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Secrets of Closing the Sale Paperback – Print, September 1, 2004

by Zig Ziglar (Author)
4.6 out of 5 stars 650 ratings
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Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to:

o project warmth, enthusiasm, and integrity
o effectively use 100 creative closes
o increase productivity and professionalism
o overcome the five basic reasons people will not buy
o deal respectfully with challenging prospects
Read more
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  1. Print length
    432 pages
  2. Language
    English
  3. Publisher
    Revell
  4. Publication date
    September 1, 2004
  5. Dimensions
    6 x 1.08 x 9 inches
  6. ISBN-10
    0800759753
  7. ISBN-13
    978-0800759759
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Editorial Reviews

From the Back Cover

What is the best way to persuade someone to take action? Do our customers, clients, or patients believe that we are looking out for their best interests? These are just a couple of questions that successful professionals need to ask every day.

Full of entertaining stories and real-life illustrations, Secrets of Closing the Sale will give you the strategies and guidelines you need to become proficient in the art of effective persuasion. You will learn how to:

- project warmth, enthusiasm, and integrity
- effectively use over one hundred creative closes
- increase productivity and professionalism
- overcome the basic reasons people will not buy
- deal respectfully with challenging prospects


Zig Ziglar's principles of success are easy to understand and apply, yet they have a far-reaching impact. By using his proven methods, you will be able to face your prospects with enthusiasm and confidence.


"To call Zig Ziglar a 'super salesman' is an understatement. This work is a compilation of everything he knows about the art of selling. It's worthwhile reading."-Richard M. DeVos, cofounder of Amway, owner and chairman, NBA Orlando Magic

"I dove into as many of Ziglar's tapes and books as I could to develop my abilities. Within a few years, I was breaking every sales record imaginable."-Linda Burzynski, Computer Moms International

"This book will arm you with all the tools necessary to become an extraordinary salesperson. You'll grow professionally and personally."-Nido R. Qubein, chairman, Great Harvest Bread Co.

"Zig is an example to follow."-John C. Maxwell, founder of the INJOY Group

About the Author

Zig Ziglar, a talented author and speaker, has traveled over five million miles and worked with clients and corporations of all sizes, from Fortune 500 companies to churches, schools, and non-profit associations. He has written twenty-one books on personal growth, leadership, sales, faith, and success, nine of which have been bestsellers. He lives in Carrollton, Texas.

Product details

  • Publisher ‏ : ‎ Revell; Updated edition (September 1, 2004)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 432 pages
  • ISBN-10 ‏ : ‎ 0800759753
  • ISBN-13 ‏ : ‎ 978-0800759759
  • Item Weight ‏ : ‎ 1.26 pounds
  • Dimensions ‏ : ‎ 6 x 1.08 x 9 inches
  • Customer Reviews:
    4.6 out of 5 stars 650 ratings

About the author

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Zig Ziglar

Zig Ziglar

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The late Zig Ziglar was a motivational speaker, teacher and trainer who traveled the world over delivering his messages of humor, hope, and encouragement. As a world renowned author and speaker, Zig had an appeal that transcended barriers of age, culture and occupation. From 1970 until 2010, he traveled over five million miles across the world delivering powerful life improvement messages, cultivating the energy of change. Recognized by his peers as the quintessential motivational genius of our times, Zig Ziglar's unique delivery style and powerful messages earned him many honors, and today he is still considered one of the most versatile authorities on the science of human potential.

Mr. Ziglar wrote over thirty celebrated books on personal growth, leadership, sales, faith, family and success, including Born to Win, See You at the Top, Developing the Qualities of Success, Raising Positive Kids in a Negative World, Top Performance, Courtship After Marriage, Over The Top, and Secrets of Closing the Sale. Nine titles have been on the best seller lists; his books and audios have been translated into over thirty-eight languages and dialects. Zig Ziglar was a committed family man, dedicated patriot, and an active church member.

Customer reviews

4.6 out of 5 stars
650 global ratings

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Customers say

Customers find this sales book to be a valuable resource, praising its multitude of practical advice and well-written content that's easy to read. The book is filled with stories and examples, and customers report that their closing ratios have improved significantly after reading it. They appreciate Ziglar's approach and consider it a must-read for professionals, with one customer noting its life-changing impact. The book receives positive feedback for its integrity and spiritual content, with one customer describing it as a positive thinking guide.

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69 customers mention "Learning value"66 positive3 negative

Customers find the book educational, providing a multitude of practical advice and life lessons, with one customer noting it's great to reference back to.

"...This was the second book I read and it does give some very nice details on how to close deals and overcome the most common objections a salesperson..." Read more

"...It is quintessential Zig. Straightforward, kind, empathic, self-deprecating, and full of life lessons - not only for sales, but just generally..." Read more

"...More important than the closing tips are the thoroughly discussed key principles of sales, which are also listed at the end...." Read more

"...Load's of information and 100-500 closes. 2-10 I use every day. Great book. Great teacher...." Read more

30 customers mention "Value for money"30 positive0 negative

Customers find the book to be well worth the time investment and consider it essential reading for sales professionals, with one customer noting how it helped them close more deals.

