Zig Ziglar Secrets of Closing the Sale

Price vs Cost - Zig Ziglar's Secrets of Closing the Sale

Posted March 1, 2022 in
Book Readers and Book Clubs Book Readers and Book Clubs

Connor DeLaney

"If you’re not prepared to be wrong, you’ll never come up with anything original."

I just finished reading Zig Ziglar's Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes! and absolutely fell in love with the Price vs cost discussion (and honestly this book as a whole).

What's the difference between price and cost?

Price is a one-time agreement, right at the initial purchasing decision. The cost is the long-term quality for the entirety of the agreement, including upgrades, repairs, improvements, etc.

Zig provided the example of buying a bike at a price of $64 vs a $34 bike. They bought the $34 bike but it cost them much more over time to repair, making the cost much higher than the $64 bike. Seeing that difference brought me a ton of clarity on the true intentions and hesitations of a buyer. 

My takeaway: If someone is concerned about Price, dig deeper to see if that true worry is about price or if it's really about cost (value long term). 

Has anyone else read this book before or applied this principle? Definitely, something I'm thinking about more and more...
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Bernie Mitchell
I got the audio of this - it's only 4 hours ;-) 

The price conversation has always been a weak point for me.
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Connor DeLaney
I listened to the series as well  Bernie Mitchell  really cool to hear it in a speaking engagement feel vs reading the book line for line. Made it so much more engaging because the energy is there!

It's been a similar experience for me, but learning and growing each day!