6 Actions Highly Likeable People Take
That most people don’t
In the book, “Influence,” author Robert Cialdini tells the story of Joe Girard, a car salesman who on average sold five cars a day — earning the top spot in the “Guinness Book of World Records.”
Eager to learn how Joe was able to separate himself from the pack, Cialdini took it upon himself to dissect his approach and process.
What he discovered was a simple man, with an even simpler system.
First and foremost, Cialdini learned that Joe was fair. He never tried to hit anyone over the head with a purchase, nor did he try and push someone into a decision that they were not comfortable making.
Secondly, Cialdini recognised that no matter how big Joe’s client list got, he never stopped doing the little things — positioning himself as someone people enjoyed doing business with.
Every month, no matter what he had going on, Joe sat down and sent out a personalised handwritten letter to each one of his clients. He asked about their children by name. He followed up regarding any celebration or devastation.
Joe did this because he understood one simple aspect of human behaviour: if you show someone how much you like them, nine times out of ten, the favor will be returned.
