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  SALES STORIES  from SalesPerfect: 
  Desire-By Dave Cole 

Do You Know Joe Girard? 

The  Guinness  Book  of  World  Records  has  proclaimed Joe Girard, "The
World's Greatest Salesman."

During  his days as an automobile salesman, Joe for 12 straight years, sold
more cars  and  trucks than any other salesperson. In fact, as an individual, he
sold more cars than most dealers sell in total, and all of them retail.

Coming  from hard and humble beginnings, Joe had been thrown out of high
school, fired from over 40 jobs, and had even failed at being a petty thief!

But  in  1949  things began to turn around. He met a man who "took him under
his wings"  teaching  Joe  how  to  be  a  building  contractor.  Joe  became
pretty successful and in 1961 he contracted to build a number of private homes.

Unfortunately he had accepted the word of a real estate speculator that said
the area  was  to have a sewer system installed. Poor Joe, he went on the man's
word instead  of  checking  things  out  and finally found out this just wasn't
Individual septic tanks had to be installed which meant the homes became
greatly de-valued.

As  a result, Joe lost his business. It was Christmas and Joe Girard had no
job, no savings, and found himself in debt to the tune of $60,000.

Then the final blow came.....

On  a  cold  day in January, June Girard tearfully told her husband there
was no food in the house and the kids were begging for something to eat.

On that day, Joe Girard found himself at the absolute bottom of the barrel.

It  was  either see his kids starve or go out and find something. After
pleading and  begging  the  manager of a car dealership to hire him;  the manager
finally gave in and gave Joe a small desk at the back of the showroom.

When  Joe's  first  customer  walked  in that day, just before closing time,
Joe thought  to  himself,  "There's  no  way this guy is getting out of here
without buying a car from me."

Joe  Girard  remembered his hungry kids at home, then looked at his customer
and saw......a bag of groceries!

Within  a  month  he became so successful at selling cars that the manager
fired him! He was too aggressive and the other salesmen were upset.

But  Joe  had  found  his calling and it wasn't very long before he was
hired at another dealership where he worked until the day he retired in 1978.

Recalling  that  first  sale, and telling what made him the Greatest
Salesman In The World, Joe says this:

"Want. My want. That was all I knew. And that want was enough to drive me to
say and  do  enough of the right things to sell that customer a car. I am not
saying that that's all there is to it, then or now, but that is most of it."

"If  you want, and know what you want, you will have most of what you need
to be a  successful salesman. I mean that. Nobody can be a successful salesman
without wanting.  Wanting something very much. And the more you want, the more you
drive yourself to do what it takes to sell."

"Once  I  saw  that  first  customer  as  a bag of groceries to bring home
to my family, he was sold, whether he knew it or not."

You  and  I might not ever become the world's greatest in what we do, but we
can become  the  best  we  can possibly be at it. It all starts, continues, and
ends with 1 simple word:


Dave Cole
Editor - Prosperity: The Choice Is Yours
Copyright 2001

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