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Ziglar on Selling: The Ultimate Handbook for the Complete Sales Professional
Drawing on his more than forty years of sales experience, master motivator Zig Ziglar provides a wealth of inspirational and practical information for making it in today's fast-paced selling world. Ziglar's primary aim is to help sales professionals persuade their customers more effectively, more ethically, and more often! In this motivating book, he discusses:
Where, when, and how to find prospects.
How to deal with rude, angry, and disgruntled people.
Why 70% of sales are made between 7:00 A.M. and 1:00 P.M.
How top-selling pros manage stress.
How to best utilize the telephone.
380 pages, Kindle Edition
First published January 1, 1991
About the author
Zig Ziglar
400 books1,383 followersZig Ziglar was a motivational teacher and trainer who traveled the world over, delivering his messages of humor, hope, and encouragement. As a talented author and speaker, he had international appeal that transcended every color, culture, and career. Recognized by his peers as the quintessential motivational genius of our times, Zig Ziglar had a unique delivery style and powerful messages that earned him many honors. Today he is considered one of the most versatile authorities on the science of human potential. Ten of his twenty-eight books have been on bestseller lists, and his titles have been translated into more than thirty-eight languages and dialects. He was a committed family man, a dedicated patriot, and an active church member. Zig lived in Plano, Texas, with his wife, Jean.
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Displaying 1 - 30 of 61 reviews
September 1, 2025
Zig Ziglar's Ziglar on Selling is a motivational guide built on the principle that ethical selling is about serving others. The author argues that success comes from helping clients achieve their goals, not from using pushy tactics. This philosophy of mutual benefit is the core of the book's advice.
The book provides a practical framework for the entire sales process. It covers developing a positive attitude, identifying customer needs, and closing deals effectively. Ziglar fills each section with clear strategies and memorable anecdotes. His approach turns abstract concepts into usable daily tools.
A particularly useful technique is the "benefit-rich question." Ziglar advises salespeople to ask questions that make clients visualize solutions. For example, asking "How would it help you if..." shifts the conversation. This transforms the interaction from a pitch into a collaborative discussion.
Ultimately, the book is more than a sales manual; it's a guide to building trust. Ziglar’s uplifting style and actionable advice make it a valuable resource for anyone in a people-focused career. The focus remains on long-term relationships over short-term gains.
The book provides a practical framework for the entire sales process. It covers developing a positive attitude, identifying customer needs, and closing deals effectively. Ziglar fills each section with clear strategies and memorable anecdotes. His approach turns abstract concepts into usable daily tools.
A particularly useful technique is the "benefit-rich question." Ziglar advises salespeople to ask questions that make clients visualize solutions. For example, asking "How would it help you if..." shifts the conversation. This transforms the interaction from a pitch into a collaborative discussion.
Ultimately, the book is more than a sales manual; it's a guide to building trust. Ziglar’s uplifting style and actionable advice make it a valuable resource for anyone in a people-focused career. The focus remains on long-term relationships over short-term gains.
April 25, 2019
عظيم الا أنه كُتب قبل ٣٠ عام
التطور الذي حدث خلال هذه ال٣٠ عام رهيب وسريع ومتشعب جدا لكن يظل الإنسان هو الانسان
التطور الذي حدث خلال هذه ال٣٠ عام رهيب وسريع ومتشعب جدا لكن يظل الإنسان هو الانسان
September 30, 2018
http://imeducatingmyself.com/ziglar-o...
If you’re looking for a ways on how to be a good salesmen and learn useful sales tips, sales techniques and sales skills – than you have to read this book written by Zig Ziglar. This book is a great tool for everyone who is looking to learn what makes a good salesperson. Content from this books can be used in dealing with customers if your business is established online.
Focus of this book is helping us to learn what are the skills required to become great salesman do, such as: honesty, character, integrity, faith, love, and loyalty. Zig is also focusing on presenting the benefits of becoming the salesman such as: independence, opportunity, problem solving, security, family, communication, management. When it comes to products, focus of this book is to sell only products in which we believe ourselves, use ourselves. That is one of the most important sales tips for everyone who looking to start creating their career in sales.
There are many more benefits from this books not just for the people who are interested in sales; there are so many useful subjects touched in this book: focusing on your family and having good relationship with your kids, spouse, parents; having a good physical and psychological health; having the right attitude towards people, not only to your customers, but towards everyone around you (coworkers, friends etc.) Really, I have to say, that principles in this book touches so many important aspects in our life – which are important to be sorted out if we want to have successful career.
