Secrets of Closing the Sale

by Zig Ziglar

Your presentation to them is similar to the following: “Hi, ____________. How is everything going with your ____________?” (If they have a problem, assure them you will get the problem remedied and do so. If all is well, which it will be about 90 percent of the time, then proceed.) “I’m calling [or I’m here] to ask you an important question and a favor which could help me immensely in my selling career, without my asking you to buy a thing. Is that fair enough?” Smile and pause. (The response is usually positive or encouraging.) “Remember when you told me a few weeks ago how pleased you were with our company [service or me]?” Wait for a response. “Well, believe it or not, we still have a lot of nonbelievers out there. It would mean a lot to me if you would share those feelings in a letter on one of your letterheads, at your convenience, and send it to me. Would you do that for me?” About 90 percent will say yes. About half of them will do it. Don’t ask them again.