Harvey's ABC's of Selling-3

Day three of our series from Harvey Mackay:

The ABCs of Selling

By Harvey Mackay

Not long ago, I was listening as one of my grandchildren practiced his ABCs. He had a little picture book that helped him remember what the letters stood for, and he studied it intently, determined to be the first in his class to know all the letters and words. With his determination, I knew he would master the alphabet in no time at all.

As he worked, I started thinking about what those letters mean to me, after a lifetime in sales and years of helping young hopefuls get started in their careers. I didn't draw pictures, but these are the words my alphabet book would include:

Availability for your customers is essential, so they can reach you with questions, concerns or reorders.

Believe in yourself and your company, or find something else to sell.

Customers aren't always right, but if you want to keep them as your customers, find a way to make them right.

This takes looking at the long term, big picture. I heard a recent statistic that showed dissatisfied customers that you turned around and took care of, were nearly 10 points more loyal than those that were always "satisfied".

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