Ziglar On Selling: The Ultimate Handbook for the Complete Sales Professional
- 6h 2m
- Zig Ziglar
- Thomas Nelson
- 1991
A successful sales professional clearly understands that education and preparation for the task is never finished. It is a lifetime experience, and in Ziglar on Selling, best-selling author Zig Ziglar offers an integral part of the ongoing education. Filled with practical tips and motivation, this book will help sales professionals keep their clients happy, add to their income, and most importantly, add to their quality of life.
About the Author
ZIG ZIGLAR, one of the most sought-after motivational speakers in the country, delivers his message of humor, hope, and enthusiasm to audiences throughout the world. He is chairman of the Zig Ziglar Corporation, whose mission is to equip people to more fully utilize their physical, mental, and spiritual resources. His client list includes thousands of small and mid-sized businesses, Fortune 500 companies, government agencies, churches, and non-profit associations. He is the author of many bestselling books, including Confessions of a Grieving Christian, Something to Smile About, Over the Top, Better Than Good and See You at the Top which has sold more than 1.5 million copies worldwide.
In this Book
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Ziglar on Selling—The Ultimate Handbook for the Complete Sales Professional
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Introduction
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You Made the Right Choice – A Career in the World’s Oldest Profession
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Selling in the Modern Market – The Decade of Technology
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Finding Someone Willing to Buy – How to Stay in Business in the Profession of Selling
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Selling in the Real World – Dealing Effectively with Call Reluctance
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Sell by Design, Not by Chance – The Formula for Successful Selling Skills
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Questions Are the Answer – Beginning with Need Analysis
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The Conversational “Interrogation” – Conducting the Comfortable Interview
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Making the Lights Go On – Need Awareness for the Sales Pro and the Sales Prospect
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Selling Solutions to People’s Problems – Lead with Need
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The ABC’s of Closing Sales – A.A.F.T.O. = Always Ask For The Order
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Closing More Sales More Often – A Q.U.I.E.T. Method for Overcoming Objections
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Beyond “Customer Service” to “Customer Satisfaction” – Do You Give Up, Clean Up, or Follow Up?
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The Glamour of the Road – A Myth of the Selling Profession
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The Successful Sales Support System – How the Office and Family Can Empower Your Career
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Organization and Discipline – Gaining Control of Your Time and Your Life
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Getting the Person Right – Get the Person Right, Then Get the Salesperson Right
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Successful Selling Skills Summary
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Something Personal for You
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Bibliography
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Thank You
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Notes
