In case this is the first time you've heard of Harvey Mackay, I would urge you to go to his site which is listed on the right side of this page and do some exploring.
Here's todays installment in our series:
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.
Networking is among the most important skills a salesperson can develop. Someone you know knows someone you need to know.
Opportunities are everywhere. Keep your antennae up.
If you are not seeing opportunities, it may be your own blindness. Learn how to get your vision back. Sphere: Related Content
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