How to Sell Anything to Anybody
How to Sell Anything to Anybody
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Product Description
-- Joe Girard
In his fifteen-year selling career, author Joe Girard sold 13,001 cars, a Guinness World Record. He didn't have a degree from an Ivy League school -- instead, he learned by being in the trenches every day that nothing replaces old-fashioned salesmanship. He insists that by building on basic principles of trust and hard work, anyone can do what he did.
This bestselling classic has helped millions of readers meet their goals -- and you will too. Joe will show you how to make the final sale every time, using the techniques he has perfected in his record career. You too can:
CREATE A WINNING GAME PLAN FROM LOSING SALES
KNOW THE FIVE WAYS TO TURN A PROSPECT INTO A BUYER
MOVE PAST THE CUSTOMER'S LAST HURDLE TO CLOSE THE SALE
SELL AT A LOSS AND MAKE A FURTUNE
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Rating
I got this book to help me with sales but it was much more than I bargained for. At one point the book had me in tears, at other times I was laughing. Joe Girard came from the school of hard knocks and shares some personal stories that blow me away. Despite it all he rose above and became the top car salesman in the world. His style is people oriented. He is charismatic. I enjoyed this book.
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J. Girard lays the business out where it should be: Sales is not for the faint of heart and the only way to truly succeed is to win the customer, close the customer, then pay the customer to send you more customers. His best advice: It is better to sell more product with a smaller commission than sell less and have to max out every deal. Also that every sale is really made to 250 people (even though that is less now because people are less connected). The book was funny because the prices on the cars and services was very oudated in my copy.
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Read this book if you want to learn the single most important quality for success in sales – HABITS. Girard goes over how he became successful through the employment of good habits. He also shows how others waste opportunities at success. This is an old book, but one that will never lose relavence!
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This book offers a deep insight into the most amazing life achievements of a man called Joe Girard. I enjoyed the author’s great sense of humour, which made the book a fun to read. His obvious passion for life and selling cars, would surely inspire anyone who is interested in improving their sales technique. A great read for anyone wanting to sell their soul. Jo Sea
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Joe Girard turns his abusive childhood identity into what drives him to be successful. He proves that it is not what has happened to you. It’s what you do with what has been done to you. Joe answered so many questions that I had about cold calling; mailing lists; asking for the money; and getting the support of others in a way that benefits everyone.
Even though he made the Guinness Book of Records for selling cars, this is applicable to selling seminars, coaching sessions, and other non-tangible services.
I just finished reading this book. Before finishing, I have already profited from his “birddog” system. This system teaches you how to get satisfied clients, and others to bring others to you.
When he say’s, “among our kind of salesman, I am the world’s greatest,” at first I though he was being stuck on himself. But, I kept an open mind, took notes, both in the margins and in my notebook. And I really experienced within 2 days of reading this little book that — He really is the greatest.
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This is a man who had a horrible childhood who at age 37 turned his life around when it came down to the sale to mean that he would be able to buy groceries for his starving family. He has a street wise humor and wisdom, mixed with a millionaire’s faith in what sells can do for everyone.
Reading this little book helped me take on a saleperson’s identity in that he seemed to understand hesitations that I had that had prevented me from closing deals as a self-employed person. Also, his “birddog system,” where he teaches you to easily receive referrals from others, even if you have not done business with them.
Read this book no matter how many books you have read on this subject. You will become more confident, creative and wealthy.
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As with many of the other sales training book reviews I’ve written, and speaking as the editor/author/publisher of the world-famous series of books/audios/videos/newsletters/seminars entitled “The Closers,” I am constantly amazed at the number of so-called “salespeople” who knock the older masters of selling, Joe Girard and his classic book “How to Sell Anything to Anyone” among them.
Joe Girard is a legend in the field of selling for good reason. And if you have any desire to move to the top of our profession, you should buy any and/or all of his material before the sun sets over your city tonight!
And by the way, here’s a challenge for all of those “salespeople” who find Joe’s material “out of date”: Let’s all compare IRS returns! I’ll bet Joe and/or I will win.
Repeat: “How to Sell Anything to Anybody” is a “must have” in your sales training library!
