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.
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