Harvey’s Odds on Beating Your Competition

Just show up – you’re a winner 80 percent of the time. Most accounts are won because nobody else is calling on them.

Show up on time – what could be more annoying than a salesperson who can’t deliver the first thing he’s promised to delivery – his own body.

Show up on time with a plan – don’t expect to get by with vague, offhand answers to objections. By being truthful and accurate in your answers you’ll get orders that others won’t get, because they haven’t been clear cut in their responses.

Show up on time with a plan and a commitment to carry it out – if you don’t believe in what you’re selling, how can you expect anyone else to?

Show up on time with a plan, a commitment to carry it out, and then execute it. Nothing is more deadly to sales relationship than a broken promise. Once you’ve put the other elements together, if you perform you’ll beat the competition 100 percent of the time.

— Harvey Mackay, Beware The Naked Man Who Offers You His Shirt, Lesson 22

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