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Harvey Mackay's ABCs of Selling

The great Harvey Mackay's new book is out – The Mackay MBA of Selling in the Real Word. Covering everything from how to find the right mentor to earning the loyalty of your customers to overcoming rejection, Mackay delivers road-tested, real-world selling advice that has stood the test of time. As today's post, I give you a taste of the new book with Harvey's ABCs of Selling – I encourage you to tweet one of these, or make it today's mantra! A - Availability for your customers is essential, so they can reach you with questions, concerns or reorders. B - Believe in yourself and your company, or find something else to sell. C - Customers aren't always right, but if you want to keep them as your customers, find a way to make them right. D - Deliver more than you promise. E - Educations is for life - never stop learning. F - Follow up and follow through. Never leave a customer hanging. G - Goals give you a reason to go to work every day. When you reach your goals, set higher ones! H - Humanize your selling strategy by learning everything you can about your customers. I - I is the least important letter in selling. J - Join trade organizations and community groups that will help you both professionally and personally, such as Toastmasters, Chamber of Commerce or Junior Achievement. K - Know your competitors and their products as well as you know your own. L - Listen to your customers or they'll start talking to someone else. M - 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. N - Networking is among the most important skills a salesperson can develop. Someone you know knows someone you need to know. O - Opportunities are everywhere. Keep your antennae up. P - Price is not the only reason customers buy your product, but it's a good reason. Q - Quality can never be sacrificed if you want to keep your customers satisfied. R - Relationships are precious: They take time to develop and are worth every minute you invest in them. S - Service is spelled "serve us" in companies that want to stay in business for a long time. T - Trust is central to doing business with anyone. Without it, you have another word that begins with T: Trouble. U - Unlimited potential is possible whether you sell computers or candy. You are the only one who can limit your potential. V - 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. W - Winning doesn't necessarily mean beating everyone else. A win-win situation is the best of both worlds. X - X-ray and catscan your customers so that you know everything about them - so you can serve them better. Y - You is a word your customers need to hear often, as in "What can I do for you?" Z - Zeal is a critical element in your presentations, service and life in general. Let your enthusiasm shine! Share your own sales tips with the community.


Sandy Barris's picture

Great list of selling ideas.

Good inspiration, I think I'll create an ABC list for Marketing.

The one think Mr. McKay is missing is planning. I think I'd change "P" to Plan ahead for sales calls or plan to fail.

Sandy Barris
Fast Marketing

Jeremy's picture

Almost done with this book and loving it! Got a chance to meet Harvey at the book signing here in Arizona and this book is much more than selling, it has lots of networking and relationship building wisdom.

Reply to the message above:
KN, what he means is the companies that want to be in business a long time realize that the Customer is saying, "serve us"

Any other Kerrazzi or MacKay fans feel free to connect

KN's picture

Thanks for sharing this!

I don't quite understand the S: "Service is spelled "serve us" in companies that want to stay in business for a long time."

What is the meaning? A company that wants to stay in business shouldn't provide service but should be served instead?

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