When creating a proper sales techniques, there are three important factors in detail explained in this book that are important, and those are: Need Analysis, Need Awareness, Need Solution and Need Satisfaction – these are the principles that are focusing on asking your customers right questions at first to find out what are their problems, and then offer them proper solutions to their problems, which will lead to happy customers and which is creating opportunity to get referrals from those customers.
There are many more things that are very important in this book, you can look down in the summary section and see more. I’ve tried to summarize the book as short as possible, but it was very difficult to do that – I took many notes from this book (I don’t remember last time I’ve took this many notes.) Like I said earlier, this book is great if you want to learn how to be successful in sales; butat the same time it can be used in many aspects of our lives and put it into good use. I definitely recommend this book for everyone to read.
If you’re looking for a ways on how to be a good salesmen and learn useful sales tips, sales techniques and sales skills – than you have to read this book written by Zig Ziglar. This book is a great tool for everyone who is looking to learn what makes a good salesperson. Content from this books can be used in dealing with customers if your business is established online.
Focus of this book is helping us to learn what are the skills required to become great salesman do, such as: honesty, character, integrity, faith, love, and loyalty. Zig is also focusing on presenting the benefits of becoming the salesman such as: independence, opportunity, problem solving, security, family, communication, management. When it comes to products, focus of this book is to sell only products in which we believe ourselves, use ourselves. That is one of the most important sales tips for everyone who looking to start creating their career in sales.
There are many more benefits from this books not just for the people who are interested in sales; there are so many useful subjects touched in this book: focusing on your family and having good relationship with your kids, spouse, parents; having a good physical and psychological health; having the right attitude towards people, not only to your customers, but towards everyone around you (coworkers, friends etc.) Really, I have to say, that principles in this book touches so many important aspects in our life – which are important to be sorted out if we want to have successful career.
When creating a proper sales techniques, there are three important factors in detail explained in this book that are important, and those are: Need Analysis, Need Awareness, Need Solution and Need Satisfaction – these are the principles that are focusing on asking your customers right questions at first to find out what are their problems, and then offer them proper solutions to their problems, which will lead to happy customers and which is creating opportunity to get referrals from those customers.
There are many more things that are very important in this book, you can look down in the summary section and see more. I’ve tried to summarize the book as short as possible, but it was very difficult to do that – I took many notes from this book (I don’t remember last time I’ve took this many notes.) Like I said earlier, this book is great if you want to learn how to be successful in sales; butat the same time it can be used in many aspects of our lives and put it into good use. I definitely recommend this book for everyone to read.
March 1, 2018
‘Ziglar on Selling’ came highly recommended and I am glad I gave in. This book is a breath of fresh air in an otherwise stressful research on selling. Having said that I think this book should be read by everyone regardless of their profession because Ziglar is more about life than sales – ‘You can get everything in life you want if you will just help enough other people get what they want.’
This is not a one-time read, once again quoting Ziglar, ‘Motivation and bathing are recommended daily as they don’t last.’
Go for it!
This is not a one-time read, once again quoting Ziglar, ‘Motivation and bathing are recommended daily as they don’t last.’
Go for it!
February 23, 2017
Ziglar is a sales expert. In this book, he provides us with practical advice on how to be successful in the sales profession. Ziglar is a great story-teller, and often incorporates humor in his work. As such, this is a very entertaining book for professional sales people. Ziglar also asks thought-provoking questions throughout this book. In addition Ziglar advises us on how to provide excellent customer service.
January 2, 2023
⭐⭐⭐⭐
Ziglar on Selling by Zig Ziglar is a must-read for anyone looking to succeed in sales.
Here are three benefits/interesting things about the book:
💡 The book's central lesson about the importance of really believing in your product before trying to sell it is crucial. As the author writes, "If you don't believe in what you're selling, neither will your prospect." This lesson encourages readers to be passionate and authentic in their sales efforts, which is essential for building trust and closing deals.
💪 The book is filled with practical tips and strategies for improving your sales skills. From understanding the psychology of selling to developing a winning attitude, this book offers a wealth of knowledge and advice that you can put into action right away.
