Secrets of Closing the Sale

by Zig Ziglar

you can have everything in life you want if you will just help enough other people get what they want

Many times your very best prospect will almost adamantly refuse an appointment because he doesn’t want to “waste your time or his time.” He is often the best prospect for the very simple reason that he knows he either wants or needs—or both—the product, goods, or services you are selling.

the salesman’s expectancy has a direct bearing on the prospect’s decision in many, many cases.

You can sell more by asking than telling.

Break the price down into small amounts so your prospects can afford it. Make it easy for them to buy.

Learn as much as you can about your prospect and capitalize on that information. Learn how to use voice inflections, which we will thoroughly cover throughout Secrets. Break the price into small segments. Optimistically sell, and be hard of hearing. Ask questions to identify the problem and lead the prospect to the decision. Find out what he needs to solve his problem, and show him how he can solve his problem with your product.

You can have everything in life you want if you will just help enough other people get what they want.