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كيف تبيع أي شيء لأي إنسان : مهارات البيع والتعامل مع العملاء
- ضاعف ما تبيعه 250 مرة
- حول الصفقة الخاسرة إلى خطة للمكسب التالي
- تعرف على الطرق الخمس التي تحول بها الصفقة من مجرد احتمال إلى عملية بيع وشراء
- تعلم وضع عقبات البيع وراء ظهرك أنت والعميل لإنهاء الصفقة بنجاح
- بع بالخسارة واصنع بذلك حظًّا سعيدًا
استطاع جو جيرارد عبر سنوات عمله الـ 15 لدى شركة "فورد" أن يحقق رقمًا قياسيًا عالميًا. أدخله موسوعة "جينيس" ببيعه لعدد 13001 سيارة لعملاء أفراد. لم يكن جيرارد حاصلا على شهادة متخصصة في المبيعات، لكنه تعلم بتواجده في معمعة العمل اليومية أنه لا يمكن تعويض الصورة الكلاسيكية لرجل المبيعات. وأصر دائمًا على القول بأن البناء على المبادئ الأساسية للثقة مع العميل، والعمل الدءوب، سيمكنان أي شخص أن يحقق ما وصل إليه هو.
هذا الكتاب الذي تصدَّر لسنوات طويلة قائمة الكتب الأكثر مبيعًا، ساعد الملايين من القراء أن يصلوا لأهدافهم، كما سيحدث معك أنت أيضًا. يضع جو جيرارد أمامك الوصفة التي تستطيع بها أن تحقق الحد الأقصى للبيع في كل صفقة، باستخدامه لتقنيات وضعها هو وعُرفت باسمه وحقق بها إنجازه القياسي. الذي تستطيع تحقيقه أنت أيضا.
- حول الصفقة الخاسرة إلى خطة للمكسب التالي
- تعرف على الطرق الخمس التي تحول بها الصفقة من مجرد احتمال إلى عملية بيع وشراء
- تعلم وضع عقبات البيع وراء ظهرك أنت والعميل لإنهاء الصفقة بنجاح
- بع بالخسارة واصنع بذلك حظًّا سعيدًا
استطاع جو جيرارد عبر سنوات عمله الـ 15 لدى شركة "فورد" أن يحقق رقمًا قياسيًا عالميًا. أدخله موسوعة "جينيس" ببيعه لعدد 13001 سيارة لعملاء أفراد. لم يكن جيرارد حاصلا على شهادة متخصصة في المبيعات، لكنه تعلم بتواجده في معمعة العمل اليومية أنه لا يمكن تعويض الصورة الكلاسيكية لرجل المبيعات. وأصر دائمًا على القول بأن البناء على المبادئ الأساسية للثقة مع العميل، والعمل الدءوب، سيمكنان أي شخص أن يحقق ما وصل إليه هو.
هذا الكتاب الذي تصدَّر لسنوات طويلة قائمة الكتب الأكثر مبيعًا، ساعد الملايين من القراء أن يصلوا لأهدافهم، كما سيحدث معك أنت أيضًا. يضع جو جيرارد أمامك الوصفة التي تستطيع بها أن تحقق الحد الأقصى للبيع في كل صفقة، باستخدامه لتقنيات وضعها هو وعُرفت باسمه وحقق بها إنجازه القياسي. الذي تستطيع تحقيقه أنت أيضا.
256 pages, Paperback
First published January 1, 1977
About the author
Joe Girard
34 books89 followers"World's Greatest Salesman" according to
The Guinness Book of World Records
.
Joseph Samuel Gerard, better known as Joe Girard, is an American salesman. Having sold 13,001 cars at a Chevrolet dealership between 1963 and 1978, Girard has been recognized by the Guinness Book of World Records as the world's greatest salesman.
Joseph Samuel Gerard, better known as Joe Girard, is an American salesman. Having sold 13,001 cars at a Chevrolet dealership between 1963 and 1978, Girard has been recognized by the Guinness Book of World Records as the world's greatest salesman.
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Displaying 1 - 29 of 215 reviews
June 19, 2016
عندما تقرأ كتاب لرجل مبيعات أو أي كتاب للمساعدة في البيع يجب أن تتحلى بدرجة كبيرة من الحذر في انتقاء الكتاب، لأن الكاتب سيستعمل كل طرائق البيع التي يتقنها أكثر من غيرها في بيع كتابه.
الكتاب ممتاز لو كان اسمه "كيف تبيع سيارة جديدة لأي إنسان"، لكن عنوان الكتاب خادع، فهو يوهمك أنه يصلح لأي عملية بيع، لكن كل الطرق والاستراتيجيات لا تصلح إلا لبيع السيارات، وكل الأمثلة التي ضربها والتي عاشها عن السيارات، رغم تنويه الكاتب من فصل لآخر أن هذه الطرق تصلح لبيع أي شيء، حسنًا، يمكن تطبيق بعض الطرق فعلًا لبيع أشياء أخرى، لكن ليس كما هي معروضة ومشروحة في الكتاب.
من الواضح أن الكاتب يملك "أنا" أو "إيغو" كبيرة جدًا، (شايف حالو يعني)، فمثلًا، عبارة "أعظم رجل مبيعات في العالم" تكررت أكثر من عشر مرّات ربّما في الفصل الأول فقط، واصفًا فيها الكاتب نفسه طبعًا.
كما أنّه خصص فصل كامل للتقليل والتحقير من أعمال الكُتّاب الآخرين الذين كتبوا كتب في البيع وطرق البيع، مرة لأنهم جهلة ومرّة لأنهم لم يمارسوا البيع (ليرفع من شأن كتابه فقط ويكسب ثقتك)، في حين يأتي كتابه الرائع لينقذك من كل تلك الكتب الحمقاء التي لا فائدة منها!
الربع الأول من الكتاب يسرد الكاتب قصة طفولته وكيف كان يُضرب باستمرار ويُطرد من المنزل ويُجبر على العمل من قبل والده، بطريقة روائية جميلة، لكن لا معنى لها أبدًا في الكتاب!
