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Title: Zig Ziglar's Secrets of Closing the Sale by Zig Ziglar ISBN: 0-425-08102-8 Publisher: Berkley Pub Group Pub. Date: September, 1985 Format: Paperback Volumes: 1 List Price(USD): $15.00 |
Average Customer Rating: 4.67 (18 reviews)
Rating: 3
Summary: zig you're alright
Comment: but your book didn't knock my socks off. At least two thirds of the book are more or less a waste of time and teach about closing only in the form of annecdotes - then every little story has a headline and the "close" gets a name, the soundso-close, and he drones on and on and then towards the end of the book finally he is getting somewhere. Still, I think that Ziglar is mostly good at selling cooking pots, (I even believe he was good at it), and himself. But since buyers and markets always change and salespeople should change alltogether with them in order to stay on top, we should turn to other authors in the meantime. I recommend SPIN Selling and QBS. This one here is still at times enjoyable and I am not saying I didn't learn anything or that I wasn't inspired at times. But not a treat and no matter how good he's been and still is, old school is over and I am looking for something fresh. When you're not Zig, don't sell like him, it may not work. Everything from chapter 25 on, however, is worth the money, this is where he covers objections and how to handle them. Also, I never knew the guy (I'm German). When I started to listen to his audio programs on motivation (How to stay motivated) he made a lot more sense to me.
Rating: 5
Summary: Invest in "Secrets"
Comment: While attending a sales class last spring, I met a salesman in my company who was consistently performing at top levels. I asked him his secrets, and he suggested I buy this book and read it. "I could let you borrow my copy," he said with a smile, "but if you invest in your own copy you'll get a lot more out of it."
He was so right. This book shows a lot of tips on closing the sales: how to make the sale when your customers don't show up for appointments, how to handle complaints on price, how to help the prospect sell HIMSELF on the product/service. I don't know how I was ever selling anything before reading this!
It's a delightful read, written with humorous stories and pertinent examples in every chapter. And despite its age (written in the 1980's) it consistently provides good advice. Everything I have read in "Secrets" has been a boon.
Does it work? Well, now I'm the top salesperson in my market area and in the top ten in my region, whereas before reading "Secrets" I was near the bottom in both.
Rating: 5
Summary: Worth a read - even if you are not in sales.
Comment: I find it ironic that one of the reviews below states "be devious and pushy" as a summary for the book. Nothing could be further from the truth.
Ziglar constantly illustrates how important it is to understand your customer, and at all times, treat them with respect. Ziglar even mentions in the beginning of the book that a salesman who tries to be devious and pushy won't make it very far in the world of selling as his customers will desert him.
This book is excellent for more than just selling. It can be used in every day conversation with other people to help to understand their point of view, and for them to understand your point of view.
If you are even remotely involved in sales, you need this book.
And, like Zig says, when you read it, make certain you have a pen in your hand and you make marks in the book.
I have decided to add a little to my review, after selling using the techniques in the book. Using Ziglars techniques, I moved from a rank beginner in my selling field, to the third highest paid salesperson in my section in under a week. Now, one month later, I am neck and neck tied for first place in sales in my section. It is my goal to be first, and Ziglar's book must be credited with giving me this boost.
I am now making more money in the sales field than I was in a technical computer position.
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Title: Selling 101 : What Every Successful Sales Professional Needs to Know by Zig Ziglar ISBN: 0785264817 Publisher: Thomas Nelson Pub. Date: 03 April, 2003 List Price(USD): $9.99 |
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Title: 5 Steps To Successful Selling by Zig Ziglar ISBN: 0743520718 Publisher: Nightingale-Conant Corporation Pub. Date: 01 May, 2002 List Price(USD): $14.00 |
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Title: How to Master the Art of Selling by Tom Hopkins ISBN: 0446386367 Publisher: Warner Books Pub. Date: 20 October, 1988 List Price(USD): $14.99 |
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Title: Ziglar on Selling by Zig Ziglar ISBN: 0345378873 Publisher: Ballantine Books Pub. Date: 06 April, 1993 List Price(USD): $15.00 |
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Title: Tom Hopkins Audio Sales Collection by Tom Hopkins, Hopkins Tom ISBN: 006051471X Publisher: HarperAudio Pub. Date: 01 September, 2002 List Price(USD): $14.95 |
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