The world’s greatest salesman presents the definitive guide to effectively closing any sales presentation. Girard’s previous titles, How to Sell Anything to Anybody . Issue Date: Sales Success May 1, , Posted On: 5/6/ A way to close every sale. By Joe Girard Closing a sale in the showroom is the most crucial part of. 6 Oct What does selling mean? Whenever a customer acquires something, with a commitment to pay for it, a sale occurs. In every case, this is a.

Author: Faukora Gardashakar
Country: Botswana
Language: English (Spanish)
Genre: Love
Published (Last): 22 August 2007
Pages: 133
PDF File Size: 13.94 Mb
ePub File Size: 3.88 Mb
ISBN: 255-2-75686-768-2
Downloads: 49266
Price: Free* [*Free Regsitration Required]
Uploader: Sharamar

Humberto rated it it was amazing Feb 10, By Michael George Knight β€” 4 months ago. On the first, offer a low-priced alternative or financing scheme. You must be a customer, too. Quite a number of salesmen have the habit of negative thinking.

If you’re salesperson, you must read it! Of course such things as quick chillers and other amenities can say this to the shopper as well.

Remove any form of negative thinking. Lyndon rated it liked it Aug 01, Use humor wisely, with a lot of discretion and caution, as well as good taste. Make subtle statements that assume the sale. Binamarie21 rated it really liked it Aug 17, Great Deals While They Last.

How to Close Every Sale | Joe Girard | Book Summary |

Provide the prospect an opportunity to experience the product or service. Remember in addition to selling yourself, you must also sell your vehicles and the reputation of your dealership. Choice of Closing Techniques Assumptive close. Moreover, a sales person generates referrals in the process. Rather than words, photos placing the product in the consumption or usage scene of the social β€” or family β€” group, would be more effective.


Keep in contact with customers, building solid relationships in the process. Listen to the client as he states the reasons why.

This principle reinforces what we say about focusing on the top sellers. It is best to generate orders large enough to make the work worthwhile.

How to Close Every Sale by Joe Girard

I wish my spouse would buy me one! This negative attitude is likely to influence the sales transaction and relationship with the customer. Here we need to return to the device of The Amazonian Ghostwhere we have to project ourselves into the aisle, with the shopper, even though we cannot be there with them personally, while they are making their selections.

Create the scenario for big orders. Dec 12, Rick rated it really liked it Shelves: Where they go in the store, how long they spend doing anything, exactly what they buy, their reaction to all the media and non-media in the store, etc. Being a Good Listener “It’s too bad they don’t teach us more about listening in school.

How to close every sale / Joe Girard with Robert L. Shook – Details – Trove

Use a quote or deliver the right words of wisdom at the appropriate time. Understand the law of diminishing return. It’s all about listening to the shoppers. Sorry, maybe again next year! Feb 12, 3li rated it really liked it.


Lists with This Book. Here the prospect is told that it is a big mistake not to buy immediately but under the worst possible scenario only a minor mistake to do so. Little mistake versus big mistake. Follow the leader close. I read this many years ago, and I wasn’t a salesman so I don’t even recall why I read it. Weed out false objections from real objections.

The prospect lacks the confidence to make the decision. This includes the idea that haggling and confrontation are involved, and people’s inherent discomfort about saying no. Make the customer feel good about the entire transaction. Overcome the six most common objections that include: Which lodging would you like to stay at…?

Know How to Read Buying Signals Misguided salespeople believe that knowing how to read buying signals is a natural talent that cannot be taught. No trivia or quizzes yet. This indicates assuming the sale. Show them how acting now has advantages.

A professional salesperson understands salf the prospect thinks and feels by listening. The Prospect’s [Customer’s] Time is Valuable “Every sales person has had it drilled into his or her skull that time is money and should be valued accordingly.