📖 The book is written in a clear and concise style, making it easy to understand and apply the lessons to your own life. The author's personal stories and examples add a relatable and engaging element to the book.
📝 To note, I found that some of the concepts in the book were maybe less suited in today's age, which is why I am giving it 4 out of 5 stars. Overall, however, it is a valuable resource for anyone looking to succeed in sales.
⭐⭐⭐⭐
Ziglar on Selling by Zig Ziglar is a must-read for anyone looking to succeed in sales.
Here are three benefits/interesting things about the book:
💡 The book's central lesson about the importance of really believing in your product before trying to sell it is crucial. As the author writes, "If you don't believe in what you're selling, neither will your prospect." This lesson encourages readers to be passionate and authentic in their sales efforts, which is essential for building trust and closing deals.
💪 The book is filled with practical tips and strategies for improving your sales skills. From understanding the psychology of selling to developing a winning attitude, this book offers a wealth of knowledge and advice that you can put into action right away.
📖 The book is written in a clear and concise style, making it easy to understand and apply the lessons to your own life. The author's personal stories and examples add a relatable and engaging element to the book.
📝 To note, I found that some of the concepts in the book were maybe less suited in today's age, which is why I am giving it 4 out of 5 stars. Overall, however, it is a valuable resource for anyone looking to succeed in sales.
⭐⭐⭐⭐
September 19, 2019
This is a very thick book with 380 pages full of words which I believe is the equivalent to the thickness of two modern self help books. It contained Zig's philosophy on selling which is profound and helpful to any Sales Professionals.
Some Chapters would be seen as long-winded by some in today's short attention span's society. Some points are constantly repeated in the book so it would not be seen as a perfect book. But since repetition is the mother of learning, maybe that's why Zig keeps repeating them.
Some Chapters would be seen as long-winded by some in today's short attention span's society. Some points are constantly repeated in the book so it would not be seen as a perfect book. But since repetition is the mother of learning, maybe that's why Zig keeps repeating them.
Read
January 2, 2021A book that shows you that life on its own is a skill. When you live on this earth you are selling yourself to life and to the people. It has deep insights on the right kind of asking questions to prospects. No in the selling business is not no. No may mean that the prospect hasn't gotten enough information to accept the product.
It is a book that goes on to cover real issues of family and selling; health and selling and many issues which can destroy selling career. It is book that allows you to apply as you read it. Great read for 2021.
It is a book that goes on to cover real issues of family and selling; health and selling and many issues which can destroy selling career. It is book that allows you to apply as you read it. Great read for 2021.
October 22, 2024
If you're new to selling and want to read one book, make it this one.
Zig could have cut down on a chunk of the book and that's the only reason this isn't a 5 review. It's the 2nd book I read of his and the other book (Selling 101) was parts of this one and much shorter. If you're in a time crunch read that, but this has more information and a better pacing because you could easily understand.
For as old as the books are I can fully grasp why they're still so recommended in the sales industry.
Zig could have cut down on a chunk of the book and that's the only reason this isn't a 5 review. It's the 2nd book I read of his and the other book (Selling 101) was parts of this one and much shorter. If you're in a time crunch read that, but this has more information and a better pacing because you could easily understand.
For as old as the books are I can fully grasp why they're still so recommended in the sales industry.
June 27, 2017
It's a very good well rounded book with timeless principles.
A must read to all sales people. Tip to readers: The writing style feels old many examples and analogies do not fit modern times, but bear through it and read on as principles are timeless.
I especially love the fact that it does not only cover how to sell but also how to improve the home, our famoly and relationships, so that we won't be distracted and be more effective in selling.
A must read to all sales people. Tip to readers: The writing style feels old many examples and analogies do not fit modern times, but bear through it and read on as principles are timeless.
I especially love the fact that it does not only cover how to sell but also how to improve the home, our famoly and relationships, so that we won't be distracted and be more effective in selling.
August 18, 2020
Another good book from Zig Ziglar, the most eternal optimistic sales person I have known. What Dale Carnegie has been to public speaking definitely Zig Ziglar is for Selling. This book is a good read for both rookies to learn the tricks of the selling profession and seasoned veterans to add couple of tools to their tool box. The narrative is simple to understand and lot of anecdotes and personal experiences which Mr. Ziglar has used would make the reading simple.
