Rating

8

Qualities

  • Applicable

Recommendation

How does a shoeshine boy, a high school dropout from Detroit, become the "World’s Greatest Salesman" (according to the Guinness Book of World Records) and hold that title for 12 consecutive years? Joe Girard, the author of this lively autobiography plus sales manual, did it by learning the basic tenets of car sales and then - through instinct, hard work and trial-and-error - improving each tactic. He devoted himself to bringing prospects in the door and converting them into life-long customers. Girard shares his selling techniques in a short, easy-to-understand, step-by-step book that has helped thousands of people increase their sales since it was first published in 1977. You’ll learn how to make cold calls, build customer profiles and client lists, bring in prospects and close the deal. The vernacular is somewhat dated, but the sales techniques are timeless. getAbstract.com believes this classic has a place as a well-thumbed resource in any salesperson’s library.

Summary

"The World’s Greatest Salesman"

I made it into the Guinness Book of World Records in 1973 by selling 1,425 cars. And, I held that record for 12 consecutive years. How did I do it? I did it by believing that both the buyer and the seller should walk away from a sales close feeling good about the transaction. Selling is an ongoing process. If you handle it professionally and honestly, a sale will earn you more than your costumers’ money; you’ll get their friendship and future business as well.

"Look Back to Learn How to Look Forward Better"

I was born in poor circumstances on the lower east side of Detroit in 1928. My father beat me repeatedly and told me that I would never amount to anything. I heard his voice and those words ringing in my ears my whole life. I started shining shoes when I was eight years old. I also started delivering newspapers. Even the small amount of money that I could earn was important to my family. My love for selling was born when I entered a contest run by the newspaper. The paper promised a case of soda to anyone who could sign up a new subscriber. I was inspired by the idea of free soda and indefatigable in enlisting subscribers. ...

About the Authors

Joe Girard wrote How to Sell Yourself, How to Close Every Sale and Mastering Your Way to the Top. He is the only salesperson inducted into the Automotive Hall of Fame and a frequent motivational and sales speaker.


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