HARVEY MACKAY

Presented By:

Gauri Bhargava

KNOWING SOMETHING ABOUT YOUR CUSTOMER IS JUST AS IMPORTANT AS KNOWING EVERYTHING ABOUT YOUR

PRODUCT

SALESMANSHIP

Knowing your customer means knowing what your customer really wants.

It gives them a sense of recognition, respect, reliability, concern, service, a feeling of self importance, friendship:Things all of us care more about as human beings

When you know about your customers, their interests and characteristics, youalways have a basis for contacting them.

THE 66-QUESTION CUSTOMER PROFILE

Question 1-6 contains personal information of the customer (name, address, height, weight)

Question 7-12 contains information based on customer’s education Question 13-19 asked customers about their family Question 20-33 asked about their business background

Question 34-39 asked about their special interests (favourite clubs, religion Question 40-57 are information on their lifestyle (medical history, vacation Habits, achievements)

Question 57-66 asked customers their opinion and connection with the company

If you don’t have a destination, you’ll never get there

It involves a three step process: Setting goals Developing a plan to achieve those goals Keeping track of your time to make sure your plans get executed

Goals don’t have to be elaborate- just REALISTIC

BELIEVE IN YOURSELF, EVEN WHEN NO ONE ELSE DOES

YOU CAN ACCOMPLISH YOUR GOALS…IF YOU SET THEM

WHO SAYS YOU ARE NOT TOUGHER, SMARTER, BETTER, HARD-WORKINGMORE ABLE THAN YOUR COMPETITION?

WHAT MATTERS, THE ONLY THING THAT MATTERS IS IF YOU SAY IT

SEEK ROLE MODELS

Study them, copy them, compete with them and even try to surpass them.

What better way to measure yourself, to feel good about yourself and to achieve than trying to be like people whom you admire?

Top the old role models and find new ones.

NEGOTIATION

SMILE AND SAY NO UNTIL YOUR TONGUE BLEEDS

As a buyer you have to be aware that the seller is constantly measuring you.

The two important lesson a negotiator must know:-be prepared to say NO. No one ever went broke because he said no too often

-the most powerful tool in any negotiation is INFORMATION

MAKE YOUR DECISIONS WITH YOUR HEART, AND YOU’LL END UP WITH A

HEART DISEASE

There is no more certain recipe for disaster than a decision based on emotion.

Never make a significant deal that is proposed to you, a deal that is going touse your commitment and use your own money in a spur of moment.

EVERYTHING IS NEGOTIABLE

A deal can always be made when the parties see it to their own benefit.

Whatever it is that you are trying to buy or sell can be bought or soldIf u can get the other side of the table to see how the deal works to theirAdvantage.

9 out of 10 lawsuits are settled before judgement is rendered in the courtroom because even the bitterest of adversaries will sit down at the sametable when they know there is more benefit in negotiating than fighting.

NEVER BUY ANYTHING IN A ROOM WITH A CHANDELIER

If any proposition looks too good to be true, it probably is;

But before you try to invest, look beyond the proposition itself

-if the surroundings are too grand-if there are too many unfamiliar faces-If the people are too niceIt’s usually better to get out of there!

MANAGEMENT

YOU’LL ALWAYS GET THE GOOD NEWS; IT’S HOW QUICKLY YOU GET THE BAD NEWS

THAT COUNTS

A capable manager walks his plant and gets the good news before anyoneElse; An outstanding manager gets the bad news first.

Only formal and upward means of communication in your system is a mistake.

If you are in charge, encourage the flow of bad news among not only your Own people but your customers too to talk to you informally.

LITTLE THINGS DON’T MEAN A LOT; THEY MEAN EVERYTHING

Victory doesn’t mean a lot.it

means everything-

Vince Lombardi

If you are in charge, your job is to minimize the mistakes.

You can’t be everywhere at once; you can’t get away with everything.

Yet you still have to try and impress all of your people with the importance ofpaying attention to details?

“The strategy is leadership”

YOUR BEST PEOPLE MAY SPEND THEIR MOST PRODUCTIVE TIME STARING AT THE

WALL

Efficiency achieved at the expense of creativity is counterproductive.

Don’t slam your people with a lot of meaningless meetings and papershuffling.

It’s the hardest most valuable task any person performs: THINKIt’s what helped get you where you are!

KNOW YOUR ENEMY

Knowing your competition is just as important as knowing your customer.

Corporate modes compete in a more sophisticated, more analytical and in More strategic way rather than just being tactical.

YOU CAN’T SOLVE THE PROBLEM UNLESS YOU ADMIT YOU HAVE ONE

TREAT YOUR OWN PEOPLE THE WAY YOU TREAT YOUR CUSTOMER

DIG YOUR WELL BEFORE YOU ARE THIRSTY

ASK AN OLD GRIZZLY

QUICKIES

Stay sharp by predicting the future

There is a place in the world for anyone who says “I’ll take care of it”

There is no such thing as a bad memory