Saturday, April 26, 2008

The ABC's of Selling

Through the years, I have been a big fan of author, business man and columnist Harvey Mackay and his straight forward approach to selling and customer service. In this weeks column he talks about his ABC's of selling. His list of 26 points is better than an all day sales seminar. It transcends sales and is something that everyone in an organization should embrace. This list is POWERFUL. You should print this up and display it prominently on your desk. Every day it will remind you about what it takes to become and remain extraordinary!

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.

Price is not the only reason customers buy your product, but it is a good reason.

Quality can never be sacrificed if you want to keep your customers satisfied.

Relationships are precious: They take time to develop and are worth every minute you invest in them.

Service is spelled "serve us" in companies that want to stay in business for a long time.

Trust is central to doing business with anyone. Without it, you have another word that begins with T: Trouble.

Unlimited potential is possible whether you sell computers or candy. You are the only one who can limit your potential.

Volunteer: It's always good to give back. You'll probably find that you get more than you give, and there is no shortage of organizations that need your help.

Winning doesn't necessarily mean beating everyone else. A win-win situation is the best of both worlds.

X-ray and catscan your customers so that you know everything about them—so you can serve them better.

You is a word your customers need to hear often, as in "What can I do for you?"

Zeal is a critical element in your presentations, service and life in general. Let your enthusiasm shine through!

Some things never change—including the importance of knowing how to treat your customers and what really matters in your relationships. And as you can see, most of these items cover far more than just sales.

Mackay's Moral: Now you know my ABCs—sales skills from A to Z.

1 comment:

cathypaper said...

Good stuff. I work with Harvey Mackay on his web site and he calls this one of his best articles in 19 years. Good to see it hit home with you. Keep up the great work and feel free to reprint other articles by posting a reprinted with permission. Keep on eating out too. Harvey's a big fan of that. You might see him around Scottsdale sometime.