"The prospect is persuaded more by the depth of your conviction
than he is by the height of your logic."
"You don't sell what the product is
--you sell what the product does."
"Spectacular achievement is always preceded by unspectacular preparation."
"Your business is never really good or bad 'out there.'
Your business is either good or bad right between your ears.
Above are the quotes from Zig Ziglar's most enduring book, The Secrets of Closing the Sale, which we chose as one of The 100 Best Business Books of All Time. For many, that book is the must-read for all sales people, novice or experienced. In reviewing his review of The Secrets of Closing the Sale, Jack explains why:
The overall message in this book encourages you to stick to the basics. We sometimes overthink what is as inherently human as the sales process, and this is the book you need to stay focused on those basics. Sometimes a book's value is in its ability to get you back on track or to show you a better way to do your daily work. Zig Ziglar's classic, practical advice from an acknowledged master fits that criteria perfectly.
A top-notch motivational speaker and guru to the current generation of great business thinkers (read Seth Godin's personal tribute here), Ziglar's wisdom will continue to echo through their work and ours.