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- Title: Secrets of Closing the Sale: BONUS: Selling With Emotional Logic
- Author: Zig Ziglar
- Narrator: Zig Ziglar
- Length: 17:03:04
- Version: Abridged
- Release Date: 01/12/2015
- Publisher: Ascent Audio
- Genre: Business & Economics, Career Development, Sales & Retail
- ISBN13: 9.78E+12
There’s something profoundly intimate about hearing wisdom delivered directly from its source. As I listened to Zig Ziglar’s warm Southern drawl share his ‘Secrets of Closing the Sale’ while riding a packed subway in New York, I was transported back to those Oaxacan evenings where storytelling wasn’t just communication – it was communion. This audiobook isn’t merely about sales techniques; it’s a masterclass in the art of human connection, narrated by one of history’s most legendary communicators.
The moment Ziglar’s voice filled my headphones, I recognized that distinctive blend of folksy charm and razor-sharp insight that made him America’s sales coach. His narration carries the weight of lived experience – you can hear the smile when he shares anecdotes about his early failures, the measured pause before delivering a crucial insight, the infectious enthusiasm when explaining his famous ‘wheel of life’ concept. It’s this authentic vocal performance that transforms what could be dry sales theory into something approaching oral literature.
What struck me most was how Ziglar’s approach mirrors what I’ve observed in the world’s great marketplaces – from the spice traders of Marrakech to the fishmongers of Tokyo’s Tsukiji market. The best sellers, like the best storytellers, understand that transactions are ultimately about trust and emotional resonance. His concept of ’emotional logic’ particularly resonated with me – that moment when he explains how ‘people buy on emotion and justify with logic’ took me back to watching my abuela negotiate at our local mercado, instinctively understanding what each customer needed before they did.
The audiobook’s structure follows what I’d call a ‘campfire progression’ – each of the twelve sessions builds naturally on the last, with Ziglar’s folksy metaphors (‘selling is like planting seeds in a garden’) creating memorable mental images. The bonus material on emotional logic feels particularly relevant today, when so much sales communication happens through screens. Hearing Ziglar describe voice modulation techniques reminded me of learning to project my voice during storytelling performances – that physical awareness of how tone and tempo affect connection.
Some particularly powerful sections:
1. The ‘700 questions’ chapter unfolds like a master artisan showing his tools – each question designed to uncover needs the prospect might not have articulated
2. His explanation of ‘word pictures’ transported me back to Chilean campfires where storytellers would paint scenes with words alone
3. The objection-handling techniques read like diplomatic strategies I’ve observed in cross-cultural negotiations
While the content is timeless, I did notice some contemporary gaps – there’s little about digital sales channels or remote selling. But what makes this audiobook special is how Tom Ziglar’s updates bridge that gap, showing how these human-centric techniques translate to our tech-driven world.
The audio production deserves special mention. Unlike many business audiobooks that feel sterile, this recording preserves the live-wire energy of Ziglar’s seminars. You can hear audience reactions at key moments, creating that magical ‘you are there’ quality I’ve only otherwise experienced in exceptional podcast storytelling. The bonus session on emotional logic feels particularly intimate, like getting private coaching from the master himself.
For listeners familiar with modern sales books, you’ll find Ziglar’s approach refreshingly human-centered compared to data-driven contemporaries. Where others teach systems, Ziglar teaches connection – it’s the difference between reading about a place and actually tasting its food, hearing its music, feeling its rhythm.
As someone who’s built a career on understanding human stories, I found unexpected wisdom here that applies far beyond sales. The sections on empathy and self-image could easily be retitled ‘how to connect with any human being,’ while the questioning techniques mirror what I use when interviewing subjects for my travel writing. This is why, weeks after listening, I still find myself applying Ziglar’s principles – not just in business, but in every meaningful conversation.
With roads yet to travel and stories yet to hear,
Marcus Rivera