July 26, 2017
This book is helpful to build selling skills. Consultative approach of a sales guy is very convincing. Old material but still its very relevant in today's era. Apart for selling it covers the personal aspects too. 4 Steps sales formula- needs analysis, needs awareness, needs solution, and needs satisfaction is the best.
October 19, 2018
Pretty outdated book with concepts for door to door salesmen. This book is relevant for the time it was written in, to that's the 80s, not anymore. With technology and time todays sales game is way different yhsn before. Zig also digresses to toics completely unrelated to the central theme of the book. Referring to a line in the book, I didn't get anything out of the book, just got out of it.
May 1, 2020
The book is a must read for all sales professionals, not only it focuses on techniques and ways that increases your sales and earnings, it also stresses on the importance of your personal life and how you can manage it in a way that will have a positive impact on your sales career as well!. The book is well rounded and easy to digest.
April 15, 2025
Certainly a valuable sales tool for any and all looking to truly make a huge step in the profession. Ziglar is among the best to do it in this craft and his insight is beyond valuable.
However, to blindly follow some of the aspects in this book would be foolish, as certain factors are now outdated. Still, an incredibly worthwhile read.
However, to blindly follow some of the aspects in this book would be foolish, as certain factors are now outdated. Still, an incredibly worthwhile read.
April 10, 2018
Zig Ziglar là một bậc thầy bán hàng theo quan điểm cá nhân của mình vì thông qua cuốn sách, tác giả đã truyền cảm hứng cũng như ý tưởng bán hàng mới cho mình. Hy vọng sẽ thực hành thành công các sáng kiến đó vào công việc.
February 3, 2019
I've never really read anything on Sales. Well except a few articles. This book came highly recommended by a friend who thought I needed it.
Like other of his books, this did not fail. I'm going to read it again.
Like other of his books, this did not fail. I'm going to read it again.
June 11, 2019
For me this was just a random nterest book r
Don't know anything about the subject, but some good stuff and lots - Lots - of filler.
He got pretty tiring. Pratling On about his wife- the redhead- was retarded.
Made selling seen pretty unattractive
Don't know anything about the subject, but some good stuff and lots - Lots - of filler.
He got pretty tiring. Pratling On about his wife- the redhead- was retarded.
Made selling seen pretty unattractive
August 21, 2019
Buenos consejos.
Me gusta la ética de trabajo y el gusto que siente por lo que ha hecho a través de los años. Solo que tiene un fuerte énfasis en ventas directas. Pero da buenos consejos.
Me gusta la ética de trabajo y el gusto que siente por lo que ha hecho a través de los años. Solo que tiene un fuerte énfasis en ventas directas. Pero da buenos consejos.
March 3, 2020
Sales Pro.
Every time I read this book I find something different from the previous reading. What I can say is that this book is an all time book and it is our success into sales profession.
Every time I read this book I find something different from the previous reading. What I can say is that this book is an all time book and it is our success into sales profession.
December 31, 2023
Un excelente libro si te dedicas a las ventas o tienes un negocio o piensas ponerlo o trabajas en un departamento comercial.
Deberíamos leer este libro desde la escuela
Muy buenas referencias escondidas en cada capitulo, solo que roma mucho tiempo leerlo
Deberíamos leer este libro desde la escuela
Muy buenas referencias escondidas en cada capitulo, solo que roma mucho tiempo leerlo
January 31, 2018
More detailed than a 1 semeter long sales college course :)
April 16, 2018
Its an amazing book on the concept of selling presented by a holistic approach. Ziglar emphasizes that it's a lifestyle that needed to be embraced in mental, physical and spiritual level.
October 8, 2018
A pesar de ser un libro de los 90’s tiene fundamentos muy buenos, generacionalmente pertenecen intactos.
November 15, 2018
Another Ziglar classics from the 90s.
January 2, 2019
Extraordinario
January 4, 2019
I read this years ago, and need to reread it to give an accurate review.
May 9, 2019
One I'll re-read over-and-over.
May 19, 2019
Si quieres aprender las técnicas de ventas. En este libro te enseña en dónde, cuándo y cómo hallar clientes potenciales o tal vez cómo controlar situaciones difíciles
November 11, 2019
I listened to the audio version of Ziglar on Selling, read by the author. I didn't finish it as it was repetitive, but Ziglar sells his ideas of how to sell with humor and vigor.
Displaying 1 - 30 of 61 reviews