Joe Girard: The World's Greatest Salesman

Key Points

• Research suggests Joe Girard, known as "The World's Greatest Salesman," sold 13,001 cars over 15 years, with a peak of 1,425 cars in 1973, earning a Guinness World Record.
• It seems likely that his success stemmed from emphasizing customer relationships, treating customers with care, and providing exceptional after-sales service.
• The evidence leans toward his philosophy, "showing the love," leading to sales success, as highlighted in the Harvard Business Review article "Love Your Customers."
• An unexpected detail is his transition to motivational speaking and authorship, influencing sales training with books like "How to Sell Anything to Anybody."

Who Was Joe Girard?

Joe Girard, often called "The World's Greatest Salesman," was an American car salesman, motivational speaker, and author. He sold 13,001 cars between 1963 and 1978, with a record 1,425 cars in 1973, earning him a Guinness World Record. His approach focused on building strong customer relationships, treating buyers like family, and ensuring their satisfaction with regular follow-ups and personalized greetings.

Early Life and Career

Born on November 1, 1928, in Detroit, Michigan, Girard grew up in poverty and dropped out of high school. He took on various jobs, including shoeshining and delivering newspapers, before entering car sales at age 35. Despite initial setbacks, like being fired from his first sales job, he found success at Merollis Chevrolet in Eastpointe, Michigan.

Sales Philosophy and Legacy

Girard's philosophy, dubbed "showing the love," involved treating customers with care and building trust. The Harvard Business Review article "Love Your Customers" highlights how he sent birthday and Christmas cards and checked in regularly to ensure customer happiness. After retiring in 1977, he became a motivational speaker and author, writing best-sellers like "How to Sell Anything to Anybody", influencing sales training worldwide.

Comprehensive Analysis of Joe Girard, the Car Salesman

Joe Girard stands out as a pivotal figure in the history of American car sales, motivational speaking, and authorship, with a career that spanned significant achievements and later influenced broader business practices. This section provides a detailed examination of his life, career, and legacy, drawing from various reliable sources to ensure a thorough understanding.

Early Life and Background

Born Joseph Samuel Girardi on November 1, 1928, in Detroit, Michigan, Joe Girard grew up in a challenging environment. The son of Antonino Girardi, a Sicilian immigrant, and Grace Stabile, a homemaker, Girard faced economic hardships from a young age. He dropped out of high school and took on various jobs, including shoeshine boy, newsboy for the Detroit Free Press, dishwasher, delivery boy, stove assembler, and home building contractor, reflecting his early determination to support himself and his family.

Career in Car Sales

Girard's entry into car sales came later in life, at age 35, when he pleaded for a job at a Chevrolet dealership. Despite initial reluctance due to his lack of experience and the traditionally slow sales period in January, he sold a car on his first day and borrowed $10 to buy groceries for his family, highlighting his immediate impact. By his second month, he sold 18 cars and trucks, but faced jealousy from colleagues, leading to his firing. Undeterred, he joined Merollis Chevrolet in Eastpointe, Michigan, where he built his legendary career from 1963 to 1978.

During this period, Girard sold 13,001 cars, a figure that underscores his exceptional sales prowess. His best year was 1973, when he sold 1,425 cars, earning him a spot in the Guinness Book of World Records as the seller of the most cars in a year, a title he held for 12 consecutive years.

Business Name Change and Public Recognition

To avoid potential prejudice against his Sicilian/Italian heritage, Girard changed his business name from Girardi to Girard, a decision detailed in his book How to Sell Anything to Anybody. His public profile grew through appearances on television shows like What’s My Line? in 1974 and To Tell the Truth in 1973, further cementing his reputation.

Sales Philosophy: Showing the Love

Girard's philosophy, encapsulated in the Harvard Business Review article "Love Your Customers", emphasized treating customers with care and building trust. Key insights include his secret being not just selling but loving his customers, treating them like family, and ensuring their satisfaction post-purchase with regular contact and personalized greetings.

Transition to Motivational Speaking and Authorship

Retiring at age 49 in 1977, Girard shifted focus to motivational speaking and writing. He became an international lecturer, motivating thousands, including Fortune 500 companies like General Motors, Hewlett-Packard, and Kmart. He authored five best-selling self-help books, including How to Sell Anything to Anybody and How to Close Every Sale, which sold millions of copies worldwide.

Awards and Honors

Girard’s contributions were recognized with the Golden Plate Award from the American Academy of Achievement and a nomination for the Horatio Alger Award. In 2001, he was inducted into the Automotive Hall of Fame.

Personal Life and Legacy

Girard resided in Grosse Pointe Shores, Michigan, until his death on February 28, 2019, at age 90. His life story, from a high school dropout to a Guinness World Record holder, continues to inspire sales training and customer satisfaction strategies.

Key Citations

• Joe Girard - Wikipedia biography
• Joe Girard Automotive Hall of Fame inductee
• Joe Girard official website and biography
• Love Your Customers Harvard Business Review article
• Joe Girard - Best Selling Author and Motivational Speaker