برّر ذلك أن تلك الفترة من الفشل بالتوازي مع أبيه الظالم زرعت في رأسه معتقد أن فاشل، وكانت أول خطوة أن يتخلّص من ذلك المعتقد ليستطيع بدء عمله كرجل مبيعات، وكان يكفي فعلًا عدة أسطر لطرح الفكرة، لكنه ذكر تفاصيل حياته وطفولته وتجارب بعينها ليس لها أي معنى هنا، لهذا السبب يعتبر الكثيرين أن هذا الكتاب هو كتاب سيرة ذاتيّة أكثر من كونه كتاب لطرائق البيع.
كتاب جيد لرجال مبيعات السيارات :)
April 4, 2012
Let me start by disclosing that I have a distinct aversion towards Self-help books. Most of the books that i have read of this category seem like a shameless attempt to exploit those still looking for clear directions to live their life.
So after much deliberation I decided to maintain my distance from all the Coelho's mushrooming in this world.
The book in question can be put by some in self-help section but I like to see this book as something entirely different. Honestly, I picked this because of the catchy title and some good reviews. Before reading this I had no intentions of selling anything to anybody and the only thing I was looking for was the story of a man who is said to to be the "World's Greatest Salesman".
The man had a story to tell and the fact that he tried to be the least preachy made me all ears.
The book tells us about a man who started from virtually nothing and with shear grit and common sense achieved a phenomenal stature in the world of selling. There are subliminal messages in the book which will affect you and tell you how can a human transform himself to become the epitome of the work he do.
I read it about 6 months back and today when someone asked me for a recommendation of a Personality Development book, this book came to my mind before any other.
So after much deliberation I decided to maintain my distance from all the Coelho's mushrooming in this world.
The book in question can be put by some in self-help section but I like to see this book as something entirely different. Honestly, I picked this because of the catchy title and some good reviews. Before reading this I had no intentions of selling anything to anybody and the only thing I was looking for was the story of a man who is said to to be the "World's Greatest Salesman".
The man had a story to tell and the fact that he tried to be the least preachy made me all ears.
The book tells us about a man who started from virtually nothing and with shear grit and common sense achieved a phenomenal stature in the world of selling. There are subliminal messages in the book which will affect you and tell you how can a human transform himself to become the epitome of the work he do.
I read it about 6 months back and today when someone asked me for a recommendation of a Personality Development book, this book came to my mind before any other.
February 10, 2016
استمعت له صوتيا ومن وجهة نظري المتواضعة ان الكتاب يتلخص في التالي:
* يجب وصولك لاكبر عدد من الناس حتى ان لم يكونوا عملاء محتملين مباشرة.
* تنظيم قاعدة بيانات عملائك.
* الحصول على اكبر قدر من المعلومات عن كل عميل.
* الاهتمام بالعميل بشكل شخصي اكثر قليلا من الشكل المهني.
* مراعاة سمعتك بشكل كبير.
ايجابيات الكتاب:
* تفاصيل دقيقة في مجال بيع الكاتب (السيارات).
* نصائح قابلة للتطبيق على اي مجال للبيع فعلا.
سلبيات الكتاب:
* شعرت ببعض عدم الترابط بين الاجزاء.
* بعض الحشو الزائد في بعض الاجزاء.
* يجب وصولك لاكبر عدد من الناس حتى ان لم يكونوا عملاء محتملين مباشرة.
* تنظيم قاعدة بيانات عملائك.
* الحصول على اكبر قدر من المعلومات عن كل عميل.
* الاهتمام بالعميل بشكل شخصي اكثر قليلا من الشكل المهني.
* مراعاة سمعتك بشكل كبير.
ايجابيات الكتاب:
* تفاصيل دقيقة في مجال بيع الكاتب (السيارات).
* نصائح قابلة للتطبيق على اي مجال للبيع فعلا.
سلبيات الكتاب:
* شعرت ببعض عدم الترابط بين الاجزاء.
* بعض الحشو الزائد في بعض الاجزاء.
January 20, 2008
This guy is a pretty dang good salesman! He sold me on the title of the book. But, the content was dissapointing in my opinion. If you are in car sales, I would say to get it. If not, put this one WAY DOWN on your list.
September 21, 2012
في نظري كتاب يندرج تحت السير والترجم ولا يندرج تحت علم التسويق لم يضف لي شيا ولم اجد فيه ما كنت ابحث عنه او اتوقعه حتى الجزء العلمي المرتبط بالتسويف لاتستطيع تطبيقه الان لتغير الوسائل والادوات على سبيل المثال الكاتب كان يستخدم البريد في التواصل مع عملائه بالتاكيد لا اقصد (البريد الالكتروني) لك ان تتخيل باقي الوسائل , لكن افضل ما في الكتاب قاعده ال 250.
April 15, 2024
بس كده
September 23, 2023
"Every time you turn off just one prospect, you turn off 250 more (page 61)."
AUTHOR'S WRITING STYLE: 5 stars!
Yay: This is my first time reading a non-fiction book about sales. There are 21 chapters overall, and it surprises me not a single chapter is a snooze.
It is a stupendous, light and smooth read that is written in first person perspective in present tenses.
This is almost like the autobiography of Joe Girard, who is a car and truck salesman. His resiliency, his strategic plans and his ability to delegate are his greatest strengths.
Nay: I notice wrong grammars, but I forget what pages these are.
SUBSTANCE & CONTENT: 5 stars!
Yay: Joe writes this book with ease while sharing his experiences and expertise in sales. He narrates his life without getting heavy with big words and jargons.
He keeps his story simple and insightful than showing-off. In truth, there is no sales in showing-off.
This book seems a little handbook recommended to all salesmen, businessmen and college students. This book inspires and it puts more emphasis on the following:
1) Good reputation.
Reputation is everything in sales. A lot of people will put a negative label on your back, but it is up to you how to re-frame the perceptions against you.
Joe Girard does not consider himself a smart student. He has not finished high school either.
Joe's reputation rests on how well he puts himself inside the shoe of the consumer. His empathy helps him sell 267 units in 1963.
What also amazes me is, Joe is not focusing on competitive analysis. He studies and improves his products and services than spy on competitors.
To him, his products and services complete his brand identity. These are his children figuratively speaking so why waste time spying when he has his children to take good care of.
No spying on competitors means an improved level of self-awareness. In a world full of backstabbers and cons, no spying on competitors also means there is less social politics.
2) Finding the right affiliates.
It is impossible to do the selling all by yourself.
Instead of waiting for the people to join his campaign, Joe Girard keeps himself busy by finding the right people and pay them a cut once they bring leads and prospects.
3) The use of email marketing.
