BY ARIF ISMAIL

013-3640043

Joe Girard

Guinness Book of World Records as "World's

Greatest Salesman"[citation needed]

Averaged six new retail automobile sales a day (no
used automobiles)
Most new retail sales in one day (18 automobiles)
Most new retail sales in one month (174
automobiles)
Most new retail sales in one year (1425 automobiles)
Most new retail sales in 15 year career (13,001
automobiles)
All retail, no fleet or wholesale, never in
management

Joe Girard

Girard worked from childhood on.

A high school dropout, he started working as a
shoeshine boy,

a newsboy for the Detroit Free Press at the age
of nine,

a dishwasher, delivery boy, stove assembler, and

a home building contractor.

In 1963, the then thirty-five-year-old walked into
a Detroit car dealership got terminated then

at Merollis Chevrolet in Eastpointe, Michigan,
which he held until his retirement in 1977

Video

Download a video from youtube Joe Girard

Contents

Overcoming Sales Resistance

Selling Yourself

Assuming the Sale

Reading Buying Signals

Handling Objections

Nothing happens until something

is sold

Nothing is sold until a sale is closed


Create the NEED for your product

Create the DESIRE to own it


Good salespeople can sell any product

Reason: you sell to people

People buy people, NOT product

OVERCOMING SALES RESISTANCE


People dont like over aggressive salespeople

Variety of reasons for resisting sales
 Poor image
 Us vs them

Win-win
 Bad experience

Informative & pro
 Value your prospect time
 Most salespeople are negative

Everyone is a terrific prospect


Hard to say no

Need for your product

Excel in presenting the product

Sincerity

Conviction

Selling yourself


Sell the worlds no 1 product

 ---

Sell your company

 Good association

Being sold in what you sell

Positive thinking realistic thinking

Visualising
 What you visualise becomes reality


A winning self-image
 If you think of yourself as a very important person,

the other guy will see you as a VIP, too

 Body language
 Facial expressions

Be prepared
 Know more about your business strength &

weaknesses
 Become an expert


The appearance of success

 Dress
 Office
 Car

Peoples confidence level is strongly influenced

by appearances

The invisible sign make me feel important!

Selling on your own turf
 Award
 Photos
 Order forms


Having a sense of humor - wisely

 If you offend people, youll lose them forever

Gifts of obligation

Sincerity
 Caring about your customer
 Believing in what you sell

How to generate sincerity visually

 Never use sunglasses
 Look in the eye. Look at their lips

Sincere people are not greedy

ASSUMING THE SALE



Assume, Assume, Assume

Subtle statements that assume the sale
Either/or questions
Dont you agree, En Ahmad
If you are selling to two or more people
 Get YES from one first
 Then get YES from the second

Get the prospect into the act

 Paint the vivid picture


Sometimes doing nothing means YES

 When you rent a car - sign if you dont want insurance

coverage

Using the right words

 WHEN instead of IF
 WE and LETs

Assuming the Sale on Repeat Orders

 Take the bull by the horn
 Its time to sell PIDF. With the proceeds we could buy

Ittikal.
 Dont ask Do you want to sell or Do you want to
buy

READING BUYING SIGNAL


Dont read between the lines

Avoid stereotyping

Observe tangibles
 Previous purchase

Get the prospect into the act and OBSERVE

Being a good listener
 What are the monthly payment
 Which do you recommend
 What s the difference


Reading the profesional buyer

Observing customer in social environments

Study the ego

HANDLING OBJECTIONS


Objections are part of the business

Objections are expression of interest

Real objections vs False objections

Never back a prospect into a corner

Overcoming the 6 most common objections

I cant afford it

I want to talk it over with

my spouse

I have a good friend in the

business

I want to shop around

Leave me some literature,

and Ill get back to you

I dont want to buy your

product because

I dont have the money at

this time

Answer the objection and

close the sale