Tài liệu How To Close every sale By Joe Girard and roBerT l. sHook ppt

About the Author

Joe Girard is one of those rare creatures: a

highly motivated man who can communicate his

inspiration and attitudes to others. For 12 straight

years Joe sold more cars and trucks than any

other salesperson. More as an individual than

most dealers sell in total. No other salesperson

has ever attained this title for more than one year,

and not for both cars and trucks. On January 1,

1978, Joe hung up his gloves and quit selling cars. During his selling

career (1963-1977), he sold 13,001 cars, all at retail. Most of his time is

now spent writing books, giving lectures, and sales rallies.

How To Close Every Sale

By Joe Girard and Robert L. Shook

Power Points

from Peter Lowe

IN T ROD U C T ION

Henry B. Wilson said, “He who finds dia￾monds must grapple in mud and mire

because diamonds are not found in pol￾ished stones. They are made.” Sales is a very

competitive field—it draws the best—and in turn demands

their best. And while some people may have more natural

selling ability, there is no question that great salespeople are

made—not born. So you constantly have to work on your

presentation, your product knowledge, and your close. Joe

Girard was the number one automobile salesperson in the

world for fifteen straight years, and when he speaks, all of us

in sales need to listen. So as you read this summary, I hope

that you’ll particularly note that:

• You are your company’s number-one product. No

sale happens without you—regardless of the inherent

strength of your product. So look the part, act the part,

and prepare for the part. Although people are repelled

by cockiness, they are attracted to winsome confi￾dence.

• You sell yourself first. As Debbi Fields said, “You don’t have to be

superhuman to do what you believe in.” So believe in yourself—it’s

essential for sales success.

• Conviction gives you power. It’s crucial that you thoroughly believe

in your product or service. The conviction of absolute certainty in

your product will give you confidence as you present and make

you convincing as you close. Besides, as someone committed to

providing the very best for your customers, you must make sure

that you are presenting exactly that.

Enthusiastically,

Closing a sale is the stage in the selling process where

salespeople meet the greatest difficulty. Joe Girard walks

the reader through fundamental selling principles and

experience-based insights guaranteed to help the reader

sell any product or service. These principles are grounded

on an important rule: becoming a successful salesperson

requires learning how to sell yourself first. This is because

buyers “buy into” the seller initially before they do the

product or service.

volume 75, number 87

G e t M o t i v a t ed S emina r s P r esen t s

Peter Lowe is Founder & CEO of Get Motivated Seminars

Field-Tested,

Can’t-Lose Techniques

to Win Lifetime

Customers—and Make

Every Sale Stick!

the net net

Fo r L e a d e r s e a d e r s a n d AAc h i e v e r s c h i e v e r s Wh o Wa n t t h e F ac t s . . . FAST

AST!