Summary of Ziglar on Selling

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Ziglar on Selling book summary

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Reading Zig Ziglar on sales is little like looking over Beethoven’s shoulder at the piano. For decades, Ziglar has championed the role of the noble sales professional. Here, he tells how he made - and botched - his first sales call back in 1947. Despite the passing years since that first sales call, Ziglar’s message of integrity and sales acumen remains relevant and fresh. As the master says, sales is the transference of belief. getAbstract invites everyone to read this book on sales, and become a believer.

About the Author

Zig Ziglar is chairman of the Zig Ziglar Corporation, an organization committed to helping people to realize their physical, mental and spiritual resources. Thousands of corporations nationwide use his books, videos and audiotapes. His best-selling books include Zig Ziglar’s Secrets of Closing the Sale and See You at the Top.


The Original Sales Call

Every salesperson has a first sales call. Zig Ziglar’s debut call came in 1947, when he knocked on a door and a grandmotherly lady answered. That’s when it happened. Zig Ziglar froze. Words failed to come out of his mouth, so much so that his concerned prospect asked if he wouldn’t like to come in and have a glass of water for his parched throat. Ziglar nodded gratefully and soon retreated to his car without having sold a thing. It was quite some time before he began to experience success as a sales professional. It took even longer to appreciate that selling is hard work and takes real commitment.

Gone is the plaid-jacketed, white-belted snake-oil salesman. Today’s sales professional may well sport the appearance of a Harvard MBA, and is educated in whatever it takes to make it in today’s business world. Sales professionals find that they must adapt to changing technology in order to effectively compete. One thing has not changed, however - the main reason people choose not to buy from you. That reason is trust. Trust is the one quality in a salesperson that consumers have always rated highest. The sales professional must follow through on ...

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    R. T. 4 months ago
    This was recommended to me, and it's pretty good at the basics ...

    I love the idea that selling is a "transference of feeling", and that you are simply trying to get another to believe in you, your product, or your service. And so the focus is very much on the prospect rather than on you.

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