08 Jul Rules of Success in Sales
Let me introduce you to Joe Girard, the World’s Greatest Salesman! What I want to get across to you, when it comes to continually making contacts, building your team, and asking for the sale, can be summed up in Joe’s actions.
I won’t go into his long history, suffice it to say he came from having less than nothing to the Guinness Book of Records for having sold 13,001 new cars or trucks in only 12 years. (Note: These were retail sales, no fleet, wholesale or used vehicles. See Wikipedia here.)
“In 2001 he was inducted into the Automotive Hall of Fame, the only salesperson ever to receive that honor.” (From his website) He was also honored by the American Academy of Achievements.
I’d like to share a few of his “rules of success” that wonderfully demonstrates what I’ve been saying to you for more than a decade.
- ORGANIZE YOUR LIFE
Keep an appointment book so that 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!
People can tell if you’re 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.
- RETURN ALL PHONE CALLS & EMAILS
Not returning calls or emails are a way to lose customers and friends. Return your calls and emails as soon as possible. If you don’t, that’s a good way to burn a bridge!
- STAND IN FRONT OF YOUR PRODUCT OR SERVICES, NOT BEHIND
The most important thing to do for your customer is SERVICE them, and they will do business with you over and over again. This is what made JOE #1 IN THE WORLD.
- REWARD YOURSELF
Treat yourself well for all the smart work you have done; YOU DESERVE IT!
Joe believed strongly in making new contacts each and every day and left a business card with everyone he came in contact with. In fact, he’s known for handing out 16,000 cards each month! I’ll bet you don’t even do that in a year.
Joe also believed in the power of building a team, which freed him up to focus on his specialty — selling — instead of being overwhelmed by “behind the scenes” work. He spent his time on what made him money.
That’s exactly what you need to do to reach the level of success that leads to accumulating wealth and the kind of life you long to have.
He sold new cars and trucks, but these “rules of success” work, period.
Get out there! Make new contacts every day. Start building your team. Focus on your specialty.