Zig Ziglar's Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes!
by Zig Ziglar
In the world of selling you look for the opponent’s (prospect’s) weakness (need) so you can strengthen it by selling him your goods or services. Yes, the sales process is something we do for the prospect and not to the prospect. Conclusion: If you are truly professional, you will seek every legitimate means for persuading the prospect to take action for his or her benefit. Since prospects will make new decisions based on new information, the sales process demands that you try for the close as soon as you have established value or aroused desire for ownership, but before you give all the information.
In the world of selling you look for the opponent’s (prospect’s) weakness (need) so you can strengthen it by selling him your goods or services. Yes, the sales process is something we do for the prospect and not to the prospect. Conclusion: If you are truly professional, you will seek every legitimate means for persuading the prospect to take action for his or her benefit.
Since prospects will make new decisions based on new information, the sales process demands that you try for the close as soon as you have established value or aroused desire for ownership, but before you give all the information.
The questions are: (a) How do you persuade people? and (b) What is persuasion? The answers are: (a) You don’t “tell” them, you “ask” them; and (b) persuasion derives from the French, “to give good advice in advance.”
“If there were a way I could show you that the price is more than fair and the product is worth every dime we’re asking, would you go ahead and take advantage of our offer today?”
Each close you use should be an educational process by which you are able to raise the value of the product or service in the prospect’s mind.
"In the world of selling you look for the opponent’s (prospect’s) weakness (need) so you can strengthen it by selling him your goods or services. Yes, the sales process is something we do for the prospect and not to the prospect. Conclusion: If you are truly professional, you will seek every legitimate means for persuading the prospect to take action for his or her benefit."
"Since prospects will make new decisions based on new information, the sales process demands that you try for the close as soon as you have established value or aroused desire for ownership, but before you give all the information."
"The questions are: (a) How do you persuade people? and (b) What is persuasion? The answers are: (a) You don’t “tell” them, you “ask” them; and (b) persuasion derives from the French, “to give good advice in advance.”"
"“If there were a way I could show you that the price is more than fair and the product is worth every dime we’re asking, would you go ahead and take advantage of our offer today?”"
"Each close you use should be an educational process by which you are able to raise the value of the product or service in the prospect’s mind."
"There are five basic reasons people will not buy from you. These are: no need, no money, no hurry, no desire, and no trust."
"I believe most salespeople need to be a little hard of hearing when the prospect says he’s not interested."
- →The questions are: (a) How do you persuade people? and (b) What is persuasion? The answers are: (a) You don’t “tell” them, you “ask” them; and (b) persuasion derives from the French, “to give good advice in advance.”
- →Each close you use should be an educational process by which you are able to raise the value of the product or service in the prospect’s mind.
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