Zig Ziglar's Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes!

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Explain value versus cost. Usually, if you sell a higher-priced product, it is higher quality which means it will be more reliable or longer-lasting. To make this point, Ziglar tells a story of buying a ‘cheaper’ bicycle for his kid, which ended up costing more because of frequent repairs. If you wait until all lights are green before you head into town, you’re going to stay at home for the rest of your life. Alternate of Choice Close When someone raises a rational objection, solve the problem emotionally, and when he raises an emotional objection, use reason to solve the problem. High performers in the world of selling establish trust with customers by one-on-one, eye-to-eye communication skills. They maintain n trust by personally assuming responsibility for completing the sale, which means servicing the account on an ongoing basis and utilizing their company support people in the most effective manner. High performers demonstrated great integrity with their follow-through and belief that the sale is not complete until the product is installed and functioning satisfactorily." Instead, why not use questions to direct the conversation, so other people can feel as if they are arriving at a new idea on their own?)

The mentality of "Trying to sell at all costs" is common among salespeople who have "questionable" work ethics or are only interested in short-term benefits and not aiming to build a long-term sales career. Ask, "Can you see how using this would increase your sales? Are you interested in increasing your sales? If you were ever going to start increasing your sales, when do you think would be the best time to start?"

PART III – BECOME A PROFESSIONAL SELLER

You should be open with customers and let them buy when they are ready instead of insisting that they have to listen to the entire presentation before “allowing” them to buy. When prospect says they need to think about it, say, "Sometimes when people say, ‘let me think about it,’ what they're really saying is they don't like the idea. Let's speak frankly for a moment. Please – don't just be polite. Is there something you feel uncomfortable about? Something else you want to know?” Not only in the field of sales, but in any other profession, we sometimes encounter situations that are not very optimistic. Don't react with anger, frustration, or disappointment, but adapt to it and say to yourself, "I'm going to make this deal!" In addition to believing in the product, you should also believe that the company you represent is the most prestigious and you are satisfied to represent the company in front of customers. You have to close the gap in the prospect’s mind between the cost of your product and perceived value.

It forces the prospect to defend his statement and explain why it’s ridiculous, rather than you justifying why it’s not ridiculous ← you will get to the bottom of the underlying issue. Cost CloseThis is a true power move that requires confidence in yourself and your product. In the assumptive sales close, you move forward under the assumption that the prospect wants to buy and that the deal is pretty much done. Instead of asking them if they’re ready to buy, you’ll ask how many products they would like or when the solution could be implemented. The key here is to be assertive without being aggressive, which can ruin the rapport and scare the prospect off. It’s also important to make sure the assumptive close happens right after you’ve driven home the benefits of your offer so it’s fresh in the prospect’s mind. Puppy Dog Close Create a pro-con list in front of the customer. Put "you like it" as number one under pros. If you've done your job, you'll have far more pros than cons. Show the prospect the list and ask, "Which of these weigh heaviest?” This helps not only make the sale but keep the sale. Honey! I have found my dream home!” I was mesmerized when I saw the house. I wanted to buy that house immediately, but sadly couldn't afford it. I pretended to my wife and the contractor that I was not interested in this sale. In short, what kind of person is your customer, they all want to be the right person, want to be understood and appreciated by others. Our goal is to meet their needs so that they become our real customers. When there are any objections, it is infinitely better to bring them out at the very beginning. Puppy Dog Close

You make the sale when the prospect understands that it will cost more to do nothing about the problem than to do something about it." Say, “If you buy the item the savings will pay for it. If you don't buy it, your daily losses will soon be more than the cost. In other words, you can get it and let it pay for itself or you can choose not to get it and still pay for it through losses. Since you’ve got to pay for it either way, doesn’t it make sense to get it? Use testimonials. What other people like past customers say about your product or service will always be more credible than what you say about it. Ziglar recommends building a library of testimonials, with specific ones prepared for common objections The motivational speaker Tony Robbins echoes this message of optimism. In his book Awaken the Giant Within, he says “Achievers rarely, if ever, see a problem as permanent, while those who fail see even the smallest problems as permanent.”(This point is based on research done by Martin Seligman, the father of modern positive psychology.) Ocr tesseract 5.2.0-1-gc42a Ocr_detected_lang en Ocr_detected_lang_conf 1.0000 Ocr_detected_script Latin Ocr_detected_script_conf 0.9721 Ocr_module_version 0.0.18 Ocr_parameters -l eng Old_pallet IA400130 Openlibrary_edition

PART VI – KEY TO SUCCESSFUL ENDING OF THE TRADE

And just look at your fireplace with all those bookshelves around it for your books” Don’t hear everything Learn how to take the verbal paint brush and paint them (your prospects) right into the picture. You have got to put your prospect in the car and show him enjoying the luxury, comfort, or economy of driving your particular car. … the picture must be in color and in the present tense.” … Word pictures should “paint beauty, luxury, love, satisfaction, enjoyment, success, performance.” When my wife and I got married we made a financial mistake. Getting married costs money, and any time you spend money you might well be making a mistake. Had we just waited 20 years, we could truly have had a honeymoon to end all honeymoons! When we started our family, it was a mistake. It did — and does — cost money. Had we waited just another ten or fifteen years, we could have given the children so much more…. Say, “We decided years ago that it’d be easier to explain price one time than to apologize for poor quality or poor service forever [pause] and I’ll bet you’re glad we made that decision, aren’t you?”