The ABC's of Selling

November 29, 2011 By Harvey Mackay

Over the years I have learned (and keep learning) a lot about sales. I am hoping that my first hand experience can give you an edge and a head start to success. Here are some quick and easy ideas that can and will help you nail down your sales.

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!

Trust: The Name of the Game

Trust has many forms, it can be a handshake, it can be a logo, it can be a name, it can be a color, it can be a person, and so much more.  The trouble seems to be that trust has deteriorated over the last couple of decades.  For example, a handshake does not mean the same thing today as it did 20 years ago.  So how can a person, or a company, develop trust?

I recently came across some information presented by Stephen Covey.  Mr. Covey presented on the thirteen (13) behaviors of High Trust, in no particular order (i.e. the best 13 behaviors to build trust):

1. Talk straight
2. Demonstrate respect
3. Create transparency
4. Right wrongs
5. Show loyalty
6. Deliver results
7. Get better
8. Confront reality
9. Clarify expectations
10. Practice accountability
11. Listen first
12. Keep Commitments
13. Extend trust

Taking a quick look at the thirteen (13) behaviors above, we can quickly see where trust has deteriorated over the years.  A recent example can be found in our US government and local legislations (no disrespect), where transparency and lack of honoring commitments has become normal practice.  Mr. Covey describes the benefits of High Trust, and the Trust Dividend in an economic sense verses the Trust Tax:

Trust Dividend is when Trust(+) is positive, this translates to Quicker Operations(+), and Lower Costs(-).

Trust Tax is when Trust(-) is negative, which results in Slower Operations(-), and Higher Costs(+).

I hope that you can use these tools that I shared with you from Mr. Covey to build high trust relationships with your friends, family, colleagues, acquaintances, business partners, customers, and all of the relationships that you encounter through your life.  I hope that you can continually build your trust dividends.

Scott

Walking On Fire

Last week I attended the Anthony Robbins seminar in Los Angeles.  One of the activities of the seminar was to overcome the impossible and walk on red hot coals. The experience was unlike any other, and I feel that the symbolism of the act was enormous.  If you can walk on fire what can't you do next!  Let me ask you, and share with you my experience ... 


For nearly three hours the Anthony Robbins Company was burning wood to generate red hot coals.  Later, these newly formed coals would be beneath my feet and I would be celebrating with comrades.  The heat of these coals was compared to a burning hot stove, such as the one that you have burned your finger on once before.  The fear and excitement were intermingled as I approached the burning walk way, but the excitement ultimately overcame the fear, and perhaps the fear fueled the excitement.  I walked across and the message was clear, what fears hold us back from accomplishing the impossible?  We have so much to lose that we focus on the fear of losing it all instead of channeling the fear into excitement and energy to achieve our wildest dreams.


Have you ever walked on fire?  What were your thoughts?  


Scott

Graham Hill: Less stuff, more happiness | Video on TED.com

Graham Hill: Less stuff, more happiness | Video on TED.com

Graham Hill has some great ideas, and I feel that more people should follow his idea of Less if More. We are entering a new day and age, and going forward, new ideas, and new habits must be formed. There are many companies and individuals that are making a difference, but that population is small in comparison to the population at-large. Lets make the small efforts everyday to make a big impact.

One last point is that I think that Graham's stackable and compact furniture is perfect for small spaces to come.

Scott

http://www.ted.com/talks/graham_hill_less_stuff_more_happiness.html

Realty Times - Controlling Your Income

Realty Times - Controlling Your Income

"Your business checking account is merely a holding tank. Don't keep large amounts of money in there. When a commission check is received, put it all in the business checking account. Set up a business savings account and deposit 10% of your gross commission in there. That is your rainy day fund, dividend fund, and source for the future. You can build up a lot of funds through this method. At the same time, set up a tax savings account. Deposit 20% of every check to the tax savings account. This method guarantees you have the funds available when quarterlies are due.

Create one last account for your investments savings account and deposit 10% in that account. This account can be built up to fund your retirement accounts, 401K, simple IRA, whatever vehicle you use."

Those of us with uncertain incomes really need to budget our incomes that much more than our steady incomed counterparts. Try to follow the above rule of thumb, and see if it works for you.

Scott

A Little Motivation: Your Own Success

Every once in a while we can lose our motivation, and every once in a while we need that kick in the butt to push forward.  I came across this posting and found it uplifting and motivating.  We stand in our own way to success, and until we move and get ourselves out of the way, we will continue to do ourselves a disservice.  Kaiser Permanente says it well too:  http://youtu.be/ZER0LUymzsA .  We must look in the mirror.

Enjoy the article and have a great Monday.

Scott

Start right now

Don’t wait until you’re ready. Start now.

The circumstances will not be perfect and you won’t get it perfect. Start now, however, and you will get it done.

You’re not going to have everyone’s assistance or approval. You can, however, get the jump on your success and get started right now.

Do you want to waste your time and energy on elaborate excuses or would you rather invest yourself in achievement? Get started now and get the achievement well underway.

You’ve already delayed long enough and there’s no good reason to wait one moment more. The time for action is the time at hand.

You’re standing squarely in the middle of your life’s great and valuable opportunity. Start right now and make all that value yours.

— Ralph Marston

Read more: http://greatday.com/#ixzz1ZjPqFetH

1031 Exchange A Foreclosure

In the midst of the economic turmoil, there was an interesting light that was recently shown to me.  Did you know that a person can 1031 exchange in a foreclosure?  I didn't!  According to information gathered from Asset Preservation, Inc. (apiexchange.com), a person may 1031 exchange when the mortgage debt encumbering property is greater than the taxpayer's adjusted basis for income taxes.  Keep in mind that the exchange MUST take place BEFORE the foreclosure.

"Ex:  Investor acquires an interest valued at $200 for $70 with a $170 non-recourse mortgage.  Later the interest is valued at $160, and the lender elects to foreclose.  If the investor does nothing, then they will recognize a gain of $100 ($170-$70).  The gains tax due will be $28.

The investor will then reach our to Asset Preservation Inc., to conduct a 1031 exchange, with the foreclosed property acting as the relinquished property.  The investor will then have the standard 48 days to identify a property valued equal to or greater than $170.  The property will be acquired by using the $28 as a down payment, and the obtaining a new loan for the balance of the $170 purchase price."

Asset Preservation, Inc., (866) 394 - 1031
Ask for Steven G. Rosansky, Esq.

I hope that you learned something new, and that all of your investment endeavors be profitable.


Scott