Repeat Business and Referrals

Winning lifetime ever lasting relationships isn’t based on a single mammoth act. You build ever-lasting relationships by never letting up on the servicing of your customers. On the other hand, anyone who fails to provide good service will never realize the building process that comes with establishing a solid base of customers and the fine […]

Building a Solid Base of Customers

Good customers are a lot like an oasis. Once you find them, they’re precious. They should be like water in the desert to you, a matter of life and death. You’ve worked hard to find them and make them yours. You never want to lose touch with them, stay out of contact with them, or […]

Trust After the Sale is What Counts

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 driven […]

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, […]

Where the Sale Begins

With many salespeople the sale is finished the moment the deal is closed. Nothing could be further from the truth. That’s when the sale really begins. A salesperson-customer relationship should be a long term marriage. Repeat business is what adds up to success. This is as true of selling furniture or insurance or real estate […]

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 […]