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, […]

Honesty Is the Best Policy

All of this probably sounds obvious to you, but I have seen salesmen kill a deal by trying to put down the customer with the truth rather than tell a small, kind lie. When a customer asks the salesman how much he’ll allow for his trade-in, I have heard salesmen say, “That piece of junk!” […]

The Dos and Don’ts of Truth

We’re all human and tempted from time to time to compromise the truth, even just a little, because it’s either convenient or we can gain from it personally. While I could give you many examples of things you should and shouldn’t do, I think you’re intelligent enough to understand the obvious. Instead, I’d like to […]

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 […]

Telling the Truth

There are two good reasons for telling the truth—for sticking to the truth as well as you can—in any situation: First, it makes you feel good, and secondly it’s the only way to earn trust and respect from others. You may gain respect for your good manners, your position in life, your acts of kindness, […]