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November 29, 2011 By Harvey Mackay
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!
Hope you enjoyed the ABC'S. But remember what the other ABCD'S are (A)lways,(B)e(C)losing(D)eals!
