From: Mark S. Chatterton [mark@chattertonworld.com]
Sent: Monday, November 02, 2009 5:41 AM
To: ;
Subject: Your Network
Nurture Your Network
Knowing something about your customer is as important as knowing everything about your product, says networking and sales expert Harvey Mackay. He turned a floundering envelope company into a company with $100 million in sales annually. Here are three of his secrets behind his success:
1. Know your customer. "When you know some of their special interests or characteristics, you always have a basis for contacting and talking to them. After all, you can't talk about business all the time."
2. Know what your customer really wants. "Maybe it is your product, but maybe there's something else, too—recognition, respect, reliability, concern, service, a feeling of self-importance, friendship, help—things all of us care more about as human beings."
3. Be likeable. "People, not specs, will always be key in determining who gets the sale. People buy from other people they like based on the chemistry and people skills—people who are genuine, pleasant, sincere, easy to talk with and friendly."
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