Secrets of Closing the Sale by Zig Ziglar

Author:Zig Ziglar
Language: eng
Format: mobi
Published: 2011-10-30T03:38:11.166000+00:00

takes an even bigger man to correct that mistake." He got up, and as he walked out of the living room to go to the bedroom to get his checkbook, he said, "You're the dadgonest fel ow I have ever seen in my life!"

He became a good friend and one of my biggest boosters. From that moment, when people in the community learned that "Mr. Conservative"

himself had bought, it made my sales even better and easier. I emphasize that al I did was take him out of the corner into which he had painted himself. That made the sale relatively easy.

Every product has a maximum price or ceiling. This price is all you can pay. (This is not true of services which are ongoing.) This is not true of benefits. If the product saves money by its use, the longer it is functioning properly and in use, the greater your benefits will be.

If you sell a product which saves money, like the set of cookware I just mentioned, I would diagram the example this way: CLOSE: "If you buy the cookware, the savings will pay for it. If you don't buy it, your daily losses will soon be more than the cost of the cookware. 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 whether you get it or not, doesn't it make sense to go ahead and get it?"

OR: "As you can see, just by saving 500 a day, at the end of 800 days the cookware will have paid for itself. If you don't get it, at the end of 800 days you will have paid the $400 through losses and still not have the cookware. So the choice is simple: Invest $400 and get the cookware, which will return the $400, or don't invest $400 but still pay $400 through losses and still not have the cookware."

(Pause. Smile.)

The "20/20" Close

"You're going to love your cookware, and we can deliver it on our 20/20 plan, which is $20 per month for 20 months with two $20 deposits in advance. Or you could take advantage of our 90-day cash discount plan. Which would suit your needs best?"

Note: Ben Feldman, possibly the greatest insurance salesman ever, says it this way: "You make the sale when the prospect understands that it wil cost more to do nothing about the problem than to do something about it. "

And Another One

In 1977 we invested nearly $10,000 in a new copying machine. By our calculations that machine saves us at least two hours each day. At just $5

per hour (1977 costs), that's $10 per day, $50 a week, or $2,500 per year. Not only does this machine do better work, but we have fewer fouled-up copies, so we save money on paper. Because we invested in the machine we saved enough by using it for the machine to pay for itself.

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