Submission #2: Top 10 Sales Tips

Mackay’s Top 10 Sales Tips

As a common practice in many organizations, we forward articles to our leadership and sales teams we feel adds value, drives process, or reinforces our mission. This past week a brief review of Harvey Mackay’s book The Mackay MBA of Selling in the Real World was sent. The review provided a Top 10 Tips relevant to any sales force. Companies interested in growing their business will benefit from Mackay’s Moral: You can’t direct the wind, but you sure can shift the sails.

Mackay’s Top 10 Tips:

Right now, war is raging between the old school of pound-the-pavement sellers and the techno-mavens. Should you still smile your way to prospects? Or do you poke the traffic of today’s 200 million tweeters? The truth is, you better master both. And this book lays out the two worlds with 100% ease of access.

1. Nothing can beat a hungry fighter with a positive attitude. Success is 90% mental, and your attitude determines your altitude. Sir Winston Churchill nailed it: “I am an optimist. It does not seem too much use being anything else.”

2. The difference between failure and success is doing a thing nearly right and doing it exactly right. Selling is a skill, and it takes practice to perfect it. Perfect practice makes perfect. The Beatles performed together live 1,200 times before their 1964 breakout success!

3. Confidence can do, well … almost anything! “I will” beats IQ nine times out of 10. Believe in yourself or no one else will.

4. Do your homework. Focus on how prospects communicate. Know their channel of choice: Strictly texts or email? Do you surf the web for breaking news on prospects? Are you tracking the vast resources of the Web?

How many reps thumb through a magazine in the reception area? Can you afford to ignore the video on the firm’s new product launch? Softball trophies are statements of company pride. The speech, pace and apparel of employees passing by are a case study in company culture.

5. Salespeople who choke in the clutch almost always think too much. Gifted pros closing a hard-fisted negotiation will visualize the effortlessness of a perfect golf swing. And stay true to yourself at your very best. You can’t play outside your range.

6. Older salespeople can’t make 50 their psychological speed limit. Surf the web, stream videos, eyeball webcasting lectures. When you call on Generation Y execs, don’t be rattled. Your pitch is bound to compete with endless smartphone interruptions. Gen Y’ers are just being their normal multitasking selves.

7. Person-to-person contacts remain the single most reliable way to build a durable sales base. Don’t translate that to simply cranking up the ol’ boy network. Nearly half of the undergraduate students at MIT is female. Don’t gender-gaffe.

8. Learn the new one-two punch of sales. Master the one-on-one, in-person sales closing. But use giveaways like webinars to woo and prequalify prospects. Precisely designed prequalification programs allow you to create a range of pitch-perfect approaches to reach the total market.

9. Recognize that a stint in sales is essential experience for more and more CEOs. Everyone is a salesperson of one sort or another. Rather than being flamboyantly egocentric, modern sales successes are listening-driven and customer-centric. And because many products are so complex, more sales are the work of multifunctional teams.

10. Sales mastery isn’t just a profitable business skill. It’s also a great tool for living life well. Salespeople learn resilience is indispensable. They know failure is not falling down, but staying down.

Mackay’s Moral: You can’t direct the wind, but you sure can shift the sails.

Eric Heining
PHONE: 763.412.3080 | FAX: 763.412.3180
MOBILE: 952.807.7529 | EMAIL:
MotivAction, LLC
16355 36th Avenue North, Suite 100, Minneapolis, MN, 55446
Achieving Results through People for 35 Years


About Dan Gallo

I'm a small business lifer, starting/running businesses since I sold seeds door-to-door as a kid in The Bronx. I've played guitar and enjoyed baseball since I was 5 (born a NY Yankees fan). Just prior to marrying Kim in 1983 I became a Christian. We have two sons; Daniel's a musician & social media expert with a smart, insightful sense of humor, and Adam who recently graduated from Brooklyn College double majoring in Creative Writing/Literature and Anthropology. Adam now works in the non-profit sector. Since 2002 one thing we love to do together is go on service/missions trips to Belize. We've collectively spent 60+ weeks in Belize with this missions organization I started my 1st company in January 1985, and been self-employed ever since. I sold my last company, Mentor Communications Group, in '04. After 2 years w/ the acquiring company I started The Allasso Group, LLC doing Small Business Consulting, Fund Raising/Capital Raise-up Campaigns, Sales Strategy, Outsourced Sales Agency work, & Digital Marketing Programs (Social Media, SEM, etc.) since April 2006. Notable projects: Hired as Small Business Advocate and Social Media Director for IBM's "Supplier-Connection" - Feb '11-Dec '13. Hired as COO to help turn-around late stage start-up software company myVRM. Jul12-Dec '13 Hired as CEO of, a Digital Health2.0 app, to write business plan, raise seed capital, & completely redesign and relaunch the app. Aug '16 I won a Finalist spot for MassChallenge UK's 2016 fall cohort in London from Sept thru Nov. Started Oct15 - Current. I enjoy helping turn-around struggling small businesses, and launching new business ventures. Feel free to contact me with opportunities.
This entry was posted in November 2011 Contest and tagged , , , , , , . Bookmark the permalink.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s