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The John Morris Rule

Rob: I was at a party once, and somebody who knew me said, “Oh, you see that old guy over there?” I said, “Yeah.” He said, “You gotta meet him.” I said, “Who is he?” He said, “I’m not going to tell you.” He said, “But bring a pen and piece of paper.”

So I started speaking to Mr. Morris, and I was lucky I had a pen and piece of paper, because I was writing down everything this guy was saying. This guy was in his early 80s, and he was still working. He held the record as the top Volvo salesman in the history of America.

Michael: Oh, wow!

Rob: He sold the first Volvo that came off the boat from Sweden.

Michael: What was his first name?

Rob: John Morris.

Michael: John Morris.

Rob: One of the things I do, when people give me gems, I make plaques out of it. I have a plaque … well, I give these plaques away, and it says, “The John Morris rule,” because I’m speaking to the guy for about 20-30 minutes, and he’s a sales trainer. He knows sales inside and out. I said, “Mr. Morris, if there’s a John Morris rule for selling cars, tell it to me.” He said, “There is.” He said, “There are three steps: Number one, sell yourself. Number two, sell your dealership. Number three, sell the car.”

Whatever you're selling, and now don’t lose me, because if you’re giving a presentation in high school or college, it’s a sales job. You don’t want to just give an informative speech. You want people to be interested, so the one thing you have to do is you have to sell yourself. You have to present yourself well. You have to stand in front of the group. You have to act confident. I don’t say you have to be confident. You have to act confident, and there has to be energy. He said, “Sell the dealership. Make people feel safe when they buy a car from you, like we’re going to take care of you,” and then you sell the car.

What most people do, they sell the car first. “Let’s go for a test drive,” this and that. No. You sell yourself first. When you’re giving a presentation, the first thing you’re selling is yourself.

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