Audiobook: The Secrets of Closing the Sale, Zig Ziglar

Years ago, people raved about Zig Ziglar. When I attempted to read one of his books, it just didn’t resonate with me. But, as `they’ say, the book finds you when you are ready for it. 

I thoroughly enjoyed this audiobook.

He reminded me a lot of Jim Rohn. [I am a raving Jim Rohn fan]. With both, I absolutely love their advice, sense of humour and, Southern accent. 

It’s been a treat to listen to him. There is a bit of repetition towards the end of the audiobook, I think his son compiled this audiobook into a ‘best bits’, so repetition is inevitable. 

Here are some of the key points for me regarding sales from this book:

• Integrity is the most important aspect when it comes to sales. 
• Honesty.
• We are not being rejected, it’s the offer that is being refused. 
• People will say no to a sale because they don’t know enough. 
• Customers will be concerned with the price just once, but, will be concerned about the quality throughout the process and lifetime of the product.
• Good things aren’t cheap and cheap things are rarely good. 
• Sales is a transference of feeling; believers are closers. 
• Convincing is different to persuading. You persuade by asking questions. [Persuasion leads to action].
• You can’t make a good sale with a bad guy.
• People buy what they want when they want it more than wanting the money it costs. 
• If you want to make it big, you have to make it early.
• See an alarm clock as an opportunity clock.
• Making a sales call is much more successful in the morning. It’s only 20% effective between 13:00 and 16:00 and less than 10% effective after 16:00.
• Be consistent with your approach.
• A timid sales person has skinny children.
• To respond is positive, to react is negative. 
• Don’t throw in the towel after the first approach. (Zig Ziglar is of the opinion that you should follow up at least five times!)

Here are a few wonderful Zig Ziglar quotes:

“You will get all you want in life if you help enough other people get what they want.”

“People often say motivation doesn’t last. Neither does bathing — that’s why we recommend it daily.”

“You don’t have to be great to start, but you have to start to be great.”

 “Lack of direction, not lack of time, is the problem. We all have 24-hour days.”

5/5