The Secrets of Closing the Sale

Included Bonus: Selling with Emotional Logic
Narrated by: Zig Ziglar, Tom Ziglar
Length: 17 hrs and 1 min
4.5 out of 5 stars (1,470 ratings)

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Publisher's Summary

Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!

Whether you're a seasoned sales veteran or just now beginning your first sales position, Secrets of Closing the Sale provides you with practical advice and effective questioning techniques that you can use to transform prospects into clients. Learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table.

In this newly updated recording, not only will you get to hear timeless lessons on closing the sale from Zig Ziglar that have helped hundreds of thousands of salespeople for more than a generation, but you will hear Zig's son, Tom Ziglar, discuss how these ideas are even more relevant in 2015. Tom is the president of Ziglar Training Corporation, the author of the newly released book Live to Win, and a successful platform speaker in his own right.

You'll learn:

  • The ABCs of closing
  • Professional persuasion and common sense selling
  • Buyer-based closing techniques
  • Voice training for effective presentations
  • Honesty and empathy for sales success...the basics
  • Empathy, sympathy and self-image in selling
  • Using word pictures to sell
  • Objections: a salesman's best friend
  • Asking questions to close the sale...the basics
  • Positive projection for closing more sales
  • And much more!

Plus a bonus recording: how to use emotional logic in the selling process to increase your closing ratio.

©2015 Ziglar, Inc. (P)2015 Gildan Media LLC
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Inspiring

I've been a technical by the boos salesman. After reading this book I'm a professional very human inspired salesman.

It changed my view.

8 people found this helpful

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Zig Ziglar debunks all the myths holding you back from closing the sale

Are you a sales person who is passionate about your product or service, can present it professionally but struggles to turn each presentation into a sale? You're just like me! Zig Ziglar gives over 100 secrets in this book. The biggest takeaway I had was understanding that sales is really about helping others get what they want and need. This book helped me understand who to sell my values so I don't feel or appear pushy. The stories Zig tells are approachable so anyone in any field would understand. If you're in sales (and Zig says we are ALL in sales) this book is a must have in your toolkit. Timeless

22 people found this helpful

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Best Sales Book Ever!!

Zig Ziglar will give you the tools to become a better closer and a better sales person in general. He's also very entertaining!

4 people found this helpful

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Is this the best book for a salesman?

I’m not sure if it is the best, but I would say that it should be a requirement for anyone in the selling industry. I will definitely be listening to this multiple times and hope to apply the ideas and skills taught by Zig.

3 people found this helpful

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Master Story Teller

Zig is the man at telling a story and that's what sets his material apart from the rest. He can put any sales technique into a real life scenario and tell you a story about how it happened to him in the passed. Some of them seem a little far fetched but it still entertaining. I enjoy his material and would recommend it to anyone who considers them self a professional and or a student of the business.

2 people found this helpful

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Selling myself through sales techniques

Learned the concepts I used to courtship with my wife are sales techniques

we're all salespeople

2 people found this helpful

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What the world needs!

Good positive and useful information. Stories and information that that can be applied in daily work or life. It is a book with stories that make you laugh, be inspired and that are uplifting. Thank you!

2 people found this helpful

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Listen closely for best results

Any additional comments?

I first heard of this book from another entrepreneurial book and was interested to listen to it. With Zig Ziglar's excitement he makes a sales book really entertaining, yet very informative.

2 people found this helpful

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Old Fashioned Droning on...and on... and on...

I don't know when this book was written (released in 2015 according to Audible - but Zig died in 2012 - which proves it's at the very least over 7 years old), but it feels much, much older. Like ancient. The quality of the sound even sounds like it's from the 1980's.

Don't be fooled into thinking the length of a book means you get more bang for your buck - it's definitely not true with this one. Even at double speed it feels like a lifetime of "please make it stop!".

If you want an up to date book that's going to give you much better results much faster, listen to "Exactly What To Say" by Phil M. Jones. The abridged version is short, sweet, to the point and powerful. I got more results from the tips in this book in one day than I got from Zig's entire book of countless hours of droning.

1 person found this helpful

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This book offers More than Sales and Closes

This book is at the Top in my Library. its a Top shelf book with Top Shelf content. I feel like a better overall human being after listening to Zig. Not for one second during the 97 chapters was I bored. Zig delievers Information the right way. My advice...If you're going to purchase 1 audio to improve yourself and your career this is the book to do it.

