Secrets of Closing the Sale

The National Football League did a study on scoring and discovered that in the last two minutes of the first half and the final two minutes of the game, more points are scored than in any other twenty minutes of the football game!

Underneath all of this is the fact that your prospect is not going to buy cold, hard facts. They are going to buy warm people benefits. You also want to remember that selling is like playing golf. In golf, if you’re going to score well and win, you must make every shot so you will be in position to make the next one.

That’s the mark of the professional. That’s serving by selling—or is it selling by serving?

many people do not know what they want because they do not know what is available. In short, if you cannot fill the bill exactly, do not assume they are so adamant they would not even consider anything else.

He put the other dollar into perspective by bringing the price of the shoes and suit into focus.)

Eleanor Roosevelt said: Nobody on the face of this earth can make you feel inferior without your permission.

Chuck looked at me in some shock and said, “Mr. Ziglar, you ask the impossible. First, you’re asking for a discount of $385, and then you’re talking about taxes and costs of about $350. That’s $735, and I don’t think there’s a chance in a million that we would even remotely entertain that idea. [Pause.] But, Mr. Ziglar, let me ask you a question. I

There are five basic reasons people will not buy from you. These are: no need, no money, no hurry, no desire, and no trust.

In selling it’s the little things that make the big difference in making or missing the sale, just as the “little” things make the big difference in all areas of life. Call a girl a kitten and she’ll love you. Call her a cat and you’ve got a problem! Tell your wife she looks like the first day of spring and you score all kinds of points. Tell her s