Secrets of Closing the Sale

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It's better to have the no today than tomorrow for the simple reason it clears your mind. You can now pursue new prospects and not count on that one for a future sale. Once you do, you fall into the trap of not prospecting for new prospects and the sale you miss today will cost you sales tomorrow."

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?” Ziglar summarizes his approach early in the book: 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. One thing that makes a great difference between one salesperson and another is the ability to uncover the real reason or need of the prospect—sometimes even the prospect doesn’t know it!

Secrets of Closing the Sale Summary

It is training, just like anything else, in time you’ll be able to use all of “ Secrets of Closing the Sale ”.

If you don’t honestly feel the prospect will lose out by not buying, you won’t be nearly as effective in sales. You can sell more by asking than telling.” Use the Socratic Method. Don’t attempt to “tell” or “sell,” since that leads the buyer to resist. By asking them questions, they won’t get unhappy with you because they’re giving the answers. The customer ends up persuading himself. If your prospect wants to invest X dollars but his needs come to X-plus dollars, then your real sale is the amount beyond what the prospect had already committed, in his own mind.” It's better to invest a little more than you planned then a little less than you should. If you invest a little less than you should in the product doesn't do what you wanted it to do then you've lost everything. Handle objections by asking, “If there were a way I could show you that the price is fair and the product worth every penny, would you take advantage of the offer today?” That helps determine if the objection is the price or something else. If they answer no, ask, “Then there must be some other reason you’re hesitating. Would you mind if I ask what that reason is?”This book has so many great tips for salespeople that it’s considered a bible in its field. I don’t work in sales, yet I found myself telling people of the “keys”, about interesting stories and approaches from Secrets of Closing the Sale. If you repeat to the prospector why the price is rediculous they will tell why they think it is instead of you having to explain yourself. He offers a good explanation of the importance of salespeople in society and his tried and true techniques will bolster any flailing salesperson’s sales numbers. I am not in sales, but I found that Zig’s advice can be applied to other career paths as well. His sound moral advice is the cornerstone of good conduct and character and an upstanding life.

reasons your prospect won't buy from you: People don't buy what they really need, money, hurry, desire, trust. Secrets of Closing the Sale has 37 chapters filled with “keys” that could help you close the sale. It’s also split into 7 big parts, so it’ll be easy to remember the information in a more structured way.People are going to buy, in most cases, what they really want— not necessarily what they need. It is your opportunity and responsibility to sell the legitimate benefits of your goods and services in a legitimate manner so your prospect will want to buy from you, again and again.

When the inner man speaks, the I not speak from the heart unless he truly believes in his product and/or service. This means that he must have paid the price by obtaining profound knowledge of his product or service. One must also believe this product/service is unquestionably what the customer/patient needs." Point out the big picture cost. For example, “If you can’t afford to repair your roof, won’t it be even more difficult to replace your furniture and repaint, and still have to afford the new roof?” Offer the tangible as the reason for buying, but emphasize the intangible as the excuse for buying.” Example: the reason for buying is a beautiful lake lot and the excuse for buying is relaxed living, longer life, etc.It's hard to distinguish if he is a snake oil salesman. The audio version is fun because he can talk so fast when he gets on a roll. I'm just gunna jot down my notes: Say, “Cost can go on forever, as long as you have the product. Wouldn’t it be better to pay a fair price one time than to keep paying the little costs of a product that’s not as good as what I’m offering?” I deal with and use questions in every segment of Secrets of Closing the Sale. There is no doubt in my mind that your career as a salesperson will move forward faster as a direct result of learning how to ask questions and how to use the proper voice inflection than from any other skills you might develop." I'm in sales and I never thought that I'd read this book. I simply had no interest to really hear out and learn from the old school "sales gurus." When I first started my sales gig, I bought the CD set of Brian Tracy's Psychology of Selling from B&N; I thought that surely would be enough 20th century selling skill to get me going. Well, there's no doubt that knowledge is a continuing process, and not a product, and Zig really expands on that selling knowledge.