Email marketing belongs to the bottom part of the marketing funnel that closes a deal. Sending mails is quick and inexpensive.
This strategy allows Joe Girard to segment his leads from prospects and customers.
4) B2B brings more sales.
Joe Girard is strategic. He focuses on selling on groups than individuals.
Nay: I wish there are pie charts to support the narration.
AUTHOR'S WRITING STYLE: 5 stars!
Yay: This is my first time reading a non-fiction book about sales. There are 21 chapters overall, and it surprises me not a single chapter is a snooze.
It is a stupendous, light and smooth read that is written in first person perspective in present tenses.
This is almost like the autobiography of Joe Girard, who is a car and truck salesman. His resiliency, his strategic plans and his ability to delegate are his greatest strengths.
Nay: I notice wrong grammars, but I forget what pages these are.
SUBSTANCE & CONTENT: 5 stars!
Yay: Joe writes this book with ease while sharing his experiences and expertise in sales. He narrates his life without getting heavy with big words and jargons.
He keeps his story simple and insightful than showing-off. In truth, there is no sales in showing-off.
This book seems a little handbook recommended to all salesmen, businessmen and college students. This book inspires and it puts more emphasis on the following:
1) Good reputation.
Reputation is everything in sales. A lot of people will put a negative label on your back, but it is up to you how to re-frame the perceptions against you.
Joe Girard does not consider himself a smart student. He has not finished high school either.
Joe's reputation rests on how well he puts himself inside the shoe of the consumer. His empathy helps him sell 267 units in 1963.
What also amazes me is, Joe is not focusing on competitive analysis. He studies and improves his products and services than spy on competitors.
To him, his products and services complete his brand identity. These are his children figuratively speaking so why waste time spying when he has his children to take good care of.
No spying on competitors means an improved level of self-awareness. In a world full of backstabbers and cons, no spying on competitors also means there is less social politics.
2) Finding the right affiliates.
It is impossible to do the selling all by yourself.
Instead of waiting for the people to join his campaign, Joe Girard keeps himself busy by finding the right people and pay them a cut once they bring leads and prospects.
3) The use of email marketing.
Email marketing belongs to the bottom part of the marketing funnel that closes a deal. Sending mails is quick and inexpensive.
This strategy allows Joe Girard to segment his leads from prospects and customers.
4) B2B brings more sales.
Joe Girard is strategic. He focuses on selling on groups than individuals.
Nay: I wish there are pie charts to support the narration.
January 11, 2017
الكتاب فاق توقعاتي الى حد ما ،، وضع الكاتب خلاصة من خبراته التي تحتوي على غير قليل من الابداع في الافكار والخطط
وكم هو مشجع ان نعرف ان جو جيرارد الطفل الذي لم يكمل الثانوية ودخل الاحداث ومر بصعوبات كثيرة يصبح فيما بعد انجح مدير مبيعات على الاطلاق
وكم هو مشجع ان نعرف ان جو جيرارد الطفل الذي لم يكمل الثانوية ودخل الاحداث ومر بصعوبات كثيرة يصبح فيما بعد انجح مدير مبيعات على الاطلاق
April 12, 2013
كما يقولون "الكتاب يعرف من عنوانه"
مضمون الكتاب مختلف تماما عن عنوانه..التسمية الأفضل لهذا الكتاب كان يفترض بها أن تكون "كيف يبيع العبقري المبدع جو جيرارد السيارات لعملائه" !!
كتاب لا يقدم فائدة كبيرة..أشبه بسيرة حياة للمؤلف وتجربته في مجال المبيعات ، ولا مانع من تذكيرنا كل ثلاثة أسطر بأنه الأفضل في هذا المجال بشهادة موسوعة جينيس !!
فالكتاب للأسف لن يمكنك من بيع "أي شيء لأي شخص" كما قال ، وإنما يسرد لك طريقته الخاصة التي غالبا لن تعمل معك لاختلاف المجال أو المجتمع أو شريحة العملاء..الخ.
قد يكون "جو جيرارد رجل مبيعات ناجح..ولكنه مؤلف سيء..للغاية.
مضمون الكتاب مختلف تماما عن عنوانه..التسمية الأفضل لهذا الكتاب كان يفترض بها أن تكون "كيف يبيع العبقري المبدع جو جيرارد السيارات لعملائه" !!
كتاب لا يقدم فائدة كبيرة..أشبه بسيرة حياة للمؤلف وتجربته في مجال المبيعات ، ولا مانع من تذكيرنا كل ثلاثة أسطر بأنه الأفضل في هذا المجال بشهادة موسوعة جينيس !!
فالكتاب للأسف لن يمكنك من بيع "أي شيء لأي شخص" كما قال ، وإنما يسرد لك طريقته الخاصة التي غالبا لن تعمل معك لاختلاف المجال أو المجتمع أو شريحة العملاء..الخ.
قد يكون "جو جيرارد رجل مبيعات ناجح..ولكنه مؤلف سيء..للغاية.
August 16, 2009
Joe Girard is the king of sales. Since reading some of his books a few years ago, our own sales have taken off. He sells on the principles of building trust in your customers/clients, offering them good service, and putting them to work for you.
What surprised me about this book is that he advocates being a little dishonest to make the sale. I guess it worked well for him, but it won't work for us - we just won't do that.
What surprised me about this book is that he advocates being a little dishonest to make the sale. I guess it worked well for him, but it won't work for us - we just won't do that.
September 9, 2012
I read the Arabic version from the book. I really like the book. Although I don't like the title but from the preface I realize that the writer has great experience in selling.
I like the personal touch in the book it really makes a difference.
I recommend this book to anyone work in car selling business. You will learn a lot of tricks.
I don't like the redundant parts in the books and I recommend if he can squeeze a little bit.
I like the personal touch in the book it really makes a difference.
I recommend this book to anyone work in car selling business. You will learn a lot of tricks.
I don't like the redundant parts in the books and I recommend if he can squeeze a little bit.
July 3, 2020
Легкий слог, но книга морально устарела. �� Джирард любит переливать воду распиаривая себя, впрочем это особенность книг того времени.
Если хотите узнать что-то про продажи, то лучше начать с Чалдини.
Прочитал книгу только из-за рекомендации друга, хотя несколько раз возникало желание бросить.
