Thank You!

When is the last time a salesperson told you how much he or she appreciated your business? Or for that matter, even bothered to say “Thank You”? It’s a sad commentary, but most salespeople don’t make any effort whatsoever to express their gratitude. It’s as if they think they’ve got a monopoly on their customers. […]

Leave a Legacy

Once I got rolling in my sales career, I made up my mind that, when I was through, I wanted to leave a legacy of compassion and commitment to all my customers. And, since most of them came back to me time and time again, I think I did. When you needed Joe Girard, he […]

Winning Bloodless Victories

How to win a bloodless Victory. Remember that for a real salesman there is nothing better than selling. It is like home runs for a hitter, touchdowns for a running back, and victories for a general. But when a salesman sells there should be no losers. Both the buyer and the seller win if it’s […]

Nurturing Relationships

I know you know I don’t care for tattoos any more than I like earrings pierced in the tongue. But when someone meets me, they’re introduced to a different kind of “tattoo”. This one shines so brightly, they never forget it—my smile. It’s the one that says “I LIKE YOU”. They see it in the […]

Winning After the Close

The first thing I do after I make a sale is to prepare a file on the buyer with everything I know about him and about what he bought. At the same time, a special thank-you letter goes out to the customer. I guess it’s a pretty obvious thing to do-to thank the customer for […]