"He can read the vulnerability of people" — When Shark Tank investor Barbara Corcoran discussed why the President is a great salesman

During an interview on Greatness Clips with Lewis Howes on May 15, 2021, Shark Tank investor Barbara Corcoran was asked what made former President Donald Trump a great salesman. Corcoran explained that Trump could recognize what was wrong with a person and use that understanding to his advantage in negotiations. She responded,

“Unbelievable salesman... he can read the vulnerability of people.”

She described this as an instinctive trait and noted that she had seen him demonstrate it in various business interactions. Corcoran mentioned that she had worked with President Trump from his late twenties, as they were both involved in real estate development in New York. She shared insights into his ability to persuade and negotiate, which she observed firsthand over the years.

---

Shark Tank Barbara Corcoran on the sales strategies that made the President effective

The ability to identify and leverage vulnerabilities

Corcoran explained that Trump’s strength in sales came from his ability to detect vulnerabilities in people. The Shark Tank investor stated,

“You walk into the room, he could see what’s wrong with you. He could just feel and know accurately what’s wrong with you and how he’s going to use that to get his way.”

She noted that this skill allowed him to gain an advantage in business negotiations. By understanding a person's insecurities or needs, he could position his offers in a way that appealed to them. This approach, according to Corcoran, was a key reason for his effectiveness in selling ideas, properties, and projects.

She was hesitant to provide personal examples due to legal concerns but acknowledged that she had experienced this approach firsthand in her dealings with him. Corcoran stated,

“I’m thinking of a million stories of him using my own vulnerabilities.”

---

Persuasion techniques in business deals

Corcoran described a specific instance where she observed Trump using his persuasion skills in a business setting. She recalled a meeting in which Trump was interviewing advertising agencies for a project. The Shark Tank investor stated,

“I saw him meet person after person like a beauty contest, person after person after person, and then blow up the ego of one team.”

She described how he praised one team extensively, leading them to believe they were the top choice for the project. Corcoran explained that his compliments seemed excessive at the time, but in hindsight, she believed it was a deliberate strategy. She said,

“I could see why is he doing this? But now in hindsight, I see he knew that guy was going to float and work for free because he needed the ego pet so much.”

According to Corcoran, this approach allowed Trump to gain leverage by identifying what motivated the individuals he was negotiating with and using that to influence their decisions.

---

The impact of salesmanship on public perception

Corcoran highlighted that Trump's salesmanship extended beyond business and into his public engagements. The Shark Tank investor stated,

“That’s exactly what he did with the American people. He sold them.”

She explained that his ability to read people and appeal to their needs was a critical part of his approach. Whether in business or politics, she observed that his success often came from his skill in persuading people based on their perceived vulnerabilities.

---

Don't miss new episodes of Shark Tank, airing on ABC every Friday at 8:00 pm ET. Catch up on past pitches and watch full episodes anytime by streaming on Hulu.