Ключевая идея которую я взял - думайте не о разовой продаже, а о клиенте (LTV). Поэтому Джирард вкладывался в сервис по максимому, даже если первая сделка ему приносила минимум или была в минус. Он знал что клиент вернётся к нему через 3-5 лет за новой машиной.
Так же интересно было узнать о его аффилиатной программе из 60-ых, которая работаете не хуже теперешних в онлайне.
Если хотите узнать что-то про продажи, то лучше начать с Чалдини.
Прочитал книгу только из-за рекомендации друга, хотя несколько раз возникало желание бросить.
Ключевая идея которую я взял - думайте не о разовой продаже, а о клиенте (LTV). Поэтому Джирард вкладывался в сервис по максимому, даже если первая сделка ему приносила минимум или была в минус. Он знал что клиент вернётся к нему через 3-5 лет за новой машиной.
Так же интересно было узнать о его аффилиатной программе из 60-ых, которая работаете не хуже теперешних в онлайне.
March 28, 2015
I liked the advice that he gave in the book
December 11, 2019
لطيف بس قديم ومش عملي لكن بيركز على جزء المفاهيم وتعديل الأفكار والنفسيه
November 21, 2024
بالنسبة ليا الكتاب سيرة ذاتية اكتر من كونه كتاب لتعليم التسويق ، الكتاب مفيد كنوع من أنواع التحفيز وقت اليأس. لأن جيرارد نجح بعد وقت طويل جداً من حياته ، بفتكره كتير كل ما احس أن مفيش امل واني فاشلة وده بيساعدني .
لكن كل الطرق اللي وضحها لبيع السيارات وصعب تطبقها على حاجة تانية ، لكنه في المجمل بيعلمك أن التفكير والإبداع وانك تختلف عن غيرك في البيع مهم جدا وبيعلمك من خلال سيرته الصبر وانك ما تفقد الامل في نفسك.
لكن كل الطرق اللي وضحها لبيع السيارات وصعب تطبقها على حاجة تانية ، لكنه في المجمل بيعلمك أن التفكير والإبداع وانك تختلف عن غيرك في البيع مهم جدا وبيعلمك من خلال سيرته الصبر وانك ما تفقد الامل في نفسك.
June 14, 2023
(The English review is placed beneath the Russian one)
Разумеется, к этой книге не стоит подходить как к учебному пособию для будущих продавцов, да и отделу продаж она не сильно пригодится. Скорее книга больше походит на Карнеги, но только в области продаж. Как книги Карнеги читаются всеми, включая будущих психологов, так и эта книга читается самым широким кругом читателей. Если судить по количеству прочитавших книгу во всём мире или по крайне мере в англоязычном мире, то можно отчётливо увидеть, что книгу читали даже те люди, которые никак с продажами не связаны. Я хочу сказать, что книгу не стоит рассматривать как учебное пособия для сотрудников отдела продаж ни на B2C, ни на B2B рынке. Если вам нужен учебник, то есть, к примеру, такие книги как «Sell 6» Thomas N. Ingram или «Профессиональные продажи» (Professional Selling: A Trust-Based Approach) того же автора. Плюс, книги о СПИН продажах.
Тем не менее, я не могу сказать, что книга бессмысленная для тех читателей, кто видит себя в сфере продаж, ведь суть книги в том, что автор рассказывает о своём методе (продаж). Разумеется, он специфичен (автодилер) и с тех пор прошло очень и очень много времени. Плюс, автор описывает опыт продаж автомобилей на рынке США, что также не добавляет полезности тем, кто живёт за пределами Америки. Короче говоря, не стоит возлагать на книгу слишком уж высокие надежды.
Итак, автор очень коротко знакомит читателей со своей собственной персоной, даёт примерное представление кто он, как и где рос, а также как пришёл к этой профессии. Я не люблю читать биографии, чьи бы они ни были, однако к счастью в этой книге автор не загружает читателя слишком подробной своей биографией. Здесь тот редкий случай, когда сказано ровно столько, чтобы читатель понял, что собой представляет Джо Джирард в плане психологического портрета. Тут перед нами нет никакого превращения из интроверта в экстраверта или из человека, который никогда ничего не продавал в короля продаж. Вовсе нет. Мы видим, что автор уже с детства начал заниматься бизнесом, в котором ему предстоит проработать всю жизнь. В общем, по существу, мы видим в книге совершенно обычного человека. Наверно именно поэтому книга так популярна, ведь если такой совершенно обычный Джо смог стать «Величайшим продавцом в мире», значит и любой читатель, в принципе, может тоже им стать. Разумеется, книга не даст такой гарантии, да она и не ставит такую цель. Автор рассказывает, как он пришёл к уровню величайшего продавца в мире и в меньшей степени - какими способами он этого добился.
Примечательно, что главная идея автора полностью пересекается с главной идеей всего маркетинга – клиент является основой всему. Мне понравилось что автор так часто, сам того не зная, цитирует главным посыл маркетинга. Тут нет желания обмануть клиента, всучив ему негодный товар или как-то ещё воспользоваться доверием клиента. Как и в маркетинге, автор пишет о взаимовыгодном сотрудничестве с той лишь разницей, что продавец должен играть более активную и, возможно, даже креативную роль, а не просто стоять и ждать пока клиент его позовёт, чтобы попросить выбить товар. Именно активный поиск клиентов, а также послепродажное обслуживание является если не главным, то одним из главных методов автора. Да, можно сказать, что идея с 250 клиентов не актуальна, однако и в маркетинге люди постоянно говорят, что один обозлённый, по-настоящему обозлённый на компанию клиент, способен нанести существенный ущерб бренду и компании в целом. Так что обман клиентов не приветствуется ни в продажах, ни в маркетинге. И автор это отлично подчёркивает. Я вовсе не думаю, что автор стал «величайшим продавцом в мире» используя неэтичные методы. Как раз наоборот. Как пишет сам автор, всё дело в активности. Если продавец своё время тратит на общение с другими продавцами или на ничегонеделание, то вряд ли стоит от него ожидать высокой эффективности и даже не для компании, а для него самого. Тут всё же нужно признать, что продавцами скорее рождаются, чем становятся. Хотя подобные книги могут помочь улучшить результаты интровертов-продавцов.
