Joe Girard

The Secret To Working Smarter

The biggest single mistake people who are trying to become successful make is that they try to do it by themselves.  That represents the hard way of trying to become successful.  The smart way is to get people to help you and the more help you get, the faster you’ll get there.  Joe Girard got…

Patience Makes A Tough Sell Easy

When it comes to a tough sell, patience really is a virtue.  Shortly after I returned from Vietnam, I joined an Army Reserve unit to help pay for my doctoral studies.  I was then given command of the unit, which meant that I was responsible for everything regarding that unit, including recruiting. The unit I…

Spoiling Customers Is Good Business

A good example of how spoiling customers is good business involves the Nordstrom department store chain.  I live in Phoenix, Arizona, where until recently, there had been no Nordstrom.  The closest stores were located in San Diego, some 300 miles away or one hour by air.  So how did Nordstrom get people from Phoenix to shop…

Success Chart

Learning How To Charge Premium Prices

A number of years ago, I was asked to bid on a very large training contract.  I assumed, as there were lots of good consultant/trainers running around, that I was in a very competitive situation and therefore, the only thing that mattered to the customer was the price.  Thus, I decided I would lower my…

Pay Special Attention To The People Who Count

  A Mexican restaurant in my neighborhood, called Mi Amigo’s is a master at giving special treatment to customers who really count.  The management realizes that children often have a strong influence on where the family is going to dine-especially during the week.  The management also realizes that what really influences the children’s decision is…

Dealing With Big Egos

Have you ever found yourself in a position where you had to deal with someone whose ego was as big as a house and you weren’t sure what to do?  Let me tell you from personal experience, once you understand what’s going on, you can literally have these people eating out of the palm of…