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Book: Secrets of closing the sale

Author: Zig Ziglar

There are 5 basic reason people will not buy from you:

            –No need

            -No money

            -No hurry

            -No desire

            -No trust

People buy what they want when they want it more than they want the money it costs.

I would you like to do is improve your percentage of closes in the interviews, presentations, or demonstrations you conduct.

In selling it’s the Little things that make the big difference in making or missing the sale, just as the littel things make the big difference in all areas of life.

Third time, no. Fourth time, no. Fifth time, no. Sixth time, yes. No, she did not change her mind. What she did was very simple. She made a new decision base don new information which produced a new feeling.

Make me feel secure that a yes decision is the right decision. In short, make it easier for me to buy. Your job as a salesperson is to do exactly that –make it easier for the prospect to buy.

Don’t lie or mislead by omission.

We tried to put ourselves in your shoes.

Prospect forgets Price – but remembers quality

Selling is essentially a transference of feeling

The critical step in the world of selling is this step of honesty which is your total conviction, your complete belief that the producto r service you sell is truly the best buy for the prospect.

If you are selling Fords, you should be driving a Ford.

Not only should you believe in the product you sell, but you should also believe in and be loyal to the Company you represent.

Empathy Improves Teamwork

You don’t build a buisness –you build people- and then people build the business

The most important part of the sales process is the salesperson

The point is clear. Don’t take a drink when you’re trying to persuade someone to take action. You’re likely to get complacent, lose the mental sharpness, and lose the sale. Liquor is a depressant, not a stimulant.

H in the heart of your sales career is honesty

E is ego and empahty

A is your attitude toward you, your prospects, and your profession

R is for physical, mental and spiritual reserve

T is for tough, and the toughest thing is love

If you heart is right, your sales career will be right

The profesional is:     




            -Career oriented

When you’re talking with a prospect, please remember that in most cases he’s delighted to give you pertinent information if you’ll just ask for it.

Everybody is a Salesperson and everything is Selling.

Nothing happens until somebody sells something.

The prospect wants his problem solved.

People don’t buy for logical reasons. They buy for emotional reasons.

Words that Sell Yale University:

  • Understand
  • Money
  • Right
  • Deserve
  • Proven
  • Safety
  • Results
  • Happy
  • Health
  • Truth
  • Trust
  • Easy
  • New
  • Confort
  • Value
  • Guarantee
  • Love
  • Proud
  • Fun
  • Discovery
  • Profit
  • Vital
  • You
  • Security
  • Advatnge
  • Positive
  • Benefits

Unsell Words

  • Deal
  • Lose
  • Sold
  • Obligation
  • Cost
  • Hurt
  • Price
  • Liable
  • Pay
  • Buy
  • Decision
  • Fail
  • Contract
  • Death
  • Hard
  • Liability
  • Sign
  • Bad
  • Difficult
  • Failure
  • Try
  • Sel
  • Worry
  • Loss

You don’t sell what the product is, you sell what it does

No objections – no prospect

If a person is interested in what you are selling, he is, in most of cases, going to offer some kind of an objection, so when the prospect raises an objection, you ought to get excited.

The point of purchase all of them are afraid they’re going to make  a mistake, particularly if a significant amount of money is involved.

Selling isn’t telling –it’s asking

The ability to ask questions –much like the ability to modulate and use your voice properly –is a skill which is badly neglected and underveloped in the world of selling.

One question you don’t ask a prospect is, “what do you think about it? As I said earlier, the “thinking” brain is only 10% as large as the “feeling” brain and people generally do not buy logically. They buy emotionally. They buy what they want and not necessarily what they need. Ask “How do you feel about this? And you’ve gota n infinitely better chance to make the sale.

It is a really interesting book where as salesperson or team-leader you can have a lot of lessons to practice in your daily job. Zig was a reference in the sales world, he wrote more books although it is my favorite. Not forget that the people is the value of your company.



Samuel Johnson: el segundo matrimonio es el triunfo de la esperanza sobre la experiencia.

El optimismo no realista es un rasgo universal de la vida humana.

Las personas odian las pérdidas. Es dos veces mayor la desgracia de perder algo que la alegría de ganar eso mismo.

La aversión a la pérdida opera como una especie de nudge cognitivo que nos impulsa a no hacer cambios, incluso cuando éstos nos benefician mucho.

Framing o enmarcado, la idea es que las decisiones dependen, en parte, de la forma en que se enuncian los problemas.

Un principio elemental de la economía como de la vida diaria es que nunca perjudica tener más opciones, porque siempre es posible ignorarlas.

En promedio, los que comen con otra persona comen un 35 por ciento más que  los que comen solos, los miembros de un grupo de cuatro comen en torno al 75 por ciento más.

El bucle precio-historia-precio se repite una y otra vez durante una burbuja especulativa. En último término la burbuja está abocada a explotar, porque depende de valoraciones sociales que no pueden sostenerse a largo plazo.

Es más probable que nos equivoquemos al escoger la hipoteca que nos conviene que al elegir una buena barra de pan.

La práctica hace maestros.

La mejor forma de ayudar a los humanos a mejorar su rendimiento es proporcionarles feedback.

RECAP: Registrar, evaluar y comparar alternativas de precios.

Este lectura se puede aplicar al sector inmobiliario como una guía para ser conocedores de la importancia de saber registrar, evaluar y comparar alternativas de precios, que ofreces a tú cliente, cómo lo puedes comparar con tus «cooperadores» y qué valor añadido ofreces al cliente, para que te elija a ti en el momento de tomar la decisión de vender o comprar una vivienda. Apliquemos también, que hay dos soluciones a un problema, y que en ocasiones un nudge es necesario para que nuestro cliente tome la decisión de compra, ¿sabes provocar ese pequeño empujón en tu cliente?