Что касается авторской методики, то, как я сказал, она присутствует в книге, но она довольно общая. Да, книга даёт основные идеи того, что должен делать продавец, как он должен вести себя и т.д., но это скорее философия продажи, а не конкретные методы. Поэтому в этом смысле книга бесполезна. Человек, который хочет найти в этой книге инструменты втюхинга будет явно разочарован. В остальном же книга повторяет основные идеи маркетинга и продаж, пусть и на более общем уровне. Стоит ли читать книгу обычному человеку? Наверно нет, ибо книга в качестве помощника для продаж товаров на Авито практически полностью бесполезна, ибо в книге говорится о профессии продавца, а не продавца в том смысле, в котором каждый из нас является продавцом (идей, мнений, товаров на Авито или ebay и пр.).
Of course, this book should not be approached as a textbook for future salesmen, and the sales department will not find it very useful. Rather, the book is more like Carnegie, but only in the area of sales. Just as Carnegie's books are read by everyone, including future psychologists, so is this book read by the widest range of readers. If you judge by the number of people who have read the book all over the world, or at least in the English-speaking world, you can see that the book has been read even by people who have nothing to do with sales. My point is that the book should not be considered as a textbook for sales staff in either the B2C or B2B market. If you need a textbook, there are books like "Sell 6" by Thomas N. Ingram or Professional Selling: A Trust-Based Approach by the same author, for example. Plus, books about SPIN sales.
Nevertheless, I can't say that the book is pointless for those readers who see themselves in sales because the essence of the book is that the author talks about his method (of sales). Of course, it is specific (car dealer), and a very, very long time has passed since then. Plus, the author describes the experience of selling cars in the US market, which also does not add to the usefulness of those who live outside of America. In short, don't have too high expectations for the book.
So, the author very briefly introduces readers to his own persona, giving a rough idea of who he is, how and where he grew up, and how he came to this profession. I don't like reading biographies, no matter whose they are, but fortunately, in this book, the author doesn't overload the reader with too much detail of his biography. Here is that rare case where exactly enough is said to make the reader understand who Joe Girard is in terms of a psychological portrait. There is nothing in front of us here about turning from an introvert to an extrovert, or from someone who has never sold anything to a sales king. Not at all. We see that the author has been in the business since childhood, in which, he will be working all his life. All in all, in essence, we see in the book a completely ordinary man. Perhaps that is why the book is so popular, because if such a perfectly ordinary Joe could become "The World's Greatest Salesman," then any reader, in principle, can become one too. Of course, the book will not give such a guarantee, nor does it aim to do so. The author describes how he came to be the world's greatest salesman and, to a lesser extent, how he achieved it.
It is noteworthy that the author's main idea completely overlaps with the main idea of all marketing - the customer is the basis of everything. I liked the fact that the author so often, unknowingly, quotes the main message of marketing. There is no desire to deceive the client by giving him an unfit product or to take advantage of the client's trust in any other way. As in marketing, the author writes about mutually beneficial cooperation with the only difference being that the salesperson must play a more active and perhaps even creative role rather than just standing around waiting for the customer to call him to ask for the product. It is the active search for customers as well as the after-sales service that is, if not the main, one of the author's main methods. Yes, you can say that the idea of 250 customers is not relevant, but also, in marketing, people constantly say that one angry, really angry customer can do significant damage to the brand and the company as a whole. So cheating customers is not welcome in sales or marketing. And the author makes a great point about that. I don't think the author has become "the greatest salesman in the world" by using unethical methods - quite the opposite. As the author writes, it's all about being active. If a salesman spends his time talking to other salesmen or doing nothing, he can hardly be expected to be very effective, not even for the company, but for himself. We must admit, however, that salespeople are born rather than made. Although, such books can help to improve the results of introverted salespeople.
As for the author's methodology, as I said, it is present in the book, but it is rather general. Yes, the book gives the basic ideas of what a salesman should do, how he should behave, etc., but it is more a philosophy of selling than specific methods. So in that sense, the book is useless. The person who wants to find in this book tools for selling will be disappointed. Otherwise, the book repeats the basic ideas of marketing and sales, albeit at a more general level. Is the book worth reading for the average person? Probably not, because the book is almost completely useless as an assistant for selling goods on eBay because the book talks about the profession of a salesman, not a salesman in the sense that each of us is a salesman (of ideas, opinions, goods on eBay, etc.).
Разумеется, к этой книге не стоит подходить как к учебному пособию для будущих продавцов, да и отделу продаж она не сильно пригодится. Скорее книга больше походит на Карнеги, но только в области продаж. Как книги Карнеги читаются всеми, включая будущих психологов, так и эта книга читается самым широким кругом читателей. Если судить по количеству прочитавших книгу во всём мире или по крайне мере в англоязычном мире, то можно отчётливо увидеть, что книгу читали даже те люди, которые никак с продажами не связаны. Я хочу сказать, что книгу не стоит рассматривать как учебное пособия для сотрудников отдела продаж ни на B2C, ни на B2B рынке. Если вам нужен учебник, то есть, к примеру, такие книги как «Sell 6» Thomas N. Ingram или «Профессиональные продажи» (Professional Selling: A Trust-Based Approach) того же автора. Плюс, книги о СПИН продажах.
Тем не менее, я не могу сказать, что книга бессмысленная для тех читателей, кто видит себя в сфере продаж, ведь суть книги в том, что автор рассказывает о своём методе (продаж). Разумеется, он специфичен (автодилер) и с тех пор прошло очень и очень много времени. Плюс, автор описывает опыт продаж автомобилей на рынке США, что также не добавляет полезности тем, кто живёт за пределами Америки. Короче говоря, не стоит возлагать на книгу слишком уж высокие надежды.
Итак, автор очень коротко знакомит читателей со своей собственной персоной, даёт примерное представление кто он, как и где рос, а также как пришёл к этой профессии. Я не люблю читать биографии, чьи бы они ни были, однако к счастью в этой книге автор не загружает читателя слишком подробной своей биографией. Здесь тот редкий случай, когда сказано ровно столько, чтобы читатель понял, что собой представляет Джо Джирард в плане психологического портрета. Тут перед нами нет никакого превращения из интроверта в экстраверта или из человека, который никогда ничего не продавал в короля продаж. Вовсе нет. Мы видим, что автор уже с детства начал заниматься бизнесом, в котором ему предстоит проработать всю жизнь. В общем, по существу, мы видим в книге совершенно обычного человека. Наверно именно поэтому книга так популярна, ведь если такой совершенно обычный Джо смог стать «Величайшим продавцом в мире», значит и любой читатель, в принципе, может тоже им стать. Разумеется, книга не даст такой гарантии, да она и не ставит такую цель. Автор рассказывает, как он пришёл к уровню величайшего продавца в мире и в меньшей степени - какими способами он этого добился.
