World's Greatest #1 Retail Salesman
International lecturer and winner of the World's Number One Retail Salesperson title, Joe Girard documented a lifetime of experience to share with you.
Joe Girard's story is one your people can relate to. He came up through the trenches and did exactly what his training materials teach your people to do.
Selling yourself and your product does not consist of magic, or showing off or luck. It consists of homework and hard work and rewarding work. The more you understand about your prospect’s needs and wants, the better equipped you’ll be to provide them with the right solution and product! Of course, the effectiveness of theContinue Reading
I don’t believe in hard work. I believe in good work. I believe in smart work. I believe in effective work—work that works. The value of having a plan is to keep you moving and keeping the flow of prospects coming in. One of the most important aspects of your plan is to prioritize yourContinue Reading
What it all comes down to is one word: trust. If a customer trusts me, he will buy from me. But I have to be sure that his trust lasts beyond the moment when he gets his car and pays for it. I have to be sure that he trusts me after he has drivenContinue Reading
I hope you’re not looking for magic words or formulas or phrases to say to yourself in the mirror. Life doesn’t work that way, and business doesn’t either. There are no secrets; there is no magic. The process of successful selling means endless use of your mental resources. The fact is that ANYBODY CAN DOContinue Reading
Professional salespeople will take the time to obtain the information they need to match the right product for their customers by conducting fact-finding sessions, and as the name implies, it’s a series of questions asked of prospects. The purpose of these questions is to investigate the needs of the prospect and to get a conversationContinue Reading
Life is not perfect by any means. If it were, there’d be no challenge to it. We all have our moments of personal joy and tragedy. Whether it’s family, money, or job related issues, we all have our problems, big and small. One thing I never did was to share my personal problems with othersContinue Reading
There was a time in my career when I needed money so badly that I desperately had to make the commissions on every sale. In the beginning, I lived paycheck to paycheck, and the food put on my table each week, the house payments, and the car payments depended directly on my sales production. ItContinue Reading
There probably isn’t a person alive who hasn’t had buyer’s remorse at one time or another. I’m sure everyone has had second thoughts after making an impulsive, extravagant, or ridiculous purchase. In our fast-moving society, with today’s high cost of living, we often make snap decisions only to wonder later if we acted too hastily.Continue Reading
You’d be surprised at the number of people in all walks of life, in all lines of business, who have no idea where they’re going. I don’t mean where they’re going down the street, or to their jobs, or to their homes, or to the beach, or to the ball park, or local pool hallContinue Reading
I believe the number one reason a salesperson oversells is his or her fear of rejection. It doesn’t take a genius to recognize when a prospect is sold on the product, and I give the average salesperson credit for knowing that. Sadly, the guy is just too scared to close the sale because he doesn’tContinue Reading
