Mary Kay Ash started her working career as a salesperson. But, with her multi-billion dollar Mary Kay Independent Beauty Consultants business, she innovated her way to the sales stratosphere.

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
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Watching this video is worth 3 Management Courses CPD Points*.
See below for details

Sales and Selling Skills
This video is part of course module 8.4.4
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 4: Masters of Selling


Other videos in this section include:
Dale Carnegie: How to Win Friends and Sell to Them https://youtu.be/U9FWz2yTuUY
Neil Rackham: SPIN Selling https://youtu.be/EapHYaT3TGI
The Miller Heiman Strategic Selling Methodology https://youtu.be/d3eACAlFRps
Daniel Pink: To Sell is Human https://youtu.be/uWAcm6sknTg



LESSON NOTES
The Golden Rule: Treat others as you would want them to treat you. Ash made this a foundation of her business and management philosophy.

Praise People to Success. Ash profoundly understood the motivating impact of recognition in the workplace.

The Invisible Sign. Ash imagined that everyone she met was wearing an invisible sign, which she could read. It says: ‘Make me feel important’. She did.

Build with people. Not only did she believe that ‘people are the company’s greatest asset’, but she prioritised developing those people and promoting from within the business.

Be a Follow-through person. Ash thought it vital for people to feel that they can count on you, especially as a leader.

The Speed of the Leader Is the Speed of the Gang. Lead from the front, roll your sleeves up, and get stuck-in. The pace a leader sets is the pace of the organisation.

People will support that which they help to create. If you want to avoid people resisting change, you need to involve them in the design and decision-making processes.

Less stress. Ash’s commitment to work-life balance was underpinned by a belief that stress stifles creativity.

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RECOMMENDED READING
The Mary Kay Way: Timeless Principles from America’s Greatest Woman Entrepreneur (her first book, expanded and republished in 2008)
https://geni.us/wpIRbN
Miracles Happen: The Life and Timeless Principles of the Founder of Mary Kay Inc. (Her 1981 autobiography, reprinted under this title in 2003)
https://geni.us/Z2pb52
Mary Kay: You Can Have it All – Practical Advice for Doing Well by Doing Good (Her last book, form 1995 – currently out of print)
https://geni.us/u0hL3ud

There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA


⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

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CHAPTER MARKERS
00:00 - Mary Kay Ash - founder of Mary Kay
00:22 - Mary Kay Ash: her story
01:04 - Mary Kay Cosmetics
01:29 - Home Parties
01:51 - Mary Kay’s innovations
02:14 - Work-Life Balance
02:32 - Mary Kay Ash’s books
02:43 - Long-term success
03:02 - A wealth of wisdom from Mary Kay Ash
03:38 - The Golden Rule
04:34 - Praise people to success
05:29 - The invisible sign
06:13 - Build with people
06:52 - Be a follow-through person
07:32 - The speed of the leader…
08:22 - People will support…
09:41 - Less stress
10:12 - Closing remarks


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