Who gave me my start in the world ofsel ing and gently but forceful y pushed me to strive for excelence and reach for new heights. He was my friend, my brother, my mentor, and my golfing buddy. He was a great guy and one more fine man. | SECRETS of CLOSING the SALE Updated Edition Zig Ziglar Free Download ebook: Other books by Zig Ziglar: See You at the Top Dear Family Steps to the Top Raising Positive Kids in a Negative World Top Performance Courtship after Marriage Ziglar on Sel ing Over the Top Something to Smile About Zig Ziglar's Little Instruction Book Success for Dummies Confessions of a Happy Christian Confessions of a Grieving Christian Breaking Through to the Next Level What I Learned on the Way to the Top Something to Smile About Something Else to Smile About Staying Up, Up, Up in a Down, Down World You Can Reach the Top Life Lifters Zig: The Autobiography of Zig Ziglar To Bil Cranford Who gave me my start in the world of sel ing and gently but forceful y pushed me to strive for excel ence and reach for new heights. He was my friend, my brother, my mentor, and my golfing buddy. He was a great guy and one more fine man. Contents Preface 9 Introduction to the Updated Edition 11 Part 1 The Psychology of Closing 1. The "Household Executive" Saleslady 17 2. Making "King" Customer the Winner 27 3. Credibility: The Key to a Sales Career 39 4. Commonsense Sel ing 48 5. Voice Training to Close Sales 58 6. The Professional Sel s and Delivers 72 Part 2 The Heart of Your Sales Career 7. The Critical Step in Sel ing 83 8. The Big "E" in Sel ing 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 Sel ing 136 14. Building a Mental Reserve in Sel ing 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 Sel ing .
