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Home  l  Sales

The sale begins when the customer says yes

Submitted by Harvey Mackay  l  March 17 2006  l  Viewings: 5814


By Harvey Mackay

Originally published March 9, 2006

When I was 21 and just beginning my sales career, I asked an older colleague whom I respected, how many sales calls he would make on a prospect before giving up. He told me: "It depends on which one of us dies first."

Over 40-plus years of selling, I've passed along a lot of good sales advice, some I've written and some shared by others. I like these aphorisms so much that I've used them in my books, columns and speeches. They are perfect for motivating and teaching sales professionals.

• They don't pay off on effort . . . they pay off on results.

• Sign on my office door: "If you know where you can get us some business, come on in."

• Sign on my desk: "Our meeting will not be interrupted unless a customer calls."

• There are no jobs until someone sells something.

• One of the primary reasons most salespersons fail is simply that they don't make enough calls.

• I don't care how many pails of milk I lose, as long as I don't lose the cow. In other words, it's ok to lose an order or two, but don't lose the account.

• Go out on a limb - that's where the fruit is.

• It's not what's up front, it's being up front that counts.

• You only get one chance to make a good first impression.

• Initiative is important. Finishative is vital.

• Nothing sells itself!

• You can win more customers with your ears … than with your mouth.

• A salesperson should never have to make a cold call. Ever. There is no reason you can't become an instant expert on a prospect company in advance.

• Little things mean a lot … not true. Little things mean everything.

• Practice shaking hands. It's the best way to make a million-dollar first impression.

• Don't just meet your quotas. Exceed them.

• You don't have to close every sale to be a success. No one bats 1000.

• If you want to beat your competition, you have to show up … on time … with a plan … committed to excellence … and then execute.

• Nothing is more deadly to a sales relationship - or any relationship - than a broken promise.

• Two kinds of deliveries your customers never forget: late deliveries and early deliveries. Guess which one destroys your credibility and which one pays off forever.

• If selling were just a matter of the low bid meeting specs, the world wouldn't need salespeople.

• Never stop tinkering with your selling technique.

• Customer loyalty is the most valuable asset a business can have and the hardest to earn.

• Most people avoid risks their whole lives by assuming the other person is going to say no.

• Selling is not the simple business of convincing someone to buy. It is the art of creating conditions by which the buyer convinces herself.

• Look at your supplier list. Shouldn't these people, who are dependent upon you for their livelihoods, be a major source of both business and prospects?

• The mark of a good salesperson is that his customer doesn't regard him as a salesperson at all, but a trusted and indispensable advisor, an auxiliary employee who, fortunately, is on someone else's payroll.

• People, not specs, will always be the key in determining who gets the sale.

• It's not the sale that makes a salesperson. It's what he or she does to ensure the next sale that makes that person a pro.

• People buy from people they like.

• Position yourself as Number Two. If you are standing second in line, in enough lines, sooner or later you're going to move up to Number One.

• Do what you love … love what you do … and deliver more than you promise.

Mackay's Moral: There is no such thing as a routine sales call.

Article source: http://library.rusbiz.com

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