Perfect—**Joe Girard**, author of *How to Sell Anything to Anybody*, was known as the **world’s greatest salesman** (Guinness-certified). He sold over 13,000 cars in 15 years—**one at a time**, **face to face**, with no bulk fleet deals. Here’s a focused list of **communication and sales tips from Joe Girard**, based on his book and talks. His style was **personal, relentless, emotional, and people-first**. --- ### **1. People Buy People, Not Products** Girard’s #1 principle: **sell yourself first.** **Tip:** Smile. Dress sharp. Shake hands. Use their name. > “The first thing I sell is Joe Girard. Then I sell the car.” --- ### **2. Everyone Is a Somebody** He treated every prospect like a VIP. **Tip:** Never judge by appearance. Make **every person feel important**—especially quiet ones. --- ### **3. Follow Up Like a Maniac** He sent **13 handwritten notes per year** to every contact. **Tip:** After every interaction, follow up with a thank you. Then stay top of mind consistently. --- ### **4. Use the Law of 250** Girard said the average person has 250 people they could influence. **Tip:** Treat one client well, and you reach their **entire network**. Treat one poorly—you lose 250. --- ### **5. Eliminate Sales Pressure—Be a Helper** He didn’t “close hard.” He made people feel safe. **Tip:** > “What are you looking for?” > “Let’s figure out what fits your needs best.” Position yourself as a **trusted advisor**, not a pusher. --- ### **6. Mirror Their Language, Mood, and Pace** Girard matched the customer’s style to make them comfortable. **Tip:** Fast talker? Speed up. Nervous buyer? Slow down. Match energy. --- ### **7. Use Names—Often and Warmly** He used the client’s name constantly to **build trust and connection**. **Tip:** > “Kevin, let me show you this.” > “I want you to feel good about this, Kevin.” --- ### **8. Overcome Objections Before They’re Raised** He addressed issues upfront with **calm confidence**. **Tip:** > “A lot of people worry about financing—we’ll handle that in a way that works for you.” --- ### **9. Sell the Emotion, Not the Specs** People bought from Joe because they felt **seen**, **respected**, and **excited**. **Tip:** Don’t say “This has ABS and 250hp.” Say: > “You’re going to feel proud pulling up in this.” > “This car says you’ve arrived.” --- ### **10. Keep It Simple. Keep It Honest.** Girard’s pitch wasn’t fancy—it was human. **Tip:** Drop the technical lingo. Say: > “It runs smooth, it’s reliable, and you’ll love driving it.” --- ### **11. Never Lie, Never Manipulate** He built his career on **integrity**. **Tip:** If it’s not a fit, say so. > “This model isn’t right for you. Let’s find one that is.” Honesty builds lifetime customers. --- ### **12. Make It Personal, Not Transactional** He remembered birthdays, kids’ names, and life events. **Tip:** Write down what you learn about your clients. Follow up **as a friend**, not just a vendor. --- ### **13. Control the Environment** Girard set the scene—no distractions, no rush. **Tip:** Create a **calm, private space**. Slow down. Focus only on *them*. --- ### **14. Use the Test Drive as a Future Preview** He sold the *experience*, not just the car. **Tip:** On test drives, say: > “Picture yourself driving this every morning. How does that feel?” Let them imagine success. --- ### **15. Celebrate the Decision, Not the Deal** He never made it about price or paperwork. **Tip:** Say: > “Congratulations—you made a smart choice.” He made buyers feel *proud*, not sold. --- ### **16. Make Them Feel Safe to Say Yes** Girard knew people are afraid of making the wrong decision. **Tip:** Use **reassurance**, not pressure. > “You don’t have to decide today. I’ll walk you through it when you're ready.” Then—**be present and calm** until they feel safe to buy. --- ### **17. Don’t Sell Features—Sell What the Product *Says About Them*** He didn’t sell transportation. He sold **pride**, **respect**, and **status**. **Tip:** > “This isn’t just a car. It shows you take care of your family.” Make them feel like a **hero** for buying. --- ### **18. Turn “No” Into a Relationship** He didn’t get discouraged by rejection. He kept them on the list. **Tip:** If they say no: > “Thanks for stopping by—I’ll still send you a birthday card.” Plant long-term seeds. --- ### **19. Control Your Emotional State First** He showed up positive, even when things were bad at home. **Tip:** Before any conversation: **reset your energy**. Smile. Stand tall. Act confident—even if you don’t feel it. --- ### **20. Always Be Remembered for the Right Reasons** His handwritten cards weren’t marketing—they were **emotional anchors**. **Tip:** Birthday. Holidays. Thank-you. Monthly check-in. Even if they don’t reply, they remember *you*. --- ### **21. Give a Reason to Come Back—Even If They Don’t Buy** He gave people **a win** no matter what. **Tip:** > “Here’s my number and a free checklist to help you compare models.” They feel helped—not hustled. --- ### **22. Treat Spouses and Kids Like Decision-Makers** Joe knew many buyers were actually influenced by **the person next to them**. **Tip:** > “What does your wife think?” > “Want to see if the baby seat fits?” Respect the whole family = close the deal faster. --- ### **23. Use Confidence, Not Cockiness** He was direct—but **never arrogant**. **Tip:** > “I believe this is the right fit for you. Let me show you why.” Confidence earns trust. Arrogance kills it. --- ### **24. Stick to Your Promises, Even the Small Ones** He earned trust by **never breaking small commitments**. **Tip:** > “I’ll call you Tuesday at 3.” Then do it. People test your integrity by watching the little things. --- ### **25. Build Your Reputation on *Consistency*** He didn’t rely on hype—he relied on doing **the right thing, over and over**. **Tip:** Be early. Be helpful. Be honest. Follow up. Do that 1,000 times, and you’ll outsell everyone. --- ### **26. Stay Hungry—but Don’t Chase** He followed up relentlessly—but *never begged*. **Tip:** If they weren’t ready, he’d say: > “I’ll be here when you’re ready. No pressure.” Then move on to the next name—**always moving forward**. --- ### **27. Make People Look Good in Front of Others** Girard made clients feel smart, respected, admired. **Tip:** When friends or family were present, he’d say: > “You’ve got a sharp one here. Knows exactly what to look for.” People buy when you make them *look good*. --- ### **28. Always Act Like the Sale Will Happen—Eventually** Even when someone said no, he treated it like a **not yet**. **Tip:** > “I know this isn’t the right time, but I’ll be here next year too.” This confidence keeps you top of mind. --- ### **29. Protect Their Ego, Even When They’re Wrong** He never embarrassed the customer. **Tip:** If they had the facts wrong, he’d say: > “That’s a common idea. A lot of people think that. Here’s what I found works better.” Always preserve **dignity**. --- ### **30. Make Every Sale About the Relationship** He didn’t sell cars—he built a **network of people who loved Joe**. **Tip:** Every message, call, and visit was rooted in service. He made people feel like they **mattered**—and they bought to keep him in their lives. ---