Mark Michalek isn’t just a car salesman; he’s a phenomenon.
With sales figures that drop jaws among industry colleagues – an average of 37 cars a month compared to the American average of 10-15 – he has repeatedly proven that sales success isn’t about luck, but about structure, relationships, and genuine commitment.
When asked what he does differently, Michalek replied that secret lies in his motto:
“Make a friend. Sell a car. Make money.”
It sounds almost too simple. But it works.
However, only in that.exact.order.
Michalek started selling cars back in 1990 at Don Allen Chevrolet in Pittsburgh – and he’s been there ever since.
Over the years, he has sold cars to over 3,450 customers, and he still keeps in touch with them today.
Why? Because relationships build trust – and trust builds business.
He rewards loyal customers who refer new ones with a $100 “finder’s fee.”
“I tell people my business cards are like Vegas chips. Give them to someone, and you get paid if they buy from me,” he recounts.
But it doesn’t stop at money.
Michalek shows genuine care. When dissatisfied customers return, he doesn’t hide.
He meets them directly.
Perhaps a mechanic is needed. Perhaps a rental car in the meantime. But he solves it – because customers never forget someone who truly cares.
Every year, he sends Christmas cards to his past customers. The year he missed doing so, he received over 70 calls from concerned customers wondering if he still worked there.
In a world where many try to win by pushing prices or counting horsepower, Michalek chooses a different path:
Relationship before business. Person before transaction. Trust before sales pressure.
So, honestly – what are you building today?
Relationships?
Trust?
Or just a quick deal?
Here you can read more on how to transform your sales process.
