Secrets of closing the sale / Zig Ziglar

CONTENT

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

Includes index