Ziglar was a master of asking questions. He believed that the person asking the questions is the one in control of the conversation. Within the pages of the PDF, you will find lists of "Yes-building" questions—innocuous questions that get the prospect saying "yes" repeatedly. This creates psychological momentum that makes it harder for them to say "no" when it comes time to close the deal.
: The content is delivered through entertaining, real-life anecdotes that illustrate practical applications for every kind of persuasion, from professional sales to personal relationships. Pros & Cons zig ziglar secrets of closing the sale pdf
If you can legally acquire the Secrets of Closing the Sale in PDF format, do so. Keep it on your desktop. Search it when you hit a wall. Highlight every story Zig tells about his own failures (he lost his job, his car, and almost his marriage before he figured this out). Ziglar was a master of asking questions
Ziglar spends a significant portion of the book dissecting the word "No." He argues that a "no" is not a rejection of the salesperson as a human being, but rather a rejection of the proposition at that moment . This creates psychological momentum that makes it harder
Ziglar tells the story of buying a cup for a few cents, but later seeing an identical-looking cup selling for hundreds of dollars. Why? Because it was an antique.