Joe Girard was honored as the Greatest Salesman in the World in the Guinness book of World Records, for the incredible success he had selling cars. I’d like to share his 13 rules for sales success.
Some are quite blunt and might not apply to all industries but there’s gold in these nuggets for sure. Also, you might not agree with all of it, for instance, I disagree with a portion of #3. Eating with salespeople that are better than youcan be very beneficial. Buying the top sales Jedi lunch will allow you to pick their brain and learn from them!
What resonates with you? Which do you disagree with? What would you improve upon?
1. HAVE A POSITIVE ATTITUDE
Hang around with positive people, stay away from cry babies and complainers, because they will pull you down to their level. If something isn’t going right in your life, keep it to yourself, no one wants to hear your problems, make people believe you are having a wonderful time.
2. ORGANIZE YOUR LIFE
Keep an appointment book so you don’t have to use the words that sicken me “I FORGOT”. At the end of each day meditate upon what you did or did not do, so you can become stronger for tomorrow. Plan your work for the next day. If you know where you are going, you will get there. If you don’t you are LOST!
3. WORK WHEN YOU WORK
Don’t take long lunch hours, and only eat with people who can help your cause, not with other salespeople. Do not sneak out of work early, if you do you are a LOSER.
4. OBSERVE GIRARD’S NO-NO’S
No smoking or chewing tobacco, no gum, no colognes, no profanity, no dirty jokes, no alcohol breath and men do not wear earrings when you are working. Turn off cell phones, they’re irritating. The biggest killer of them all is NOT BEING ON TIME.
5. DRESS THE PART
What kind of people are you dealing with? If you are selling to blue-collar workers, don’t wear $500 suits and expensive shoes, jewelry or watches (it’s a big distraction), wear them on your own time not when you’re working, clothes can turn people off.
6. LISTEN!
People can tell if you are not listening. The longer you listen, the more obligated people will feel towards you. The more you listen, the more likely a customer is going to do business with you. Listening shows that you care.
“The mouth should only be used for eating, keep your mouth shut!” SILENCE IS GOLDEN!
7. SMILE!
A smile increases your face value. If you would smile more, your customers would feel better and want to do business with you, plus it’s great for your health!
8. RETURN ALL PHONE CALLS & E-MAILS
Not returning calls or e-mails is a way to lose customers and friends, return your calls and e-mails as soon as possible. If you don’t, that’s a good way to burn a bridge.
9. TELL THE TRUTH
If you are caught in a lie even once, you will always be a liar. Even if you tell the truth for the rest of your life, you won’t be trusted or believed, consider yourself DEAD.
10. DON’T OVERCHARGE
If you do and the customer compares your price with somebody else, you have lost him. Take a little and leave a little, working on a small profit but heavy volume works! Word of mouth will get out that no one can beat your price.
11. STAND IN FRONT OF YOUR PRODUCT OR SERVICES
Be confident in the quality of your product. The most important thing to do for your customer is to SERVICE them, and they will do business with you over and over again.
12. LOCK UP EVERY SALE
After you have closed the sale, ask your customers why they bought from you, if they tell you why, they are reinforcing their trust in you. Therefore no more buyers’ remorse, MEANING NO MORE CANCELLATIONS.
13. REWARD YOURSELF
Treat yourself well for all the smart work you have done, YOU DESERVE IT!