Selling: The Crucial Skill Nobody Taught You
Have you ever been surprised by someone’s success story?
In the Guinness Book of World Records, you’ll discover that a car salesman named Joe Girard is one of the most successful salespeople ever.
Wait, a car salesman?
That may seem surprising at first glance. However, Girard’s accomplishments are undeniable — he has sold more high-value items individually than any other retail salesperson in history.
When confronted with surprises that clash with our preconceived notions, as in the case of the most successful car salesperson, it serves as a reminder that our understanding of the world around us is imperfect.
The natural question is how a guy who sells one car at a time to everyday customers becomes one of the most successful salespeople in history?
We can learn a lot from studying success (and failures too).
Girard offers a simple answer: “People want a fair deal from someone they like.”
When questioned about his actions to get people to like him, he simply says, “I tell them that I like them.”
While seemingly simple, that answer is based on science. Girard is a master in the principles of persuasion.
We’re more likely to say ‘Yes’ to people we like.
One way to get people to like you is to flatter them, even if you lie.
Girard sends a card to everyone who buys a car from him every year, reminding them he likes them. When it’s time to buy a new car, who do you think they call?
His approach exemplifies the power of building genuine relationship and human connection, even in a transactional business setting. His success reminds us that sales is not just about selling products, but about understanding people’s needs and making them feel valued.
Moreover, Girard’s story challenges assumptions about what type of person or background is required for outstanding achievement. His humble beginnings as an ordinary car salesman, combined with his principles, allowed him to reach such heights.
Developing authentic relationships and to never underestimate the impact of making people feel truly heard, liked and appreciated holds significance in personal life too. 🙂
