Sales closing, or getting a prospect to agree to a deal and sign a contract, is how reps make their quota and how businesses grow revenue. Use positive imagination. Ziglar recommends imagining your next sales call going well, with the prospect happy to see you and sign the contract. This will help you walk into the sales call with a positive expectation and enthusiasm. Why? Because fundamentally, we all deeply desire a feeling of importance. So if we want to influence and persuade others, we need to be very careful not to trample on their feeling of importance. And the fastest way to make that mistake is by directly arguing or telling someone they’re wrong.

You make the sale when the prospect understands that it will cost more to do nothing about the problem than to do something about it." Say, “If you buy the item the savings will pay for it. If you don't buy it, your daily losses will soon be more than the cost. In other words, you can get it and let it pay for itself or you can choose not to get it and still pay for it through losses. Since you’ve got to pay for it either way, doesn’t it make sense to get it? Science and technology help sales professionals increase sales and serve customers better. It is the responsibility of the salesperson to identify the technologies that best suit his or her business needs and apply them to the business to maximize sales. Be an assistant buyer. Help the customer solve their problem by acquiring your products or services. To counter price objections, you can explain how your product will cost less money over time, making it better value for money. You can also break down how must the cost will be per year or per day. If your product saves money, then show what the cost of not buying it will be. 6. Serve Generously: Top salespeople view each sale as an opportunity to win the next one

PART II – KEY POINTS OF THE ART OF SELLING

Questions lead people to a decision. A lot of people don't know what they want because they don't know what's available. Remember that customers are only rejecting your offer to buy, not they personally rejecting you. Therefore, the most important reason why customers don't buy your product is when they don't believe you, even if they don't say it, but if they think or feel so. Therefore, requirements on professional ethics are necessary, especially sales profession. Many people do not understand that a "good" salesperson is someone who can get people to buy something they don't want or never need. Today, the professional salesperson is a true mentor who can pinpoint the needs of the customer and then fulfill those needs in a practical way.

Explain value versus cost. Usually, if you sell a higher-priced product, it is higher quality which means it will be more reliable or longer-lasting. To make this point, Ziglar tells a story of buying a ‘cheaper’ bicycle for his kid, which ended up costing more because of frequent repairs. Soften the objection. If they object in a forceful way, you don’t need to respond right away. You can first soften their objection by rephrasing what they said in a more friendly way. Or you can repeat what they said with a question mark at the end (for the second technique, your voice tone is crucial). Make it easy for them to buy.” “Break it down into small amounts so your prospects can afford it.” Tell them if they think about the life of the product, it only costs X per month, day, etc. Price is what you pay, cost is what the lifetime of the product will cost you if you buy it. Crappy product, lots of maintenance, malfunction, nerves, etc way bigger cost. Quality Close

In today's competitive environment, you must constantly remind your customers and always take care of their needs. You can send each of your customers a greeting card on their holiday, new year, birthday or some special occasion. Referrals from old customers to potential new customers are extremely important, these referrals are "guaranteed", the easiest and surest method of building a sales career. Point out the big picture cost. For example, “If you can’t afford to repair your roof, won’t it be even more difficult to replace your furniture and repaint, and still have to afford the new roof?”

Write down 3 questions that assume they will buy. For example, you can ask “Should we begin this week or next?” Expecting success in the sale makes it more likely to happen. Let me start out with the negative first because there just isn't much. Some parts it was a little dull and outdated(at least IMO) but then again a lot of the old closes still work today. Some people may be turned off because a lot of this book is common sense but it is always good to be reminded and I find that one of the appealing things in this book because he states it in a way that opens your mind.Sympathy means you feel like another person feels. Empathy means you understand how the other person feels, though you do not feel the same way. E: eyes. The wider the eyes, the more he's listening and buying. If eyes are wide, with crow's feet, and they begin to relax, it's time to close. You have to close the gap in the prospect’s mind between the cost of your product and perceived value. Many years ago our company made a decision. We decided that it would be easier to explain price one time, than it would be to apologise for quality forever. The Heart of your Sales Career