How to Close Every Sale by Joe Girard

32 Pages·2011·2.58 MB·English

by  Arif Ismail

BY ARIF ISMAIL
013-3640043
Joe Girard
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Guinness Book of World Records as "World's
citation needed
Greatest Salesman"[ ]
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Averaged six new retail automobile sales a day (no
used automobiles)
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MMoosstt nneeww rreettaaiill ssaalleess iinn oonnee ddaayy ((1188 aauuttoommoobbiilleess))
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Most new retail sales in one month (174
automobiles)
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Most new retail sales in one year (1425 automobiles)
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Most new retail sales in 15 year career (13,001
automobiles)
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All retail, no fleet or wholesale, never in
management
Joe Girard
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Girard worked from childhood on.
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A high school dropout, he started working as a
shoeshine boy,
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a newsboy for the Detroit Free Press at the age
ooff nniinnee,,
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a dishwasher, delivery boy, stove assembler, and
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a home building contractor.
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In 1963, the then thirty-five-year-old walked into
a Detroit car dealership got terminated then
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at Merollis Chevrolet in Eastpointe, Michigan,
which he held until his retirement in 1977
Video
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Download a video from youtube “Joe Girard”
Contents
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Overcoming Sales Resistance
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Selling Yourself
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Assuming the Sale
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Reading Buying Signals
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Handling Objections
Nothing happens until something
is sold
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Nothing is sold until a sale is closed
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Create the NEED for your product
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Create the DESIRE to own it
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Good salespeople can sell any product
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Reason: you sell to people
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People buy people, NOT product
OVERCOMING SALES RESISTANCE
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People don’t like over aggressive salespeople
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Variety of reasons for resisting sales
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Poor image
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UUss vvss tthheemm
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Win-win
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Bad experience
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Informative & pro
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Value your prospect time
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Most salespeople are negative
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Everyone is a terrific prospect