Have you ever been to a pawn shop? We have the mac daddy of pawn brokers on the show, Les Gold. His Detroit pawn shop – American Jewelry & Loan – is the famous scene of the hit TV reality show, Hardcore Pawn, which is in its 9th season!

Well, the show premiered in 2010 delivering to an unprecedented 2 million viewers and setting a record as truTV’s most-watched series premiere ever. This success has catapulted Les into speaking engagements, sales training seminars, and even a recent TED talk.

Les is known for his practical negotiating tips, which are often the topic of his media appearances including: Yahoo! Finance where I interviewed him about a year ago, Good Morning America, CNN, and Forbes.

Three takeaways from this interview:

– Les’ philosophy – There’s a customer for anything. How can that be?

– The most important thing when you’re trying to negotiate.

– Why making mistakes doesn’t make you a failure!

If you’d like to learn more about Les Gold, head over to his website www.pawndetroit.com.

Our favorite quote from the interview: “If somebody bought it once, somebody will be willing to buy it again.” – click to tweet