"...The clincher for me was the emphasis on honesty, integrity and decency when selling, that alone would make the book worth reading..." Read more

"I strongly believe this book can make most people a better salesperson, especially the ones that, like me, was not born a salesperson...." Read more

"...for beginners and first year sales reps, it has value for anybody in the profession...." Read more

"...Throughout, it provided many entertaining stories and examples of how to apply sales techniques. Also, the writing style was energetic and fun...." Read more

21 customers mention "Writing style"18 positive3 negative

Customers find the writing style of the book easy to read and well written, with one customer noting it serves as a great starting point for novices.

"...It is quintessential Zig. Straightforward, kind, empathic, self-deprecating, and full of life lessons - not only for sales, but just generally..." Read more

"...Solid advice in an easy to read and easy to understand format...." Read more

"...Ziglar employs a narrator prose that feels genuine and keeps the reader’s interest...." Read more

"...I bought the kindle version because it was easy to read anywhere. Wow!!!! I wish I had read this book 20, 30, or maybe even 40 years ago...." Read more

18 customers mention "Story quality"15 positive3 negative

Customers appreciate the book's content, which is filled with stories and examples, with one customer noting it provides insights into human nature.

"...Throughout, it provided many entertaining stories and examples of how to apply sales techniques. Also, the writing style was energetic and fun...." Read more

"He’s a good story teller, knows effective sales strategies and tactics through mega amounts of experience, etc...." Read more

"...I like the fact that he shares a lot of his stories that you can even relate to situations outside of selling...." Read more

"...I am in the middle of my third reread. I have so many passages highlighted, and have added so many notes, that this is "mine" for keeps...." Read more

15 customers mention "Closing technique"15 positive0 negative

Customers find the book's closing techniques helpful and effective, with multiple customers reporting that their closing ratio has improved significantly.

"...A long list of closing tactics are revealed, which gives the trainee a palette of options to choose from when we are out spreading the word, helping..." Read more

"...Load's of information and 100-500 closes. 2-10 I use every day. Great book. Great teacher...." Read more

"...His approach to selling, his ideas and closing techniques are fundamentally sound and our people are understanding and absorbing the information..." Read more

"...Ziglar's tips on overcoming objections and closing are very helpful; atleast, it helps you validate your ideas...." Read more

10 customers mention "Ziglar"10 positive0 negative

Customers praise Ziglar's expertise, with one noting he is a national treasure.

"...It is quintessential Zig...." Read more

"Zig Ziglar is a national treasure. He has helped me close more sales than any other teacher or guide...." Read more

"Zig is a classic. Whether you’re new in sales or just need a fresh burst of wind in your sales sails, worth the read...." Read more

"Zig is fantastic; his story illustrates that anyone can improve themselves and he gives you the steps to take...." Read more

8 customers mention "Spiritual content"8 positive0 negative

Customers find the spiritual content of the book positive, with one customer describing it as a life-changing book and another mentioning it brings good luck.

"...and full of life lessons - not only for sales, but just generally living a better life...." Read more

"..."A calm, confident, positive, reassuring salesperson working from a base of honesty and integrity is the most effective tool to calm the fear of..." Read more

"...a success CAREER seller: Being mentally, physicall, and spiritually healthy and genuinely seeking out and solving problems that best help your..." Read more

"...God is good!" Read more

6 customers mention "Integrity"6 positive0 negative

Customers appreciate the integrity of the book, with one noting its solid material and hard cover construction.

"...The clincher for me was the emphasis on honesty, integrity and decency when selling, that alone would make the book worth reading..." Read more

"...truly important in becoming a success CAREER seller: Being mentally, physicall, and spiritually healthy and genuinely seeking out and solving..." Read more

"...FISH: some good practical ideas about appearance, honesty, integrity and hard work in sales...." Read more

"...Ziglar employs a narrator prose that feels genuine and keeps the reader’s interest...." Read more

Top reviews from the United States

  • Sid Masey
    5.0 out of 5 stars Solid material - must read it!
    Reviewed in the United States on May 17, 2012
    Verified Purchase
    After so many years spent blundering and groping in the dark as a salesperson, I suddenly went on a reading spree to try and improve my method and results. This was the second book I read and it does give some very nice details on how to close deals and overcome the most common objections a salesperson will come across. Some closes are actually quite elegant. The clincher for me was the emphasis on honesty, integrity and decency when selling, that alone would make the book worth reading (it really resonated with my sales style and reinforced my belief that you can be a good guy and sell very well), but the tools and tips for closing in various situations really do help improve your end game.

    As a side note, some of the examples might work in the US but sincerely, if you've had experience selling internationally you will giggle at a few closes because they simply will not work with other cultures, but as Zig says, you have to adapt his closes to your particular situation, so I can't judge too harshly since his ideas are overwhelmingly good.

