While the products and services they sold have varied, the best salespeople in history share common traits: charisma, tenacity, deep product knowledge, and an unparalleled ability to build relationships. Their stories are not just inspiring but offer valuable lessons for anyone looking to elevate their own sales game—whether you're selling merchant services, real estate, or software.

Here are some of the most legendary salespeople in history and what we can learn from them:

1. Dale Carnegie: The Master of Relationship Building

Dale Carnegie may be best known as the author of How to Win Friends and Influence People, but he was also a brilliant salesman. Born in 1888, Carnegie started out selling correspondence courses to farmers before turning to sales training, public speaking, and eventually writing. His insights into human nature and interpersonal relationships became the foundation of modern sales techniques.

Why He Was Great:

Carnegie's approach was simple but revolutionary: people buy from people they like and trust. His work emphasized the importance of empathy and building rapport—two qualities that any salesperson can benefit from today. His methods showed that selling isn’t just about the product; it’s about connecting with people on a personal level.

Lesson:

In the world of merchant services, take time to build relationships with your clients. Ask questions, understand their challenges, and provide solutions that make their lives easier. The stronger the relationship, the more successful the sale.

2. Joe Girard: The World's Greatest Car Salesman

Joe Girard holds the Guinness World Record for the most cars sold by a single person in a year—1,425 cars. What makes Girard’s achievement even more remarkable is that he sold cars one at a time, not to fleets or corporate buyers. His approach was intensely personal: he sent handwritten cards to all of his customers on every holiday and birthday, ensuring he was always top of mind.

Why He Was Great:

Girard knew the value of staying in touch with his customers and providing exceptional follow-up. His commitment to customer service led to an extraordinary amount of repeat business and referrals.

Lesson:

Follow-up is key to success. In credit card processing sales, always stay connected with your clients, even after the deal is closed. Check in regularly to see how things are going and make sure they’re happy with the service. A satisfied customer is likely to give you referrals and more business in the future.

3. Mary Kay Ash: The Queen of Direct Sales

Mary Kay Ash founded Mary Kay Cosmetics in 1963 with a $5,000 investment and turned it into a billion-dollar company. Her approach to sales was revolutionary—she empowered women to build their own businesses selling products to people they knew. Ash's philosophy was rooted in treating people well, and she famously said, "Pretend that every single person you meet has a sign around their neck that says, 'Make me feel important.'"

Why She Was Great:

Mary Kay Ash excelled at motivating and inspiring her sales force. She recognized the importance of recognition and rewards in driving performance. Her personalized approach made customers feel valued, which, in turn, created loyalty and trust.

Lesson:

In sales, especially merchant services, it’s crucial to make your clients feel like they matter. Personalize your interactions, recognize their unique needs, and show appreciation for their business. A little recognition can go a long way in fostering loyalty.

4. John H. Patterson: The Pioneer of Modern Sales Tactics

John H. Patterson, founder of the National Cash Register (NCR) Company, is often credited with inventing the modern sales strategy. In the late 1800s, Patterson built a national sales force to sell his cash registers, a novel product at the time. He created the first formalized sales training program and developed techniques that are still used today, such as territory management, scripts, and incentives for top performers.

Why He Was Great:

Patterson introduced structure and accountability to the sales profession. He understood that selling could be taught, systematized, and scaled. He also emphasized customer education, believing that showing clients how a product could improve their business was the key to making a sale.

Lesson:

Sales is both an art and a science. In merchant services, having a process is essential. From prospecting to follow-up, a structured approach helps ensure consistency and success. Don’t leave your sales efforts to chance—develop a system, and continuously refine it.

5. Zig Ziglar: The Motivational Salesman

Zig Ziglar was one of the most famous motivational speakers in history, but before that, he was an accomplished salesman. His best-selling books, such as Secrets of Closing the Sale, have inspired millions of salespeople worldwide. Ziglar's philosophy was centered on integrity and positivity, and he believed in creating win-win situations for both the customer and the salesperson.

Why He Was Great:

Ziglar was a master of influence without manipulation. His belief that success in sales comes from helping others succeed was revolutionary. He taught that trust and honesty should be at the core of every sales interaction.

Lesson:

Being genuine and putting the customer’s best interest first is the most effective way to sell. In credit card processing, helping businesses save money and improve efficiency should be your primary goal. When your clients win, you win too.

Final Thoughts

The best salespeople in history didn’t just sell products—they built empires, forged deep connections, and created lasting change. Whether it was through empathy, persistence, product knowledge, or motivation, they found ways to elevate the sales profession and leave an enduring legacy.

As a salesperson today—whether you're in merchant services or another industry—there’s so much you can learn from these masters. Focus on building relationships, always follow up, listen to your clients, and maintain integrity in every interaction. By applying these lessons, you’ll not only improve your sales performance but also create long-term success for yourself and your clients.

Now, it’s time to go out there and start building your own legacy in the world of sales!