Zig Ziglar's Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes!

Below are key excerpts from the book that I found particularly insightful: 1- "If, in your heart, you really feel the sales process is something you do t0 the prospect, then you are a manipulator. The dictionary defines manipulate: "To control the action of, by management; also, to manage artfully or fraudulently. Manipulation: Skillful or dexterous management, sometimes for purpose of fraud, state of being manipulated." I'll be the first to admit that manipulators make sales, but in my thirty-six years in the profession I have never known even one manipulator who was successful in the profession. If, in your heart, you feel the sales process is something you do for the prospect, then this book could represent a significant addition to your sales library. Your benefits will be considerable because you are truly interested in benefiting others." 2- "You've got to establish that trust and respect with your prospects if you expect to be a sales professional. This should be obvious. but for fear it's not, I'll spell it out. Again, you cannot be one kind of person and another kind of salesperson. You must be consistent in all areas of life if you are going to achieve maximum results in building your sales career. That's one of the major reasons we deal with the entire person rather than just the salesperson throughout this book. This is one of the "not-so-little" things that make the buying difference in the prospect's mind." 3- "People forget price but they'll never forget poor quality or a poor choice. They generally give the salesperson a generous portion of the blame. Some of that goes with the territory, but too much blame means you won't have the territory for long." 4- "High performers in the world of selling establish trust with customers by one-on-one, eye-to-eye communication skills. They maintain n trust by personally assuming responsibility for completing the sale, which means servicing the account on an ongoing basis and utilizing their company support people in the most effective manner. High performers demonstrated great integrity with their follow-through and belief that the sale is not complete until the product is installed and functioning satisfactorily." 5- "The critical step: in the world of selling is this step of honesty which is your total conviction, your complete belief that the product or service you sell is the best buy for the prospect." 6- "Sympathy means you feel like another person feels. Empathy means you understand how the other person feels, though you do not feel the same way...To be truly professional you must be able to comfortably move from the seller's side of the table to the buyer's side. If you know how your prospect thinks and feels, you're definitely going to sell more of what you're selling because you will communicate more effectively." 7- "One myth—that a salesperson should not get involved with customer concerns other than the purpose of the sales call—was exploded, as was the concept that price isn't important and that you should "promise them anything" to close a sale. Customers want and expect heir salespeople to be able to act as trustworthy resources who respond directly and provide them expertise, backed by effective recommendations. One significant characteristic of the high producer is his willingness to explain product drawbacks." 8- " H in the heart of your sales career is honesty, E is ego and empathy, A is your attitude toward you your prospects and profession, R is for physical, mental, and spiritual reserve, T is for tough—and the toughest thing is love" 9- "When the inner man speaks, the I not speak from the heart unless he truly believes in his product and/or service. This means that he must have paid the price by obtaining profound knowledge of his product or service. One must also believe this product/service is unquestionably what the customer/patient needs." 10- "Almost without exception, every product or service can be sold by painting word pictures, especially if the pictures are in the present tense. As I've previously stated, we think in pictures and we buy pictures if we are painted into the picture as satisfied customers." 11- "It's better to have the no today than tomorrow for the simple reason it clears your mind. You can now pursue new prospects and not count on that one for a future sale. Once you do, you fall into the trap of not prospecting for new prospects and the sale you miss today will cost you sales tomorrow." 12- "There is one specific point, however, when I throw in the towel and withdraw my efforts to close. That point is when the prospect makes it clear—after seeing the benefits—that he has no interest and cannot or will not buy. Until that point, however, I am going to make an honest effort to close the sale." 13- "I deal with and use questions in every segment of Secrets of Closing the Sale. There is no doubt in my mind that your career as a salesperson will move forward faster as a direct result of learning how to ask questions and how to use the proper voice inflection than from any other skills you might develop." 14- "To build a sales career, you need to acquire the knowledge made available through sales trainers, books, recordings, and seminars. With that knowledge you should weave in a poetic philosophy of life which says that "you can get everything in life you want if you will just help enough other people get what they want." To the knowledge and poetic philosophy, add the common sense of the old farmer which says, "Friend, I don't care what you do, know you've got to work and work hard at seeing new prospects and servicing old customers." You have a moral obligation to work so hard at building your sales career and becoming truly professional that as my friend John Nevin from Australia says, "If anyone ever sees you coming and says, 'Here comes a salesman,' you won't let him down.'"

