How to Close Every Sale
by Joe Girard, Robert L. Shook
How to Close Every Sale
by Joe Girard, Robert L. Shook
Book Summary
- Building trust is foundational: Genuine relationships with clients often determine sales success more than product features.
- Persistence and follow-up: Consistent, thoughtful engagement with prospects increases the likelihood of closing deals.
- Understanding customer needs: Effective sales require deep listening to identify both expressed and unspoken desires.
- Personalized communication: Tailoring messages to the individual customer’s context enhances connection and relevance.
- Handling objections positively: Viewing objections as opportunities rather than barriers helps maintain momentum toward closing.
- Creating urgency without pressure: Encouraging timely decisions by highlighting benefits, not instilling fear or discomfort.
- Referrals as a growth engine: Leveraging satisfied customers...
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