Примечательно, что главная идея автора полностью пересекается с главной идеей всего маркетинга – клиент является основой всему. Мне понравилось что автор так часто, сам того не зная, цитирует главным посыл маркетинга. Тут нет желания обмануть клиента, всучив ему негодный товар или как-то ещё воспользоваться доверием клиента. Как и в маркетинге, автор пишет о взаимовыгодном сотрудничестве с той лишь разницей, что продавец должен играть более активную и, возможно, даже креативную роль, а не просто стоять и ждать пока клиент его позовёт, чтобы попросить выбить товар. Именно активный поиск клиентов, а также послепродажное обслуживание является если не главным, то одним из главных методов автора. Да, можно сказать, что идея с 250 клиентов не актуальна, однако и в маркетинге люди постоянно говорят, что один обозлённый, по-настоящему обозлённый на компанию клиент, способен нанести существенный ущерб бренду и компании в целом. Так что обман клиентов не приветствуется ни в продажах, ни в маркетинге. И автор это отлично подчёркивает. Я вовсе не думаю, что автор стал «величайшим продавцом в мире» используя неэтичные методы. Как раз наоборот. Как пишет сам автор, всё дело в активности. Если продавец своё время тратит на общение с другими продавцами или на ничегонеделание, то вряд ли стоит от него ожидать высокой эффективности и даже не для компании, а для него самого. Тут всё же нужно признать, что продавцами скорее рождаются, чем становятся. Хотя подобные книги могут помочь улучшить результаты интровертов-продавцов.
Что касается авторской методики, то, как я сказал, она присутствует в книге, но она довольно общая. Да, книга даёт основные идеи того, что должен делать продавец, как он должен вести себя и т.д., но это скорее философия продажи, а не конкретные методы. Поэтому в этом смысле книга бесполезна. Человек, который хочет найти в этой книге инструменты втюхинга будет явно разочарован. В остальном же книга повторяет основные идеи маркетинга и продаж, пусть и на более общем уровне. Стоит ли читать книгу обычному человеку? Наверно нет, ибо книга в качестве помощника для продаж товаров на Авито практически полностью бесполезна, ибо в книге говорится о профессии продавца, а не продавца в том смысле, в котором каждый из нас является продавцом (идей, мнений, товаров на Авито или ebay и пр.).
Of course, this book should not be approached as a textbook for future salesmen, and the sales department will not find it very useful. Rather, the book is more like Carnegie, but only in the area of sales. Just as Carnegie's books are read by everyone, including future psychologists, so is this book read by the widest range of readers. If you judge by the number of people who have read the book all over the world, or at least in the English-speaking world, you can see that the book has been read even by people who have nothing to do with sales. My point is that the book should not be considered as a textbook for sales staff in either the B2C or B2B market. If you need a textbook, there are books like "Sell 6" by Thomas N. Ingram or Professional Selling: A Trust-Based Approach by the same author, for example. Plus, books about SPIN sales.
Nevertheless, I can't say that the book is pointless for those readers who see themselves in sales because the essence of the book is that the author talks about his method (of sales). Of course, it is specific (car dealer), and a very, very long time has passed since then. Plus, the author describes the experience of selling cars in the US market, which also does not add to the usefulness of those who live outside of America. In short, don't have too high expectations for the book.
So, the author very briefly introduces readers to his own persona, giving a rough idea of who he is, how and where he grew up, and how he came to this profession. I don't like reading biographies, no matter whose they are, but fortunately, in this book, the author doesn't overload the reader with too much detail of his biography. Here is that rare case where exactly enough is said to make the reader understand who Joe Girard is in terms of a psychological portrait. There is nothing in front of us here about turning from an introvert to an extrovert, or from someone who has never sold anything to a sales king. Not at all. We see that the author has been in the business since childhood, in which, he will be working all his life. All in all, in essence, we see in the book a completely ordinary man. Perhaps that is why the book is so popular, because if such a perfectly ordinary Joe could become "The World's Greatest Salesman," then any reader, in principle, can become one too. Of course, the book will not give such a guarantee, nor does it aim to do so. The author describes how he came to be the world's greatest salesman and, to a lesser extent, how he achieved it.
It is noteworthy that the author's main idea completely overlaps with the main idea of all marketing - the customer is the basis of everything. I liked the fact that the author so often, unknowingly, quotes the main message of marketing. There is no desire to deceive the client by giving him an unfit product or to take advantage of the client's trust in any other way. As in marketing, the author writes about mutually beneficial cooperation with the only difference being that the salesperson must play a more active and perhaps even creative role rather than just standing around waiting for the customer to call him to ask for the product. It is the active search for customers as well as the after-sales service that is, if not the main, one of the author's main methods. Yes, you can say that the idea of 250 customers is not relevant, but also, in marketing, people constantly say that one angry, really angry customer can do significant damage to the brand and the company as a whole. So cheating customers is not welcome in sales or marketing. And the author makes a great point about that. I don't think the author has become "the greatest salesman in the world" by using unethical methods - quite the opposite. As the author writes, it's all about being active. If a salesman spends his time talking to other salesmen or doing nothing, he can hardly be expected to be very effective, not even for the company, but for himself. We must admit, however, that salespeople are born rather than made. Although, such books can help to improve the results of introverted salespeople.
As for the author's methodology, as I said, it is present in the book, but it is rather general. Yes, the book gives the basic ideas of what a salesman should do, how he should behave, etc., but it is more a philosophy of selling than specific methods. So in that sense, the book is useless. The person who wants to find in this book tools for selling will be disappointed. Otherwise, the book repeats the basic ideas of marketing and sales, albeit at a more general level. Is the book worth reading for the average person? Probably not, because the book is almost completely useless as an assistant for selling goods on eBay because the book talks about the profession of a salesman, not a salesman in the sense that each of us is a salesman (of ideas, opinions, goods on eBay, etc.).