Note: You may have noticed that all of my book reviews carry “5 Star” ratings (*****). But that’s not the sign of a “soft reviewer.” I only review books to which I can honestly give a “5 Star” rating. You may assume, therefore, that any sales training/self-improvement book without my “5 Star” rating is either something less than “5 Star,” or I may haven’t gotten to it yet . . . and there are certainly plenty of those!
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This book is a must for those new to the selling field and a smart investment for those that are not “All They Can Be”. I have been suggesting this book for about 25 years and made it required reading for my sales force.
As in all sales books there are chapters that will rub you the wrong way but you paid the money so try Joe’s methods for 21 consecutive days and if they do not bring results then set them aside and use what does work.
The chapter regarding the “Water Cooler” is worth the price of the book. If you think this is old hat remember “There is nothing new to Selling” maybe new ways to do old things and new names for old methods. I have often wondered what sales records Doug Edwards, Red Motley and the “Old Timers” would have set if they had the self checks we have today to keep us on track.
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If you are looking for a big on tips, tricks and tactics for improving your sales then this may not be the best for you.
If on the other hand you believe that some basic fundamentals, executed continuously and well is the road to success, then read on.
Joe Girard is in the Guiness Book of Worlds Records as the worlds greatest salesman. Working at a Detroit area Chevy dealership he has sold more cars than anyone, and it is really based on fundamentals.
Focus on the customer, ask for the referral, word of mouth, and making a memorable impression. That may sound simplistic and there is much more to the book than these few things.
Girard treats being a salesman as a calling and profession not just a job and his results speak for themselves.
Read Girard, put it down for a time, then read it again and let it sink in, and the wisdom of his experience will come to light for you.
Cheers!
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I heard about this book years ago, but I never took time to read it. Actually, I thought the book was too old to be relevent. I saw the book in Charlotte recently and was suprised when I thumbed through it. First of all, the comments on the cover got my attention: “World’s Greatest Salesman” and “The Guiness Book of Records.” If that wasn’t enough, his writing captured my interest immediately. Joe Girard is straight up and honest. I love his style. I have to admit, some of it is a little bitter to swallow because he tells the truth and hold no punches. He hits the soft spots of procrastination and fear of rejecton, however, most of his teaching goes down easily, tickling my funny bone in the process.
Joe Girard knows what the everyday salesperson goes through and his teaching style easily reflects it. When he is in “teaching mode,” I can easily imagine him standing in an auditorium, possibly pacing the floor with his wireless microphone on how to become a better salesperson. When he is in his “storytelling mode,” I can picture him sitting beside me telling one of his great stories about what he went though on his way to the top. For example, he mentioned his very first car sale. He didn’t remember his customer’s name or even the name of the car he sold, but what he remembers was that the customer worked for Cocoa-Cola. He associated Cocoa-Cola with groceries because he had to make that sale so he could feed his kids! He was “hungry” for that sale in more ways than one. Every time I opened the book, his words would grab my attention, and every time I closed the book, his teaching points would stick with me. One of the most important parts of the book was the story about his dad. While Joe was young, Joe’s father would beat and berate him constantly, telling Joe that he would never amount to anything. At the end of the story, he writes: “you’re probably wondering what this has to do with how to sell. Well it has everything to do with how attitudes get planted in your head.” That is deep.
I am faced with many people how have a problem with getting over self-esteem issues and fear of failure. Selling is fun, especially with a product that you are passionate about. However, it has its stuggles too. Sometimes we are surrounded by those who have lost their own dream in life. It has been a struggle of my own, living in the South, seeing those who do not see beyong their own struggles in life, day to day, year to year. The point about his dad and overcoming those self-defeating attitutes was so deep I had to close the book and “digest that nugget for awhile.” It is hard to see people with the potential to achieve greatness to give up on their dreams and quit. No, selling is not always easy, in is the process of working hard, treating people right, and working with integrity, we are in fact, achieving greatness, even if those riches have not yet manifested. That is one of the great keys in this book. I am a bit ashamed that I have not read it earlier. Kudos, Joe Girard. You knocked this one out the ballpark, and thus, I recommend this book to every salesperson.