Episode#36 – Der totale Verkaufserfolg

Der Totale Verkaufserfolg

by Zig Ziglar


The book in one sentence

The best practices of the world-famous salesman Zig Ziglar.


My personal opinion

Wow, finishing this book how can you not think that sales is the greatest profession in the world? Amazing!

Zig Ziglar was one of the most famous American sales professional and sales trainer. “Der Totale Verkaufserfolg” (original title: Zig Ziglar’s Secrets of Closing the Sale) is one of his oldest books, written 1982. For me, it was one of the first books about sales I read. And I would say it is still one of my favorites! From this book I got my passion about working in sales.

“Der Totale Verkaufserfolg” is full of great stories. Zig Ziglar describes various sales situations from his professional career. Keep in mind that he worked most his time in direct consumer sales e.g. selling cooking equipment. I really like how Zig Ziglar is emphasizing that the sales profession is an important part of today’s economy and that you can be proud to be a professional seller.

Therefore he tells about the right sales mindset, thinking like a winner and being forward-looking, creating a positive atmosphere working with your clients and future-clients. He underlines that it is important to understand your clients, their needs and to evaluate whether your offering will be a great benefit for them. Additionally, you will find a lot of sales techniques, dialogues, questions and wordings you can apply to your own business.

At the end of his book, Zig Ziglar summarizes what you need to become a successful sales person: (1) expand your knowledge about sales and business in general, read the relevant books and attend the relevant events, do not forget to practice what you have learned, (2) have the attitude that you can achieve anything in life and (3) work hard, put in the necessary effort.

Being successful in sales is not about magic or cheap tricks – just stick to the simple advice from Zig Ziglar!


To whom I would recommend this book

A must read for everyone new in sales as well as a good refresher for experienced sales people.

Definitely one of my favorite sales books!


What I learned from this book

  • Be interested in your clients
  • Help your future-clients to understand what they really need.
  • Lead by asking the right questions. – this is the core of so many sales books… and I totally agree!
  • Learn with every call and meeting. Always try to better your best.
  • Be honest and do good.
  • Be patient and do not give up to early. People and circumstances can change as quickly as a No can change into a Yes.
  • Be friendly to everyone. Always.
  • Start your sales cycle with the strongest reason to buy. Keep the second strongest reason to agree with your future-client on the deal.
  • Your goal is not closing one single deal but building the foundation for the next one.
  • Your client will forget the price of your offering but not the quality.
  • It is better to justify yourself one time for the price than multiple times for the (bad) quality.
  • It is your mission to help your future-clients to make the right decision. Therefore you need to understand their situation, their goals, their needs. Ask questions, provide them the relevant information and create a strong case for them to move forward.
  • If you want to convince someone you need to be convinced first.
  • Build trusted relationships. – yes, yes and yes! The foundation of doing business.
  • You are a sales person and not a “professional visitor”. – love this statement!
  • Take reported issues of your clients seriously.
  • Sales can be the toughest and best-paid or the easiest and lowest-paid profession.
  • Keep the high quality of your interactions with your clients. If you don’t, it will be easier for your competitors to replace you.
  • Recesion only happens in your mind.
  • Sales is the engine of our economy.
  • Be consistent in your work: your first sales meeting of the day should be as powerful as your last one.
  • Take care of your body and your mind. – oh yes!
  • Once a year, execute a “Super Week”: do one whole week everything you can, morning to evening, prepare activities and meetings in advance and achieve outstanding results during your week. This will boost your motivation and self-esteem. After such a week, do not forget to take some time to relax.
  • People believe more what they can see than what they can hear: “Show, don’t tell!”
  • Take responsibility for the whole sales cycle and beyond. Make sure that your client gets what he ordered and whether he is satisfied.
  • Again, focus on your client’s needs.
  • Read more. – nothing to add here, hehe…
  • A great achievement is the result of great preparation.
  • You need information? Just ask for it.
  • Try to identify and understand objections early in the sales cycle.
  • Use positive words.
  • A “No” today is better than a “No” tomorrow.
  • Ask about how your future-client feel about your offer, not what they think.
  • Ask for feedback.
  • Successful selling is more about the right attitude, rather than the perfect techniques.
  • Prepare and practice the right questions to (1) create interest in your offering, (2) demonstrate your benefits, (3) schedule an appointment, (4) agree on the value of your offering and to (5) finalize an agreement.
  • Listen more.


Want to read this book?

Check it out on Amazon.com – Der Totale Verkaufserfolg by Zig Ziglar



Thanks to the publisher for printing such a great book!