How to Close Every Sale
by Joe Girard, Robert L. Shook, Robert Casemore
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Book Summary Information
Author: Joe Girard, Robert Casemore, Robert L. ShookEdition: Paperback
Audio: English (Unknown); English (Original Language); English (Published)
Published: 2002-06-15
ISBN: 0446389293
Number of pages: 208
Publisher: Business Plus
Book Reviews of How to Close Every Sale
Book Review: A Master Salesman shares tips.-- An almost forgotten book
Summary: 5 Stars
The guy that held the record for selling the most cars shares a lot of tips if you are willing to read this book.
Starting with maintaining a good image and associating with reputable companies, Joe lets you in on his feelings about various issues a salesman deals with.
** Using your ofice as a base of power and having a sense of humor are discussed at the beginning of the book.**
--Coming across as being sincere and letting the customer know they will love a deal they can get when dealing with you is then discussed. --
Assuming the sale, getting the customer involved, having them visualize being in the car, reading body language, being a good listener, and avoiding false presumptions are talked about. --
* Then he moves on to handling objections, and then overcoming procrastination. Finding out if you are dealing with a potentially serious buyer or a time waster is important and he gives you some advice here too. Maintaining Control of the sale, closing techniques, creating a sense of urgency are all in the book. You need to give the customer a reason to buy from you. *
Keeping in touch after the sale and having your buyers recommend you are two of the most important things a salesman can ever do. This is not talked about in a lot of sales books but it is in this one.
There are other books about selling cars, such as Cars and People: How to Put the Two Together, and it has different tips but overall I don't think Ziegler's Cars and People is as helpful when taken as whole. But I still think it has a lot of good insights and should also be studied. I rate it as 4 stars and this one as 5 stars.
** Selling cars can be profitable and fun if you let it be. Associate only with reputable people and have a good service dept. and you will have people wanting to deal with you specifically and that is a great situation to be in. **
Summary of How to Close Every Sale
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 and How to Sell Yourself, have a total of00,000 copies in print.Management & Leadership Books
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