Cialdini raamat
There is a man in Detroit, Joe Girard, who specialized in using the liking rule
to sell Chevrolets. He became wealthy in the process, making hundreds of thou-
sands dollars a year. With such a salary, we might guess that he was a high-level
GM executive or perhaps the owner of a Chevrolet dealership. But no. He made his
money as a salesman on the showroom floor. He was phenomenal at what he did.
For twelve years straight, he won the title of "Number One Car Salesman"; he av-
eraged more than five cars and trucks sold every day he worked; and he has been
called the world's "greatest car salesman" by the Guinness Book ofWorld Records.
For all his success, the formula he employed was surprisingly simple. It con-
sisted of offering people just two things: a fair price and someone they liked to buy
I GIM Chapter 5 LIKING
from. "And that's it," he claimed in an interview. "Finding the salesman you like,
plus the price
annaabi.ee 