January 16, 2020
This is probably the only book you need to ever get on sales. The rating of 3.77 really doesn't do justice to this wonderful book that essentially was Joe's life story retold. Unlike many books on sales out there, which basically aimed only to sell you ONE BIG IDEA and make lots of money, this book is a rare gem in that it is coming straight from the heart of a man who turned his early life around as a tramp and a total failure into the greatest salesman in the world. How could one even doubt the sincerity of a writer who shared even his darkest insecurities and his unglamourous childhood. Unlike many how-to-get-rich books, Joe did not try to sell you any get-rich-overnight tricks. Instead, he bascially recounted how he turned selling into an art, through sheer hard work and daily reflection and innovation. One cannot help but respect the iron will of this man whose initial impetus to join selling was simply to bring home a bag of groceries, as well as his passion and respect for his own profession. Throughout the book, Joe unreservedly shared every detail of his trade, from how he bring in the customers to how he closes his sales. Many reviews lament that the examples given were on car sales (and hence untransferrable) and were even outdated (since Joe largely functioned in the pre-internet era), one can actually easily apply the underlying principles in whatever area or era we are in. It just requires some deeper thinking.
As I was reading this book, I happened to be reading another book at the same time -The Go-Giver. And lo and behold, I realised how well Joe fitted in with the archetype of a Go-Giver! He is generous in giving (and that is how he bring in the propects); he builds his enormous base of loyal customers from nothing; he exerts huge influence on his partners, co-workers, and customers through showing interest in their lives and befriending them; he is authentic; and he does all these for money (which he brings home to feed his family).
I have 100% respect for his man, and I'm grateful that he left his legacy in the form of this book.
As I was reading this book, I happened to be reading another book at the same time -The Go-Giver. And lo and behold, I realised how well Joe fitted in with the archetype of a Go-Giver! He is generous in giving (and that is how he bring in the propects); he builds his enormous base of loyal customers from nothing; he exerts huge influence on his partners, co-workers, and customers through showing interest in their lives and befriending them; he is authentic; and he does all these for money (which he brings home to feed his family).
I have 100% respect for his man, and I'm grateful that he left his legacy in the form of this book.
August 21, 2017
Yes, it looks like a book about sales, but it's really a story of an immigrant who made it from shoe shining to the world's greatest salesman as recognized by the Guinness Book of World Records. And of course, it also happens to be the best book on sales I've read back when I had my startup, and I just reread it again, for all the practical lessons to apply to book selling (they apply to selling anything, really). And at the end I cried a little, over how the story closed. That doesn't happen often with non-fiction books, does it? I related, perhaps too much. Highly recommend.
September 9, 2022
تقييمى للكتاب متوسط اعتقد انه مفيد اكثر للمبتدئين فى مجال البيع وللعاملين فى بيع السيارات اكثر من غيرهم
فى كثير من الاحيان كنت اشعر ان الكاتب يكرر نفس الجمل ويمكن يكون هذا من الاساليب المتبعه فى كتب التنمية البشرية ولكنه اصابنى انا شخصيا ببعض الملل
فى كثير من الاحيان كنت اشعر ان الكاتب يكرر نفس الجمل ويمكن يكون هذا من الاساليب المتبعه فى كتب التنمية البشرية ولكنه اصابنى انا شخصيا ببعض الملل
February 5, 2023
كتاب جيد ولكن يتحدث عن تجربه عامه لشخص... يوجد كتب اقوي من ذلك
March 26, 2024
Fiind și pe specialitatea mea, mă interesează din ce în ce mai des cărțile despre vânzări. Acum, dacă astea sunt actuale sau nu, e de competența mea să decid.
Conform the Guiness Book of World Records, autorul cărții, Joe Girard, ar fi cel mai bun vânzător din lume. Cum a ajuns să obțină acest titlu este de asemenea descris printre capitolele acestei cărți, însă cel mai important lucru care l-a făcut să urce în vârf a fost îmbunătățirea constantă a celui mai de valoare lucru pe care îl vinde - persoana sa, moment ce m-a dus cu gândul la “Personal branding-ul” care se promovează activ astăzi la fiecare pas pe Instagram și în mediul online.
Încă un moment care m-a impresionat în carte, sau prefer să-i zic manual, a fost declarația sinceră a acestuia din primele pagini, să uităm tot din ce am citit până acum despre vânzări, pentru că acele cărți au fost scrise de teoreticieni care analizau această lume din interior, spectatori ai procesului de vânzare, cu o mulțime de diplome și nici măcar un pix vândut. Cu toate că înțeleg că și această afirmație este o tactică de marketing, totuși, aici nu m-am ciocnit de reguli și teorii ca în suporturile teoretice de la facultate sau majoritatea literaturii de specialitate. Stilul simplu, dar promițător al explicațiilor și exemplelor m-a făcut să îndrăgesc această carte, scrisă de un obișnuit vânzător de mașini Chevrolet, care a ajuns de la 0 la a fi cel mai bun. Sunt foarte bine dezvoltate tehnicile de vânzare care l-au urcat pe Girard pe culmi, nefăcând din asta un secret, ci din contra, îndrumând cititorul din domeniul vânzărilor să folosească aptitudinile, instrumentele, instruirea, practica și experiența lui în folosul său.
Fie că e sau nu, pentru mine această carte a fost cea mai bună din tot ce am citit până acum despre vânzări, căci nu este un amalgam de informații, nu este nici un teatru, deși vânzarea în sine este un spectacol, este ceva simplu și real pentru a fi pun în practică.
Conform the Guiness Book of World Records, autorul cărții, Joe Girard, ar fi cel mai bun vânzător din lume. Cum a ajuns să obțină acest titlu este de asemenea descris printre capitolele acestei cărți, însă cel mai important lucru care l-a făcut să urce în vârf a fost îmbunătățirea constantă a celui mai de valoare lucru pe care îl vinde - persoana sa, moment ce m-a dus cu gândul la “Personal branding-ul” care se promovează activ astăzi la fiecare pas pe Instagram și în mediul online.
Încă un moment care m-a impresionat în carte, sau prefer să-i zic manual, a fost declarația sinceră a acestuia din primele pagini, să uităm tot din ce am citit până acum despre vânzări, pentru că acele cărți au fost scrise de teoreticieni care analizau această lume din interior, spectatori ai procesului de vânzare, cu o mulțime de diplome și nici măcar un pix vândut. Cu toate că înțeleg că și această afirmație este o tactică de marketing, totuși, aici nu m-am ciocnit de reguli și teorii ca în suporturile teoretice de la facultate sau majoritatea literaturii de specialitate. Stilul simplu, dar promițător al explicațiilor și exemplelor m-a făcut să îndrăgesc această carte, scrisă de un obișnuit vânzător de mașini Chevrolet, care a ajuns de la 0 la a fi cel mai bun. Sunt foarte bine dezvoltate tehnicile de vânzare care l-au urcat pe Girard pe culmi, nefăcând din asta un secret, ci din contra, îndrumând cititorul din domeniul vânzărilor să folosească aptitudinile, instrumentele, instruirea, practica și experiența lui în folosul său.