You can never go wrong with Zig Ziglar! He was incredible and his wisdom lives on. Zig Ziglar is a must read!

A must read classic!

Any professional worth their salt realizes that they are in sales. Selling themselves if nothing else. And anyone who is in sales needs to read this book. Zig Ziglar was an amazing speaker and a very entertaining and informative writer. This book is no exception. Taking the reader through dozens of closes and hundreds of questions in his well known and folksy style, Ziglar entertains and informs the sales pro of the tips and techniques to be a success as a salesperson, and to be a good person as well. Always emphasizing the honest sale and understanding the psychology of both the salesperson and the prospect, Ziglar portrays the sales pro as a consummate problem solver and the profession as one of ultimate integrity and honor. Every professional, regardless of what you believe, is a sales professional. And every sales professional should read this book (and any other book or audio program by Ziglar) to master their chosen profession.

I liked the book, very valuable information. Although the quality of the print is not that good and not properly printed.

As always, Zig Ziglar is great. I've read the book before but needed a referesher.

Great Book. Disappointed in delivery because it was very slow.

This book is perfect for everyone. It is funny, entertaining, motivating, and enjoyable. This book is ideal for people at all stages of their careers. I bought this before starting my 1st job in sales in my early 20s..... Using what I learned, I became both the top grossing and the most profitable sales person in the B2B Sales company. My sales kept a Company of 48 people going for many years. This book reminds us that "sales" is the oldest profession. Even teachers and parents need to learn the myriad of approaches to sell kids on the idea of learning! I have owned my companies for many years, and I have bought this book in order to re-learn many of the lessons and techniques that I originally learned, internalized, and incorporated into an exceptional sales career. Now although I have been blessed to be on the Board of Directors of a Media Company, I find myself needing to review these timeless gems.

This book is nothing short of a masterpiece. Zig Ziglar’s Secrets of Closing the Sale isn’t just another sales book — it’s the definitive guide to understanding how real deals are made. It’s no wonder it was a #1 bestseller across North America — every page is packed with insights, strategies, and practical wisdom that still hold true today. Ziglar doesn’t just teach you how to sell — he teaches you how to connect, persuade, and understand people. This isn’t fluff or hype — this is foundational knowledge. Whether you’re in sales, running a business, negotiating a contract, or even just navigating everyday conversations, this book is pure gold. I’m genuinely glad I picked this up. It reads like a conversation with a legend — and honestly, it’s become my go-to reference for closing deals. If you’re serious about sales, this is your bible. Period.

Super good book to read!!

Excellent book, the author has very methodically shared his personal experiences combined with instructions. A very rare example of a great combination of humor, education and personal experience. I am very happy that I heard about this book and decided to buy it. My recommendation is to buy the book because I cannot accurately convey the quality and wealth it offers here. Great great book, fantastic book, good size and excellent quality of paper. I wish tho letters are bit bigger, just a little bigger.

Can learn but not for beginners

Zig Ziglar’s Secrets of Closing the Sale is a classic for a reason. It’s not just about getting someone to say “yes”—it’s about understanding people, serving their needs, and building trust in the process. Ziglar’s energy, storytelling, and real-world experience shine through in every chapter. What I liked: Actionable advice: From handling objections to building rapport, the book is full of techniques that still apply today. Story-driven teaching: Zig shares plenty of real examples that make the lessons stick. People-first philosophy: He emphasizes that selling is about helping, not pressuring. I found the section on turning objections into opportunities especially helpful. I’ve already used one of his reframing techniques in a conversation with a client—and it worked better than expected. A few notes: Some references and anecdotes feel a bit dated, but the principles are timeless. It’s not a quick skim—more of a sit-down-and-highlight kind of read. Worth it if you're serious about improving your influence. If you’re in sales, marketing, or just want to get better at communicating ideas, this is a valuable read. I'd recommend it alongside titles by Brian Tracy and Dale Carnegie.