How to Close Every Sale

by Robert L. Shook, Joe Girard, Robert Casemore

Book Overview

Learn how to win customers and turn every prospect into a closed sale.This step-by-step guide takes the reader through the selling process. The author sets out to show how to overcome objections and... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0446389293
• Release Date: September 1989
• Publisher: Business Plus
• Length: 208 Pages
• Weight: 1.65 lbs.
• Dimensions: 8.0" x 0.5" x 5.3"

Customer Reviews

A Master Salesman shares tips.-- An almost forgotten book

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. **

A Must Read For Every New Car Salesperson

If you're new to the auto sales business get this book and read it and use the techniques that Joe describes and you will see your sales/closes increase dramatically- on the other hand if you've been in the business for some years-don't bother because you have developed so many unprofessional and negative habits to the point that you would not understand the value of this book and will continue your gypsy like existence of going from dealership to dealership for employment. But if you're new,young,fresh and open minded, this book will be a great aid to selling and above all respecting the customer.

The Sage Speaks

I have read some of the reviews for this book and thought I would throw in my 2 cents. I have had the audio version of this book in my car for the last two years. I imagine it is like having your successful uncle ride along with you, giving you information and tips you immediately understood were priceless but did not have time to write down or were desperate to remember later. Sure his information is very basic. Yet, it serves as a constant reminder to any sales professional that selling is really about understanding some very rudimentary motivations and making sure your product/service meets those needs. Oh by the way, thanks Joe - I am #1 in my territory and customer referrals bring in a constant flow of new business.

Highly Recommended!

Author Joe Girard provides a view of traditional sales strategies. He presents every step in the sales process and offers advice about every obstacle that you are likely to encounter. While his impressive credentials and experience qualify him to speak and write about successful sales techniques, these strategies, as presented in this book, may backfire when used on today's savvy consumers. Nearly every one of the author's suggestions involves obvious sales one-liners, maneuvers, and psychological tricks that today's marketing-saturated consumer is either immune to or would see right through in an instant. Although written in great detail with plenty of useful examples, this book serves best as an adjunct to other reading material on the subject. We at getAbstract recommend this book to anyone who has to sell a product or service and wants basic information.

With respect to selling, this book has it all.

I was assigned this book by my boss to gain any information usefull to me for selling purposes.This book had so many great tips and usefull common sense reminders that I was just amaized.Anyone in sales will learn something from reading this, guaranteed!