If you look in the Guinness Book of World Records you’ll discover that a car salesman named Joe Girard is one of the most successful salespeople ever. In fact, he has sold more retail “big ticket” items “one-at-a-time” than any other sales-person in any retail industry.

We can learn a lot from studying success. So how does this guy, who sells one car at a time to everyday customers, go on to become one of the most successful sales people in history? Girard offers a simple answer: “People want a fair deal from someone they like.”

When questioned about what he does to get people to like him, he says “I tell them that I like them.”

While seemingly simple that answer is psychologically sound. We’re more likely to say ‘Yes’ to people that we like. One way to get people to like you is to flatter them; even if you’re lying.

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You can learn more about Joe on his website. I don’t have his books, or I’d do a post on them.