale you miss today will cost you sales tomorrow. Handle It This Way There are a couple of ways you can effectively handle the “think about it” stall. First, you can smile and say, “That’s great! I’m delighted you want to think about it, because obviously you would not waste your time thinking about our offer if you were not interested.
prospect will make a dogmatic statement which necessitates a built-in safety valve. For example, your prospect might say, “I wouldn’t do business with that outfit you represent in a hundred years!” He’s dogmatic, even a little vehement in his statement. Your “safety valve” procedure is simple and effective. Lower your voice, look him in the eye, and say, “Mr. Prospect, it’s obvious you feel quite strongly about this issue, so you must have an excellent reason for feeling as you do. Would you mind
neat and clean-shaven; whether your makeup is fresh and properly applied; whether you are overdressed or underdressed; whether you’re smiling and courteous, on time, thoughtful, and considerate of your prospect’s time; whether you are smoking or chewing gum; whether you are organized and practice good human relations with follow-up reminders and thank-you notes—and countless other “little” things that will determine whether you miss or make the sale. The list is endless, but in the final
that in mind, it simply makes sense to become a highly productive professional. One interesting discovery by The Forum Corporation was that the high performers were just as thorough in their sales-and-service approach with members of the internal staff as they were with customers. Since salespeople—even high-performance ones—generally have no subordinates, they get their work done through others over whom they have little or no direct control. They practice good human relations and sell the
prospect’s needs to current stories and used that information as a tool or sales prop for getting immediate action. She sold on love, caring, sharing, and togetherness and the fact that her products contributed to all of those things. She used warm selling words as she discussed her program with her prospects. Words like rich, loving, good taste, gracious, comfort, security, investment, caring, and many other positive words were a part of her, so they were a natural part of her vocabulary. The