Motivate Your Sales Team!

International lecturer and winner of the World's Number One Retail Salesperson title, Joe Girard has a lifetime of experience to share with you.

Joe Girard is someone your people can relate to. He has been there in the trenches and has done exactly what he'll tell your people to do.

Keep in Touch With Your Customers

Even if I never hear from the customer after the sale, I keep in touch. A lot of salespeople take their commissions and then forget about the customer, especially if there are no problems with the car. But, as you might expect, I look at things a lot differently. If I sell someone a car,Continue Reading

The Elevator is out of Order

Life is but a race. And, in selling yourself your main competition is yourself. Sticking to the job of selling yourself, your persistence, is what makes you a winner. If you meet an obstacle or a problem along the way, tackle it; solve it, and then move on to the next. That way problems don’tContinue Reading

Extending Yourself to Help Others

Selling yourself again and again becomes far easier when others see how willing you are to go out of your way for them—asked or unasked. If you want to sell yourself successfully put forth a little extra effort. Go out of your way to help someone. The more you reach out by extending yourself, theContinue Reading

Listen With All Your Senses

When you first meet someone, the natural thing is to think of something to say once you’ve exchanged greetings and introductions. Wrong! Don’t do that. Say nothing. Think about listening. The best way to sell yourself is to let the other person do most of the talking. I focus first on their favorite topic: themselves.Continue Reading


The Prospect’s Time is Valuable

Every salesperson has had it drilled into his or her head that time is money and should be valued accordingly. So I won’t give you another lecture on time management. Instead, I’ll emphasize the importance of also realizing the value of your prospect’s time. Now that’s a switch, isn’t it? Too often, salespeople are soContinue Reading

Your Name and Your Word

No matter what you do, if you want to stay ahead in the game, always tell the truth. The old saying “TELL THE TRUTH AND YOU’LL NEVER GET CAUGHT” is the simplest advice I can give anyone. If you want to sleep well at night each day of your life with no regrets, nothing willContinue Reading


Time-Wasters Rob You Blind

No one has any more or less time than you have. The president of the United States has exactly the same number of hours in a day as the man on the street. We all have 1,440 minutes in a 24 hour day. How much of your time today was wasted? It’s important to identifyContinue Reading

Controlling the Sale

The image that instantly comes to mind when most people think about controlling the sale is one that portrays manipulation and intimidation. I shudder when I think there are salespeople out there using selling techniques that dictate mistreating customers. What’s more, I can’t imagine anyone actually getting away with it. Customers should be cherished. However,Continue Reading


Make a Lemon into a Peach

When a customer drives into the service department with a genuine lemon, it can take me and my people a lot of time and energy making phone calls and finding the places to exert pressure to make that car right. I take care of customers who have problems. I don’t make a customer pay moreContinue Reading

The Appearance of Success

Dressing the part may seem like something people who want to get ahead in this world would do instinctively. You would think so. But that’s not the case, especially today. When it comes to appearance, we live in a very freethinking and individualistic “anything goes” society. Even though some of you may think I clingContinue Reading