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Secrets of closing the sale

Author: Ziglar, Zig Publisher: Revell, 2004.Edition: Updated ed.Language: EnglishDescription: 424 p. : Ill. ; 23 cm.ISBN: 9780800759759Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .Z54 2004
(Browse shelf)
001253238
Available 001253238
Total holds: 0

Includes index

Digitized

Secrets of Closing The Sale Contents Preface 9 Introduction to the Updated Edition 11 Part 1 The Psychology of Closing The "Household Executive" Saleslady 17 Making "King" Customer the Winner 27 Credibility: The Key to a Sales Career 39 Commonsense Selling 48 Voice Training to Close Sales 58 The Professional Sells and Delivers 72 1. 2. 3. 4. 5. 6. Part 2 The Heart of Your Sales Career 7. The Critical Step in Selling 83 8. The Big "E" in Selling 90 9. The Right Mental Attitude 103 10. Your Attitude toward You 108 11. Your Attitude toward Others 114 12. Your Attitude toward the Sales Profession 119 13. Building Physical "Reserves" in Selling 136 14. Building a Mental Reserve in Selling 144 15. Ya Gotta Have Love 154 Part 3 The Sales Professional 16. Learning and Using Professional Techniques 161 17. Characteristics of the Professional Salesperson 164 18. Here Is a Professional 177 19. Everybody Is a Salesperson and Everything Is Selling 192 Part 4 Imagination and Word Pictures 20. 21. 22. 23. Imagination in Selling 213 Imagination Sells and Closes Sales 227 Using Word Pictures to Sell 251 Picture Selling for Bigger, Permanent Sales 261 Part 5 The Nuts and Bolts of Selling 24. Objections--The Key to Closing the Sale 269 25. Objections Are Consistent--Objectors Aren't 278 26. The Salesman's Friend 286 27. Using Objections to Close the Sale 295 28. Reasons and Excuses for Buying 307 29. Using Questions to Close the Sale 313 30. For Direct Sales People 320 Part 6 The Keys in Closing 31. Four Ideas and the Keys to Sales Success 339 32. Selling and Courting Run Parallel Paths 350 33. The "Look and Listen" Close 365 34. Listen--Really Listen 379 35. The Keys in Closing--Conclusion 387 36. The "Narrative" Close 402 Part 7 Technology and the Sales Professional 37. Technology 409 Thank You 419 Notes 422 Index of Closes 423

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