Time for a Friday Focus on the Wisdom of 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.
Deliver more than you promise.
Education is for life—never stop learning.
Follow up and follow through. Never leave a customer hanging.
Goals give you a reason to go to work every day. When you reach your goals, set higher ones!
Humanize your selling strategy by learning everything you can about your customers.
I is the least important letter in selling.
Join trade organizations and community groups that will help you both professionally and personally, such as Toastmasters, chamber of commerce or Junior Achievement.
Know your competitors and their products as well as you know your own.
Listen to your customers or they'll start talking to someone else.
Maybe is the worst answer a customer can give. No is better than maybe. Find out what you can do to turn it into a yes.
Posts
No comments:
Post a Comment