Learn the techniques on how to close a sales deal. know about various things which you as a sales person have to keep in mind while in a sales process.

1. World of Selling
How to close a deal
Universal Business School
Written By : Omkar Phatak
Date : 30th March 2014
This E-Book is written on the sales concepts of Zig
Ziglar. While reading this short book recall your
memories when you were involved in process of
selling and analyze the mistakes you were doing at
that time. I am sure this book will be beneficial to you
all and once again welcome to the “World of Selling”.

2. HOW TO CLOSE A DEAL
“If people like you they will listen to you, but if they trust you, they will do business with you”
ZIG ZIGLAR
Selling is transference of feelings. A successful sale is always when you are able to transfer your
feelings about your company and your products to the customers. If you are able to make him feel the
same thing what you are feeling about your products and company then the job is done. But you
should firstly believe in your company and your products then only you can create a positive vibe
with the prospects.
People don’t change their minds; they do make new decisions based on new
information available to them. If your prospect is not interested in having your product then don’t be
after his life bombarding him with offers and promotions, rather give him new information on your
Ignite Your Sales Career
Transfer Feelings
Successful
Sales

3. product and bring out the points of similarities
(POS) and points of differences (POD) and inform
about the benefits he will be enjoying by having
your product.
Always think of others while selling. If you are
making a career in sales then try to create a long
term relationship with the customers. Don’t pitch
in your products only for the heck of selling, pitch
in such products which will be best for the
customer.
According to Zig Ziglar there are many important points to be kept in mind when you are involved in
the process of selling.
 A good sale is when a customer is the bigger winner in the transaction, only then he would turn
up to you for this future requirements.
 The character clause” – there are 2 reasons for success in sales process:
a. Trust - Trust is most important because a prospect will buy your product only when
he/she trusts you. Now how to build trust is by showing a character of caring, that you
care for the needs of others.
o Include everyone from bottom level people
to top level people in your selling activity.
Maintain good relations and be nice to
everyone in your target company. This is
because a sale is not completed unless a
need is satisfied, product is delivered,
payment is done and the customer is happy.
 It’s often in sports that opponents study each
other’s weakness and then try to exploit it during

4. the game. Same is the case with selling; in sales you should understand customers pain
points/needs and then while trying to sell him you should exploit his weakness by offering him
a solution which will solve those needs. You solve their problem and you will be successful
 “The three question clause”
o Let’s assume that you demonstrated a product and that you informed them how it can
save time and money. Now ask three questions simply
 Can you see how you can save time and money using this product or service?
 Are you interested in saving time and money?
 When do you think you ought to start saving money i.e. when do you think you will
be ready for the product or service?
All these questions are examples of persuasion. Sales requires continuous thinking and brain
storming process and deals with many questions as to how do I penetrate the prospect, what
are his needs, do I have the product to satisfy his needs, if I don’t have a product that he needs,
how can I alter my product to fit the customer needs, how to persuade him to avail of my
products or services?
 As we have said earlier that people don’t change their minds, they change their decisions so if a
prospect have decided not to buy your product don’t force him to buy your product because it
will irritate them and you don’t want to irritate your prospects. What you can do is give them
new information which can change their perceptions about your product and about you. In this
way prospects may change their decisions and say yes to you.
 Customers buy your services or product only when they feel that the value is more than the
price which they are paying.
HOW TO OVERCOME PRICE OBJECTIONS
Hit Customers
Weakness i.e. Needs

5.  If a prospect is saying “that price is
ridiculous” in harsh tone then you might just
want to repeat his statement but in lower
modulation showing a defensive attitude
“that price is ridiculous”. This way you make
the prospect defend his statement and give
you a room to negotiate. Always remember
that your voice inflection is the only tool you
will be having while sitting in front of your
customers and negotiating on price.
 With right choice of words and if you use right inflection in your voice then you got a better
chance of winning a deal.
 Always try to justify your price by showing the benefits that the prospect will enjoy.
o Remember always Benefits – Cost = Value.
o More the value more will be the chances of selling your product.
 “Fear of loss clause” - Make customers feel that its best to spend a little more than you
planned instead of little less than you should. You could be paying a little less but then you may
not enjoy all the features that are required by you and at that situation you would be wasting all
your investments.
 Still if customer is saying that price is more then assure the prospects that it’s a price which
their company have decided because it’s their ideology that no customer should complaint
about the quality of the product and so we believe in delivering with the best of quality and
thus that the price set is fair for the product or service.
 Give a legitimate value to the prospect before asking for the orders. Don’t behave like a
pressurizing salesperson.
 If relationship has been built with the customers then try to upsell but be careful, don’t be too
pushy.