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Type of bind: Paperback
Dewey Decimal Number: 658.85
EAN num: 9780446389297
ISBN number: 0446389293
Label: Business Plus
Manufacturer: Business Plus
Quantity: 1
Page Count: 208
Printing Date: June 15, 2002
Publishing house: Business Plus
Sale Popularity Level: 66928
Studio: Business Plus
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Editor's Notes and Comments:
Product Description:
Joe Girard, bestselling author of How to Sell Anything to Anybody, takes readers step-by-step through the selling processstraight past the gatekeeper and into the prospects office.First published in 1989 by Warner, HOW TO CLOSE EVERY SALE is back with timeless sales advice.Teaching readers how to overcome objections and how to close even the most difficult sale, here are the inside tips, the philosophies, the fundamental principles, and the crucial fine points many salespeople overlook. Joe Girard explains how to make a prospect feel obligated to buy the product. He discusses how to recognize the right times for subtle high-pressure tactics and how to go double or nothingand close that sale now or never! Whether its casual browsers or professional buyers, the worlds greatest salesperson will show readers how to turn every prospect into a closed sale, doubleeven tripletheir income, and become the number-one salesperson in their field.
User popularity level:
Rated by buyers 
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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 humour 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. **
Rated by buyers -
He's literally the World's Greatest Salesman, who has actually been in the field and achieved great accomplishments in sales himself, vs other gurus who simply do great at selling their books & audiobooks. He's the best, period, and he shares his knowledge with you in this book.
Rated by buyers -
This book helped me understand other methods of closing sales. I was able to relate because I was in auto sales in the past. I think this book should be in every auto salesmans possession. Im no longer in auto sales but in takeaway sales. This book doesn't touch base on that type of sale. I still recommend to anyone in general sales.
Rated by buyers 
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Joe Girard has an impressive record as a salesman, a fact to which the reader is treated at regular and frequent intervals throughout the book. Self-aggrandizement notwithstanding, this book left me quite convinced that car salesmen have earned every bit of their sleazy reputations.
I suppose that if you sell products for a living, there are some useful (although hardly novel) techniques highlighted in this work. That said, I'm not sure how Girard draws a distinction between himself and the myriad other "super-salesmen" authors on the market today...I certainly couldn't.
Beyond the general feel of the author's style and content, there are other cautionaries to relay. For instance, there is virtually no use in reading this book if you sell expertise or advisory services of any kind. Likewise, if you're a stickler for principle-based selling, this might not been the read for you.
To state the matter plainly, this book is replete with petty dishonesties that are pawned off on the reader as "techniques" of one variety or another. Finally, the reader should note that Girard's text presupposes a fairly unsophisticated buyer, so if that doesn't match your clientele, then you might want to keep browsing the bookshelves. In sum, if you're not selling products in a high-pressure, high-volume environment, there's nothing here particularly new or appealing from Mister Girard. This reviewer strongly recommends that you find another seller...
Rated by buyers -
This book Increased My Sales in my Business by 300% within 1 month. This book is a must for any serious business Person.
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