Dan Kennedy's Magnetic Marketing Podcast Secrets of Closing The Sale With Tom Ziglar
Sep 19, 2025
Tom Ziglar, CEO of the Ziglar organization and son of the legendary sales trainer, shares insights on maintaining his father's impactful legacy. He discusses how growing up in the Ziglar family instilled a deep passion for sales and motivating others. Tom emphasizes the importance of trust and integrity in overcoming objections and how timeless selling skills still apply in today's media landscape. He also advocates for assertive closing as a moral duty, ensuring solutions truly benefit customers.
AI Snips
Chapters
Books
Transcript
Episode notes
Life-Changing Business Moment
- Tom Ziglar learned sales moving from warehouse to making cassettes to inbound phone sales, which shaped his career path.
- A fan's story at an Amway event made him realize they're in the life-changing business, not the book business.
Trust Is The Primary Buying Objection
- Integrity and reputation create trust, which is the biggest single reason people don't buy according to Ziglar's framework.
- Seth Godin framed this as "scalability of trust," turning trust-building into the central marketing objective.
Pre-Sale Work Determines Closing Success
- Everything before the sale—marketing, positioning, and trust—often determines whether closing techniques will work.
- Who you are to the prospect matters far more than product features when it comes to income potential.
