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  "text": "The most successful car salesman in America had a different question:\n\nNot “How do I sell this person a car today?” but “How do I make sure they come back to me for their next one?”\n\nSo he sometimes downsells, recommends a cheaper model that’s nearly as good. Builds instant trust. One McLaren salesman even saved Jay Leno $20k on ceramic brakes he didn’t need.\n\nRory Sutherland points out that if you only chase short-term, easily measured sales, you’ll never do this. The top guy probably looked average for his first few years.\n\nLong-term success often looks like short-term “failure” when you’re playing a different game, one based on trust instead of extraction.\n\n“ If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.” — Zig Ziglar",
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