1. "Girard's 250 Rule": No matter what I think about myself or the people I meet, I will not let my thoughts affect my performance.

This is business, and I don't care what you actually think about the customers you deal with, the only thing that matters is your attitude toward them. Anytime you piss off a customer with angry or smart-ass remarks, you're running a risk. Because this customer told at least 250 friends about his bad impression of you, and these 250 people might have come to shop with you.

For every actual customer you lose, you lose 250 potential customers. Then every time you work, you'd better keep this attitude in doing business in your mind.

2. Don’t join the “small circle”: “nonsense circle”, “chatting circle”: get together to chat as soon as you get to work in the morning, talk about what you did last night, what your wife complained about during breakfast, Or anything else that has nothing to do with work.

No matter who you work for or what you sell, it is your business, and the more work you put in, the more people you will become your customers. Every minute you spend avoiding work costs you money. Performance may be better if you don't make friends with other salespeople.

The most important thing is to do things smartly, which is even more important than doing things hard. There are many things you can do, and you'll quickly find out what works best for you and what suits your style, personality, and interests, but the key is to do something. "After the first three transactions, you will know whether he is a real salesperson"

Don't join the "clique" and use all your time to create opportunities.

3. Sales is an intelligence war. If you want to sell something to someone, you should try your best to find all the information about the transaction.

4. Everyone is your potential customer: The stores I shop at are all on my list. I try to sell to them every time I go shopping. When I hand over the money, I remind them that I sell cars because butchers, gasoline dealers, florists, etc. all buy trucks. In turn, I also try to focus on consumption. For example, if a person comes to buy my car, I will ask him what business he does. If I need something from his dealership, I go buy some and tell him thank you for buying my car.

Put everyone you can think of on your Ferris wheel.

5. "Falsely reporting low prices" and "admitting guilt in order to get a lighter sentence": Some salesmen will quote a very low price in order to attract the other party to the store, although the price is definitely No.

6. "Losing small profits, gaining big business": Sometimes a customer is very important. Selling a car at a loss is also valuable to me, and the dealer is willing not to take profits. At least he recouped costs and reduced inventory. But I had to give him a reason why he couldn't get the profit right away.

7. I wouldn't just say: "Sam, the new car has arrived, I hope you can come and take a look." I would say bluntly: "Sam, come over this afternoon, how about 4 o'clock?" If he can't come, he must give me a definite date.

8. If I wake up in the morning feeling down for some reason and can't shake it, I might take a day off. I would look out the window and if the weather was nice I would go boating. This happens rarely, only once or twice a year. I don’t recommend taking time off as a way to grow your business, but sometimes you know you’re doing nothing even if you’re at work. If you go to work that day, you might make a serious mistake or have a fight with someone that could cost you 250 potential customers.

9. People often think they know themselves, their emotions and reactions, but in fact they don’t. To understand yourself, you must first understand that your perspective of observation is different from that of the other person. This is because you don’t want to see things from the other person’s point of view. When you can narrow or even eliminate the gap between the two sides' opinions, victory in this war will be yours. If you want both parties to be on the same page, then that means whatever approach you take to this, you have to improvise to get both parties to agree.

10. Work must be planned and plans must be implemented. Act quickly!

It was the plan I made in the morning, not the warning, that helped me close my first trade of the day.

Because when I leave home in the morning, one thing is certain: I know where I'm going and what I'm going to do.

11. Three basic attitudes are needed for success:

Honesty is the best policy - this is the policy you can follow most of the time, and it is the best policy.

Sincerity wins the goodwill of customers - The customer was initially worried that you would make him too much money, but through some common words of yours, the customer overcame this worry, no matter what you said. Soldiers call this a feint. Even if the other person doesn't answer, I will continue talking until the other person relaxes. I will find some more topics to talk about. But don’t get so involved in chatting that you forget the purpose of the customer coming to you. He can forget, but you must not forget, not even for a second. You absolutely have to remember that you are a sales actor, and timing is the most important quality for any performer. But you can only develop this quality gradually.

In sales, you want your customers to trust you and keep trusting you long after they leave. That’s why you won’t tell big lies that he can verify later. You'll never be caught telling the truth (or making your customers happy by saying something a little more exaggerated).

Take a small loss and gain a big advantage - Although you can get a higher commission by selling the car at the listed price, I think in most cases it is not worth the risk. I would rather give up making a few hundred dollars more and have the opportunity to make friends with customers.

12. I don’t want to give the other person the impression that “I have to trick you so I can afford this outfit.” I think a salesperson should dress as closely as possible to his customers. I sell Chevrolet cars, not Mercedes-Benz.

13. Sell the smell of your product: We should be selling the sizzle of a steak, not the steak.

When I ask male customers to get in the car to test drive, I don’t say a word and let them take a test drive on their own. Some experts think that this is the right time to introduce him to the various features of the car, but I don't believe it. I found that the less I said, the more he smelled and touched the car and started talking. I want him to talk because I want to know what he likes and doesn't like.

Think about what it is about a product that makes you excited or excited you when you first bought it. Then use this experience to sell your product and make it exciting and exciting. No matter what you sell, there’s an element that equals that of a new car smell. Think of yourself as a customer.

14. Look, listen, and ask three questions: In every war, both sides will listen to each other’s secrets and send intelligence personnel to understand what their side will encounter. In the sales industry, this is often called proving that the customer is willing to buy. I want to know what the customer wants to do, what he should do and what he can do financially.

Sometimes these three things are the same, but in many cases they are different. What the customer wants to do may not necessarily be what he likes to do, or what he can afford. I first listen to the customer what he wants to buy, and then try to satisfy him. But if I think this product is not suitable for him, or he can't afford it, I will make my own judgment whether to introduce him to another one that he can afford. commodity. But how do I know which item to sell to my customers? My method is to look, listen, and ask three questions.

15. I will not talk about my family unless asked to do so by a customer. This is not a social occasion, but a sales venue. I think the stupidest thing a salesperson can do is compete with customers. When a customer pulls out a picture of their child, many salespeople also pull out a picture of their child. This is not smart at all because you are trying to override the customer. When you do that, it's like saying, "What's so great about it, look at mine."

In fact, the customer doesn't care about pictures of your children, he just wants to show off pictures of his own children. So what do you gain by competing with him? Not at all. Leave the stage to the customers and just sit there and watch.

16. You can learn much more by observing and listening than by talking.

17. The deposit amount is large enough to ensure the transaction is completed.

18. No matter what you sell, repair issues and other customer complaints are normal in any business. If you handle them properly, they will help you sell more in the future.

19. Continuing to sell after the transaction is completed will make you earn more and more money.

20. No matter how good your business is, there is definitely room for improvement. The way you do business is never perfect. If you take the time to think about it, you can find ways to improve your business. You work hard to come up with new ideas and reconsider old methods that have worked well so that you can rearrange them and make them more effective.