Fie că e sau nu, pentru mine această carte a fost cea mai bună din tot ce am citit până acum despre vânzări, căci nu este un amalgam de informații, nu este nici un teatru, deși vânzarea în sine este un spectacol, este ceva simplu și real pentru a fi pun în practică.
February 21, 2024
قاعدة 250 شخص هي أهم ما تعلمته من هذا الكتاب فهي قاعدة جوهرية أما بقية الطرق التي تحدث عنها فقد صارت من كلاسيكيات التسويق فالكتاب من التسعينات وهي تصلح أكثر لبيع السيارات والسلع أكثر من المجالات الأخرى.
الكتاب ينتمي إلى كتب السير الذاتية والتنمية البشرية أكثر مما ينتمي إلى كتب الإدارة والتسويق فمن الأفضل خفض سقف التوقعات فالكاتب يروي قصة طفولته الكارثية في الجزء الأول ثم شبابه الفاشل ثم يحكي طريقة تطوير ذاته وأساليبه في التسويق والبيع عن طريق تجاربه الخاصة وليست محض نظربات ويقدمها في مجموعة نقاط أهمها:
-العمل على سمعتك فهي رأس مالك.
-تنظيم قاعدة بيانات العملاء وتحديثها بشكل دوري.
-محاولة الوصول إلى أكبر عدد ممكن من الناس ولو كانو عملاء غير محتملين.
-الإهتمام بالعملاء بشكل شخصي وليس بشكل مهنى جاف فحسب.
الكاتب هو البائع الأكثر شهرة في العالم وصاحب الأرقام القياسية في المبيعات حسب موسوعة غنيس لذلك فإيغو الكاتب عالي جدا وهو مغرور بعض الشيء ما قد يسبب بعض الإنزعاج لبعض القراء.
الكتاب ينتمي إلى كتب السير الذاتية والتنمية البشرية أكثر مما ينتمي إلى كتب الإدارة والتسويق فمن الأفضل خفض سقف التوقعات فالكاتب يروي قصة طفولته الكارثية في الجزء الأول ثم شبابه الفاشل ثم يحكي طريقة تطوير ذاته وأساليبه في التسويق والبيع عن طريق تجاربه الخاصة وليست محض نظربات ويقدمها في مجموعة نقاط أهمها:
-العمل على سمعتك فهي رأس مالك.
-تنظيم قاعدة بيانات العملاء وتحديثها بشكل دوري.
-محاولة الوصول إلى أكبر عدد ممكن من الناس ولو كانو عملاء غير محتملين.
-الإهتمام بالعملاء بشكل شخصي وليس بشكل مهنى جاف فحسب.
الكاتب هو البائع الأكثر شهرة في العالم وصاحب الأرقام القياسية في المبيعات حسب موسوعة غنيس لذلك فإيغو الكاتب عالي جدا وهو مغرور بعض الشيء ما قد يسبب بعض الإنزعاج لبعض القراء.
January 8, 2024
The author shows his path to success in selling Chevrolet cars. He became the best salesman in the world and was entered into the Guinness Book of Records.
As a child, he was constantly humiliated by his father, which is why his self-esteem was very low. It was only at the age of 35 that he began his adventure as a car salesman and started doing what he really loved.
The very beginning of this adventure was very interesting. Over time, he developed his own sales system and customer approach, which was the basis of his success. He became a sales maniac and an expert at the same time.
The vast majority of the rules he followed and the methods of conducting negotiations and building relationships with clients are up to date, some of them require minor updating due to technological progress. The Joe Girard’s Law of 250 is still valid.
A great book giving many valuable tips for every seller, but not only that, because every person makes transactions every day.
As a child, he was constantly humiliated by his father, which is why his self-esteem was very low. It was only at the age of 35 that he began his adventure as a car salesman and started doing what he really loved.
The very beginning of this adventure was very interesting. Over time, he developed his own sales system and customer approach, which was the basis of his success. He became a sales maniac and an expert at the same time.
The vast majority of the rules he followed and the methods of conducting negotiations and building relationships with clients are up to date, some of them require minor updating due to technological progress. The Joe Girard’s Law of 250 is still valid.
A great book giving many valuable tips for every seller, but not only that, because every person makes transactions every day.
February 16, 2021
Similar to manny other avenues of Business, intentionality is very essential when it comes to selling. I really enjoyed this book. I loved that at the end of each chapter a quote/principal was written which summarized the entire chapter and gives you a foundational understanding in which you can always remember and refer to. This book not only teaches you about selling but also how a salesman carries himself/herself, the convictions they stay true to, the values and habits they have and most importantly the immediate execution in which they consistently hold themselves accountable to. One thing I’ll always remember is the law of 250.
August 24, 2017
قصة الكاتب مأساوية وجعلتني أحزن عليه وعلى حياته في طفولته، الكاتب حاول تقديم طرقه في البيع للقارء بذكر ماكان يفعل ليبيع السيارات، أرى أن الكتاب يعلمك كيف تبيع سياره وليس ان تبيع اي شي كما في العنوان، توقعت مادة أفضل في الكتاب خاصة ان الكاتب يسمي نفسه اعظم بائع في العالم، لكن بالمجمل يستحق 3 نجوم لا اكثر ولا اقل
May 12, 2019
كتاب محترم جدا و مفيش حاجه ممكن تساعد رجل المبيعات انه يبيع اكتر الا و فعلا قالها
October 31, 2024
Simple. Clean cut. Clear and to the point.
December 9, 2022
قرأت ملخص الكتاب لابتعد عن تكرار الامثلة والافكار وكان فعلا مفيد كملخص ومفيد، ق لا يحتوي أفكار غريبة او جديدة، ولكنه يرتب أفكار أي شخص مهتم بالمبيعات
November 7, 2023
He repeats a lot in the book, not a structured writer. But good content. It was like an R&D book for me for my business, liked it!
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