1 person found this helpful

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  • carl
  • 08-27-18

What a disappointment

I am a fan of Zig but this book
Was the worst thing that was ever published by his corporation.
It was clearly produced after he passed away and was a blatant attempt to cash in. They are a company and must make a profit but the way this audio book was put together is nothing less than woeful.
It repeats itself on so many occasions. The bits where his son narrates does not add anything to it. In fact the opposite as he does not have the charm and charisma of the frat man.
Very disappointed.
I do not want to put you off Zig’s work but choose another title.

2 people found this helpful

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  • Doublespeedson
  • 07-23-17

Still a classic

Some of the stories sound so dated now but the message is still valid if you overlook the 1980s car sales person closes.
The book still has value in the digital world and zig is really engaging to listen too. I love his voice!
The sons overview detracts rather than adds to the tale.

2 people found this helpful

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  • Mr. Chin
  • 05-21-19

Awesome Ziglar!

A real masterclass of a book! My first full length Ziglar book and I for sure was not disappointed. Although it's 17 hours, Zig captivating mastery of storytelling with a point made it all the more digestible and applicable. Bravo!!

1 person found this helpful

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  • A. Collins
  • 09-27-17

Great ideas

Great ideas however doubles up in some areas and the audio should be cleaned up in this day and age. Great advice Zig thank you

1 person found this helpful

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  • MR D Shukla
  • 06-23-20

first time I got to know ziglar

what a masterful salesman

so this is where cardone got his ideas from. really really enjoyed listening to ziglar.

learnt a ton

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  • Rynardt Wolf
  • 10-06-19

Still a classic

Still the best book for anyone who wants to get comfortable in sales. Will recommend this to my kids 20 years from now

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  • Lewis
  • 04-08-19

The best salesman book - timeless

This book isn't just for sales people, it's for professionals, family members and children alike, everyone can benefit from this book if they can commit the time to listening to it

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  • Denise
  • 03-10-19

Too much detracting from the great content

Really great content, but the negatives began to make it too hard to enjoy the content. At first, his voice and delivery is clearly overcooked (even for back in the day), but still listenable. Over time though, it gets really grating. The content is 10/10 though, except for the unexpected sales pitches for seminars. It all got a bit much in the end.

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  • Geraldine
  • 12-29-18

Unbearable

The narrator’s voice is so stereotypical of the standard sales guy every reasonably clever person is trying to avoid, I had to stop the audiobook there and then. Old fashioned, doesn’t stand the test of time, in one word: unbearable.

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  • Anonymous User
  • 03-05-18

Most annoying voice on the planet

Heard good thing about this book but couldn’t even listen to this. The guys voice is far too annoying. It’s difficult to follow him.

Re-do in a decent voice and I’ll buy it.

1 person found this helpful

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  • Shane
  • 04-10-16

great listen. great advice

entertaining and educational. Zig Ziglar was a great story teller with meaningful stories. would recommend to anyone wanting to enhance selling skills

4 people found this helpful

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  • brendan
  • 02-28-17

Effective Knowledge!

All sales people world wide should listen to this, on repeat, for better results in their sales career!
Zig has decades of experience analytically testing what works in selling.

2 people found this helpful

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  • Wedzerai
  • 05-27-17

All time great!! listen!!

This was definitely worth the 17hrs and I will be listening to it over and over and over again!!
Loved every part of it!
And Zig is a great teacher 👨‍🏫

1 person found this helpful

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  • Anonymous User
  • 03-13-20

a big let down

i couldn't finish it. I've listened to 8 books about sales, and this one, while in essence correct, many of the "scrips" or objection handling lines are just too generic, overused and costumers know it. Some of these technics could even lose you deals. the quality wasn't great and personally I found it hard to listen to the accent...
Overall, a good book for a beginner, but I think most of this material is covered in books that are 6 hours long and on top of that, are recent.

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  • Anonymous User
  • 10-26-19

Great to listen except for annoying Tom Ziglar

I love the energy Zig has in his voice, a great story teller. Concepts of the sale is great and very happy to apply a lot of the techniques in real life where its all about being energetic, having happy attitude, integrity, trust. Some of the techniques are however not really applicable probably in real life or in current time.
Tom Ziglar is very annoying, not sure why he felt the need to interrupt, he definitely takes the rhythm and tempo out of sync. Nevertheless, great book to listening, Zig transfers the energy to listener.

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  • Anonymous User
  • 07-19-19

Amazing

One of the best performed and most interesting sales audio books out there. Ziglar is really engaging and makes some great points backed up by interested stories and anecdotes.

  • Overall
    5 out of 5 stars
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  • Bryan
  • 04-05-17

Bible of sale

I read this book twice I still believe I have to read it more time to catch more it's valuable tips in sales.