Harvey Mackay Quotes

The best of merchandise will go back to the shelf unless handled by a conscientious, tactful salesman.

Too often, sales reps simply regurgitate their presentations and expect to land the sale. It doesn't work.

Our theory is, if you need the user to tell you what you're selling, then you don't know what you're selling, and it's probably not going to be a good experience.

When you stop talking, you've lost your customer. When you turn your back, you've lost her.

When I started selling air conditioners early on, customers were willing to pay an extra 200 yuan to buy from Suning. Why? Service was good.

There's no such thing as 'hard sell' and 'soft sell.' There's only 'smart sell' and 'stupid sell.'

If you have a good selling idea, your secretary can write your ad for you.

Selling cookies helped me to realize that you needed to have a certain way to communicate with people. You also needed business skills. You knew you needed to sell a certain amount of boxes, so that gave me some business sense.

What creates success on HSN is great product, a great story and a great storyteller.

Ninety percent of selling is conviction, and 10 per cent is persuasion.

Leave them wanting more and you know they'll call you back.

It ought to be self-evident common sense that service is important to sales. But it's not.

There's a right way to sell and a wrong way to sell.

We want a direct relationship with our customers. To build a business and sell products to them.

The conventional way of selling products out of the catalogue no longer works; the relationship needs to become more sticky.

Selling to small businesses and selling to enterprises take two very different approaches with two very different kinds of people.

When I started losing business to salespeople who were using used-car salesmen kind of tactics, I realized I can't ignore the EQ thing; it's going to kill sales.

If you can't build a relationship with your customers, you're in big trouble. If you can remember the numbers from the reports and spreadsheets you spent hours poring over in your office, but you can't picture the faces of your customers - you're in big trouble.

Customers must be delicately angled for at a safe distance - show yourself too much, and, like trout, they flashed away.

When one has the right swing and enthusiasm, selling is not unlike hunting, a veritable sport. To scare up the game by preliminary talk and to know how long to follow it, to lose your gain through poorly directed argument, to hang on to game that finally eludes, to boldly confront, to quickly circle around, to keep on the trail, tireless and keen, till you have bagged some orders, there is some satisfaction in returning at night, tired of the trail, but proud of the days work done.

Good salesmanship is nothing more than maximizing the positive and minimizing the negative.

Testimonials are the BEST way to beat down the price objection and win the sale.

Combine the dual qualities of empathy and ambitionin every sales relationship.

The key to a sale in an interview, and the key to an interview is a disturbing question.

Friendly makes sales - and friendly generates repeat business.