World’s Top Car Salesman, Joe Girard, Dies at Age 90

Joe Girard, recognized for more than a decade as the world’s highest-volume car salesman, has died at age 90.

Between 1966 and 1977, the Detroit-area Chevrolet retailer was duly honored for his prolific performance—averaging six sales per day—by the Guinness Book of World Records. His best year was in 1973, when he sold 1,425 cars—a Guinness record that still stands. All his sales were made one at a time, with no fleet orders.

Not surprising, Girard’s technique relied heavily upon selling at all times. He paid customers for referrals, threw backyard barbeques for the dealership’s service department and cultivated ties with managers at large area companies who could refer prospects to him.

Maintaining contact with customers and keeping them happy was key. Girard estimated that his average buyer would have contact with 250 people—all potential sales prospects—per year. At the same time, any customer who wasn’t happy could cost him 250 possible sales. He touted “customer satisfaction” before the idea became a marketing mantra.

Girard retired at age 49 to become a motivational speaker. He also authored several books on salesmanship. Some, such as How to Close Every Sale and How to Sell Anything to Anybody are considered bibles in the car-selling industry. He was inducted into the Automotive Hall of Fame in 2001.