    So what are you waiting for? buy this book!
    2 people found this helpful
    Helpful
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  • Dr. Louis B. Cady
    5.0 out of 5 stars Knew the man; loved the book
    Reviewed in the United States on January 10, 2013
    Verified Purchase
    I had the great good fortune to know Zig Ziglar personally and to be able to call him "friend." Following his recent death, I found myself thinking back to all the wisdom I had learned from him over the years in his other books and the multiple times I heard him live. I knew that I hadn't extracted all the wisdom I could from his life, and, given that we are ALL "Selling" in one form of another, I decided to get this classic book he wrote several years ago.

    It is quintessential Zig. Straightforward, kind, empathic, self-deprecating, and full of life lessons - not only for sales, but just generally living a better life. If one is "in sales" full time as a career, this book should be in your library (and you should have READ it. :) ) If you do not identify yourself particularly as "being in sales", it's still a useful book. Highly recommended.
    4 people found this helpful
    Helpful
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  • Jørgen Tvedt
    4.0 out of 5 stars The definitive tutorial on sales tactics and philosophy
    Reviewed in the United States on April 12, 2015
    Verified Purchase
    I strongly believe this book can make most people a better salesperson, especially the ones that, like me, was not born a salesperson. The book expects that you represent a company you believe in and that you assume the customer far better off with your products than without.
    A long list of closing tactics are revealed, which gives the trainee a palette of options to choose from when we are out spreading the word, helping others to our goods and services. If only we could bring the book to meetings…
    More important than the closing tips are the thoroughly discussed key principles of sales, which are also listed at the end. This gives the reader a throughout understanding of the trade - and for what to practice. From my understanding of the field, the most central here is to be enthusiastic about the products, ask questions, listen and be sincere towards the prospect.
    The biggest obstacle to the book is its length and that it seems somewhat repeating at times. This repetition might be a useful learning exercise, but had the book been shorter I would rather have read it twice. There is also quite frequent references to religious topics which might be partially relevant but which in my opinion does not belong in the book. At the end, increased use of parenthesis are cluttering the text and the writing ends up a somewhat clumsy.
    7 people found this helpful
    Helpful
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  • Amazon Customer
    5.0 out of 5 stars This is a fantastic book. While it is especially valuable for beginners ...
    Reviewed in the United States on October 22, 2016
    Verified Purchase
    This is a fantastic book. While it is especially valuable for beginners and first year sales reps, it has value for anybody in the profession. As an experienced sales professional myself, I will say that this won't teach a seasoned sales veteran any new information about HOW to sell, but it will help to realign your thoughts with WHY they buy. Huge difference there that we sometimes become jaded to after many years in the business. We get so focused on saying things we like to say, but disregard the things that the customer needs to hear. This book will also help the seasoned veteran to get back to the positive outlook and remember why they started selling to begin with. Sales is truly the best profession in the world, nothing will give you the satisfaction like a successful selling career. I wholeheartedly believe that ANYBODY in sales, regardless of skill level or experience would benefit from reading this book.
    35 people found this helpful
    Helpful
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Top reviews from other countries

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  • WCKD
    5.0 out of 5 stars Best book about sales.
    Reviewed in Germany on March 20, 2016
    Verified Purchase
    Really great book. There are ton of tips in there about how to think, act, and eventually make a sale. One of the best books I ever read. At some points it was getting boring, but still the outcome is much better than expected. I have to read it again.
    Report
  • Jeremie
    5.0 out of 5 stars What a Book !
    Reviewed in France on April 10, 2015
    Verified Purchase
    First time I checked this book out on Amazon, I thought "another arrogant sales guy's book".

    Then I read the reviews and said "Ok I'll give it a try later"

    After reading the first 50 pages, I think it is probably one of the best sales book I've ever read (with "The Sales Bible"). It is concise, clear, & full of real life lessons. Go get it !
    Report
  • Viktoria Mitova
    5.0 out of 5 stars One of THE best books, I've ever read!!!!
    Reviewed in Spain on December 18, 2018
    Verified Purchase
    Simply amazing!!!
    Report
  • maheswari moksha
    5.0 out of 5 stars Siempre vigente
    Reviewed in Mexico on August 31, 2019
    Verified Purchase
    Este es un clásico. Lo use cuando empezaba en ventas y me sirvió muchísimo. Ahora lo he regalado a la siguiente generación y sigue vigente
    Report
  • Luki D
    5.0 out of 5 stars It’s about the sales person not the sales process
    Reviewed in Canada on April 20, 2019
    Verified Purchase
    I wasn’t a fan of sales until I read this book. A mentor of mine helped me be more comfortable with sales by telling me that “don’t think of it as sales. It’s problem solving with a price attached to it”.
    This book adds further to my comfort level for selling as it’s really the sales persons belief that the product/service will help the buyer. I believe in what I’m selling and will be helping others to buy!
    Report