Ziglar on Selling: The Ultimate Handbook for the Complete Sales Professional »

A successful sales professional clearly understands that education and preparation for the task is never finished. It is a lifetime experience, and in Ziglar on Selling, best-selling author Zig Ziglar offers an integral part of the ongoing education. Filled with practical tips and motivation, this book will help sales professionals keep their clients happy, add to their income, and most importantly, add to their quality of life.

Contents

Introduction....................xi
CHAPTER ONE: You Made the Right Choice....................1
CHAPTER TWO: Selling in the Modern Market....................15
CHAPTER THREE: Finding Someone Willing to Buy....................33
CHAPTER FOUR: Selling in the Real World....................49
CHAPTER FIVE: Sell by Design, Not by Chance....................71
CHAPTER SIX: Questions are the Answer....................91
CHAPTER SEVEN: The Conversational "Interrogation"....................111
CHAPTER EIGHT: Making the Lights Go On....................135
CHAPTER NINE: Selling Solutions to People's Problems....................155
CHAPTER TEN: The ABC's of Closing Sales....................175
CHAPTER ELEVEN: Closing More Sales More Often....................197
CHAPTER TWELVE: Beyond "Customer Service" to "Customer Satisfaction"....................215
CHAPTER THIRTEEN: The Glamour of the Road....................235
CHAPTER FOURTEEN: The Successful Sales Support System....................255
CHAPTER FIFTEEN: Organization and Discipline....................273
CHAPTER SIXTEEN: Getting the Person Right....................291
Appendix....................319
Epilogue....................325
Bibliography....................333
Contributing Experts....................337
Thank You....................339
Notes....................343