Harvey's ABC's of Selling-6

And no, F does not stand for Friday. Read on:

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.

This is where I have seen lots and lots of sales people get an "F". I once knew a woman that made 250 in person prospecting calls each week, but only had a 5% closing ratio because she rarely did timely follow up.

Look, most of us struggle with the balance of looking for new business and servicing existing clients. I believe the key is simple. Simply develop a system. There's plenty of software programs out there, pen and paper and a calender works too.

By the way, this series of sales tips is going to continue 7 days a week, so check back on Saturday and Sunday for more wisdom from Harvey Mackay!

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