Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

On a brutally hot summer morning in Charlotte, North Carolina, Big Al Washington-a local legend for car sales and eccentric commercials-dies under mysterious circumstances. As the vultures line up for their fair share of his fortune, Big Al's trusted attorney, Larry Bridges, informs the Washington kin that the estate will be frozen until the case is solved. Weary of probing police detectives and avaricious beneficiaries, Larry enlists his savvy daughter, Emily, and Alice Washington-Big Al's estranged daughter and the only family member with a legitimate alibi-to figure out who killed his former boss. Meanwhile, Big Al's grandson and successor Luke, in serious need of cash flow, hatches his own plans to speed up the dispersion process. He sees it as his mission to save the dealership and will fulfill it at any cost. When everyone in the Washington family's inner circle has a potential motive, how will Emily and Alice narrow it down? Or is Big Al's legacy already doomed, as autonomous cars overtake the market and drive his lifelong business into the ground?

An outrageously funny, illustrated take-off poking fun at the salesman's schtick.

One of the greatest compliments I have ever received came very unexpectedly. I had been in the car business for about 20 years and had personally trained over 300 salespeople. The same training you are about to receive. I was just hired as the general manager of a dealership and was holding my first meeting with the salespeople. I was making the point that following a process is extremely important and I listed the steps in the sales training that are in this book. One of the salespeople raised their hand, took out a folded up piece of paper, and read the steps of the sales process I had just listed. I asked him where he got that from and he said that salespeople had been passing it around for years because they never received better training from their employers. That is the reason for this book. To give the person who wants to be a professional car salesperson a map on how to achieve success. This book is very extensive and was written for the new hire as well as the seasoned pro. I truly hope this becomes a tool that you use often and you have the discipline to follow the process. In other words, I hope this becomes The Car Salesman's Bible. Best regards, Ron

If you're a woman and you shop for a new car, will you really get the best deal? If you're a man, will you fare better? If you're a black man waiting to receive an organ transplant, will you have to wait longer than a white man? In Pervasive Prejudice? Ian Ayres confronts these questions and more. In a series of important studies he finds overwhelming evidence that in a variety of markets—retail car sales, bail bonding, kidney transplantation, and FCC licensing—blacks and females are consistently at a disadvantage. For example, when Ayres sent out agents of different races and genders posing as potential buyers to more than 200 car dealerships in Chicago, he found that dealers regularly charged blacks and women more than they charged white men. Other tests revealed that it is commonly more difficult for blacks than whites to receive a kidney transplant because of federal regulations. Moreover, Ayres found that minority male defendants are frequently required to post higher bail bonds than their Caucasian counterparts. Traditional economic theory predicts that free markets should drive out discrimination, but Ayres's startling findings challenge that position. Along with empirical research, Ayres offers game—theoretic and other economic methodologies to show how prejudice can enter the bargaining process even when participants are supposedly acting as rational economic agents. He also responds to critics of his previously published studies included here. These studies suggest that race and gender discrimination is neither a thing of the past nor merely limited to the handful of markets that have been the traditional focus of civil rights laws.

“Okay, baby, let me show you how the fuckin’ Mafia works. The sales manager snarled. ‘Cause if you’re so much as a day late on any one of them three pickup payments, I’m gonna blow your goddamn fuckin’ brains out all over the showroom floor.”