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Closingasaleisthestageinthesellingprocesswheresalespeoplemeet the greatest difficulty. Joe Girard walks the reader throughfundamental selling principles and experience-based insightsguaranteed to help the reader sell any product or service. Theseprinciples are grounded on an important rule: becoming asuccessful sales person requires learning how to sell yourself first.This is because buyers “buy into” the seller initially before they dotheproductorservice.Many individuals do not like being sold to. Nor do they particularlywarmuptosalespeople.Poor public image of salespeople. There is a prevailingpublic perception that sales people are unscrupulous,scheming,obnoxious,slickandsmoothtalkerswhosimplywanttogetthecustomers'money. An “Us - Them” selling relationship. Sales presentationsand negotiations become contests between sellers andbuyers. Herebothpartiesbecomeadversariesratherthanteammatesorallies. Ifthesalespersonclosesthesale,theseller wins while the buyer loses. If the buyer walks away
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How To Close Every Sale
owToCloseEverySale
Author:Publisher:Date of Publication:ISBN:Number of Pages:
208 pagesJoe Girard and Robert L. ShookWarner Books Inc.04463892931989
About theAuthor 
bouttheAuthor
The Big Idea
heBigIdea
Joe Girard
oeGirard
Joe Girard is the man The GuinnessBook of World Records calls theundisputedWorld’sGreatestSalesman.He hailed from the Detroit ghettos andworked his way up the ranks to becomethe #1 Car Salesman in the world for 15straightyears.Astheauthoroffourbest-selling books, Joe has inspired over eight million worldwide with his practicalwisdom on building on success.. Among his top books and tapes thathave helped over eight million readersand listeners achieve success are:Girard leaves us with his philosophyfrom a sign he has hanging on his officewall that reads: "The secret of life is towhat you want, it down, thento accomplishing it."
How to SellAnything toAnybody, How to Sell Yourself and How to Close Every Sale.know writecommit yourself 
Published by BusinessSummaries, Building 3005 Unit 258, 4440 NW 73rd Ave, Miami, Florida 33166©2003 BusinessSummaries All rights reserved. No part of this summary may be reproduced or transmittedin any form or by any means, electronic, photocopying, or otherwise, without prior notice of BusinessSummaries.com
Principle One: Understand Why There Is Sales Resistance
rincipleOne:UnderstandWhyThereIsSalesResistance
 
fromthetransaction,thesellerloses.Priorbadexperiencewithsalespeople. Mostbuyershavehadtheirshareof sales encounters with unprofessional, manipulative, double-dealing salespeople.Salesperson'sinsensitivitytocustomertime.Salespeopleknowthattimeismoney but they understand it from their own viewpoint and not from thecustomer's perspective. Thus, some have difficulty respecting customer'stime.Negativity in salespeople. Quite a number of salesmen have the habit of negative thinking. They believe that prospects do not really mean to buy.This negative attitude is likely to influence the sales transaction andrelationshipwiththecustomer.Saying no is difficult for potential customers. People do not like to be insituations where they have to say no. This is why setting a salespresentationissometimesdifficult.Recognize that you are your company's number one product. Salespeople mustlearntomakeadifferencewiththeprospect. Itisimportantthatpotentialcustomerslikeandbelieveinthesalespersonfirst.Sell the company's reputation. This helps establish credibility for oneself particularly if the company name is a familiar brand name. Beingassociatedwithareputablefirmerasesdoubtsaboutdoingfuturebusinesswithastranger.Successfulsalespeoplebelieveinwhattheyareselling. Anexcellentsalespersonisonehundredpercentconvincedabouttheproductorserviceheiscarrying. Thesalespersonbelievesthatitisthebestvalueofitskind.Itisanadded advantage for the salesperson to show and let prospects know he isusingthesameproductorservice.Turnpositivethinkingintorealisticthinking. Believethatonecanselltoeveryprospect. Removeanyformofnegativethinking.Visualize. Pictureone'sself,completingthesale,theclientsigningtheorder form and handing over a check payment. Remember, what is visualizedbecomesreality.Create a winning self-image. Apositive self-image influences other peoplebelievetobelieveinyou.Preparedness. Know everything about the product, company andcompetition. This helps create confidence during the presentation andnegotiation while stirring a positive self-image. Being unprepared can onlycreatefeelingsofdistraction,anxiety,andguiltleadingtoapoorself-image,andawasteofvaluableclienttime.Create an appearance of success. . A professionalappearance goes beyond clothing. It covers the entire spectrum of office
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SellingOneself 
Look professional
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Principle Two: Begin With Selling Yourself 
rincipleTwo:BeginWithSellingYourself
 
How To Close Every Sale by Joe Girard & Robert L. Shook
owToCloseEverySalebyJoeGirard&RobertL.Shook
 
designandspace,transportation,etc.Make the prospect feel important. Let the customer feel the sales person'ssincerity.Whenaprospectfeelsimportant,heislikelytogivethebusinesstothe caring salesperson even if that sales person's proposal was originally asecondorthirdoption.Sellonyourownturf. Invitecustomerstoyourofficeifthisisanoption. Usethe office venue to sell one's self subtly. For example, walk the customer through the office space and walls lined with framed pictures of citations,newspapers and articles, etc. acknowledging your firm's accomplishmentsandgoodreputation.Bringasenseofhumortothesalespresentation. Nonetheless,usehumor attherighttimetorelaxandmaketheprospectfeelcomfortable. Usehumor wisely,withalotofdiscretionandcaution,aswellasgoodtaste. Allocate a budget for gifts. Give prospects and customers relativelyinexpensivegiftstomakethemfeelhowimportanttheyare.Be sincere and honest. Make clients feel that one can be trusted. Do notmake promises that cannot be kept. Avoid false flattery. Visual signs of sincerity include establishing eye contact when speaking to prospects aswellaslisteningwhilegivingthemacomplete,undividedattention.Makethecustomerfeelgoodabouttheentiretransaction. Donotmaketoomuch of a profitable deal that the client would not want to engage in repeatbusiness.Make the assumption that people who listen to sales presentations are interestedenoughtowanttobuytheproduct. Thus,throughoutthesalespresentationuntilthesaleisclosed,keepassumingthatthesalehasbeenmade.Make subtle statements that assume the sale. When the prospect objects,ask for the specific reason and address the objection. Once it has beensubstantially answered, assume the sale and make another attempt toclose.Offer the prospect a choice of actions that he can take. This indicatesassuming the sale. For example, “Do you want the red or blue model?” or “Wouldyoupreferyourpackagedeliveredbyfreightorbyair?”Provide the prospect an opportunity to experience the product or service.When selling a car, ask the customer to sit behind the wheel. When selling jewelry, slip the ring onto the customer's finger, or assist her in trying on anecklace.Use the right words that assume the sale. Use instead of For example, say, Use and This way, theprospectdoesnotfeelbeingleftalonetomakeamajordecision. Assumethesaleonrepeatorders. Continuetogiveyoursatisfiedcustomer outstandingservice.
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HowToAssumeTheSale
when if.“When you own this car”. we let us.
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Principle Three:Assume The Sale
rincipleThree:AssumeTheSale
 
How To Close Every Sale by Joe Girard & Robert L. Shook
owToCloseEverySalebyJoeGirard&RobertL.Shook
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honorablegovern

Thanks. Great tutorial mate... Here's the Video Tutorial: http://bit.ly/cXQPGN - If you prefer video like myself. Don't get me wrong, I still like ur tutorial!

reply04 / 21 / 2010
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