Buyer’s Remorse

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. […]

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 will […]

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 […]

Stretching the Truth and the Art of Deception

A question we’ve all heard before is, “Are there ever times when a lie is not a lie?” That’s not as easy to decide as it sounds. There are times when honesty can be a matter of degree. For example, telling a “white lie” or half-truth for the better good or protection of people for […]