The Selling Sherpa

Patrick L. Williams is a sales performance expert, international speaker, and a #1 hit recording artist with over 2 decades experience developing winning sales teams at top-rated radio stations, newspapers, phone directories and niche publications.

A Member of the National Speakers Association and an authority in creative advertising, customer-focused selling, and strategic networking.

Public seminars • Private workshops • Custom training programs • Keynotes

YOU ROCK!™ Communications • 253-318-7503

http://www.YouRockCommunications.com
http://www.linkedin.com/in/SellingSherpa

Sales Tip of the Day: WELCOME BACK

Many people believe the year that is ending is just about the most challenging one they’ve ever experienced.  Some think it was the best yet.

I think everyone wants the next year to be better than the last, regardless of how good or bad it might have been.

Here’s something you might try to start the year right: a “Welcome Back” party!

Go through your customer lists and find anyone that has not purchased from you in the last quarter, or even half-year.  Send them an invitation to an exclusive get-together where there will be food, drink, and incentives to buy.  You could offer a percentage off everything they buy that evening, 2 free months with a year-long commitment, or special gifts with qualifying purchases.

Make the venue look festive, bring in a band or deejay, and take lots of pictures.  Post the photos on your website, and send an email with a link so your customers can find their pictures and download them or, better yet, share the links with their friends.

Done right, you can generate a ton of cash-flow in a single night with a “Welcome Back” party.

© 2009 YOU ROCK!™ Communications

COMING SOON! - A NEW PROGRAM TO HELP YOU BECOME A SELLING ROCKSTAR IN 2010.  STAY TUNED FOR DETAILS!

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First, thank you for being a Sales Tip subscriber!  I appreciate the opportunity to help you become #1 in your market.

 

If you are on Facebook, I invite you to become a Fan of YOU ROCK! at: http://tinyurl.com/ycq7ge6

 

Why become a Fan?  Because I share even more tips, ideas, strategies and observations there every weekday!

 

And it's a great way for you to interact, share your ideas, ask for feedback, or just lurk and read what others are saying.

 

Become a Fan of YOU ROCK! on Facebook.  Go to: http://tinyurl.com/ycq7ge6

 

Rock On!

Pat

Sales Tip of the Day: LET IT ROLL

Have you ever been in a situation when a prospect goes off on a tangent that has nothing to do with what you are talking about?

Maybe they misunderstood your question.  Or maybe they just had a random thought pop in their head.

It’s happens to me and, before I knew better, I always tried to interrupt the prospect and get them back on my track.  Over the years, I’ve learned that is probably the dumbest thing I could have done!

The best thing to do is listen carefully and let them follow their train of thought.  They may reveal all kinds of insights into what is important to them, or what motivates them to take action.
 
So the next time a potential customer starts talking about something other than what you asked, let it roll.

You can always bring the discussion back to your product, service or treatment when they are done.

© 2009 YOU ROCK!™ Communications

COMING SOON! - A NEW PROGRAM TO HELP YOU BECOME A SELLING ROCKSTAR IN 2010.  STAY TUNED FOR DETAILS!

Sales Tip of the Day: ALWAYS ON MY MIND

When you do the countless little things that remind customers you are thinking about them, you create a strong bond that helps them resist the alluring promises of competitors.

So, how do you let customers know, “you are always on my mind”?

Give them referrals. Host them at a networking event. Drop by when you are in the area just to say hello and see how they are doing. Send them a personal, handwritten note. Forward useful and relevant information (but not chain letters and rebate schemes) via email. Ask about their family and really listen to their response. Send cards on appropriate dates. Remember their children’s names. Or, their pet’s names. (Trust me, to those without children, pets are every bit as precious as children would be!)

In short, be their friend instead of just a vendor, because people always prefer doing business with their friends.

Funny thing is, when they are always on your mind, you will always be on theirs, too.

And that comes in handy with the competition comes calling.

© 2009 YOU ROCK!™ Communications

COMING SOON! - A NEW PROGRAM TO HELP YOU BECOME A SELLING ROCKSTAR IN 2010.  STAY TUNED FOR DETAILS!

Sales Tip of the Day: SLOW RIDE

A lot of salespeople just accept that the time between now and the new year will be a slow ride when nothing much will get done.

In my experience, this week will only be as slow as you let it be.

Yes, some decision-makers will be vacationing.  Many business leaders actually count on this time to catch up and wrap up their year, and contemplate new ideas and solutions for the coming year.

When I was in the publishing world, this week was always one of the two most productive weeks in the year for generating new subscribers, simply because it was the easiest time to reach people directly.  [Want to know when the other week is?  Call, leave a great voicemail message, and I will share it with you!]

So, despite what you’ve heard, keep selling this week!

Chances are you will be one of the few who will be, so it will be easier to reach decision-makers and actually help them make the right decision about your product, service, or treatment.

© 2009 YOU ROCK!™ Communications

COMING SOON! - A NEW PROGRAM TO HELP YOU BECOME A SELLING ROCKSTAR IN 2010.  STAY TUNED FOR DETAILS! 

Sales Tip of the Day: WONDERFUL CHRISTMASTIME

For the next few days, I’ll be enjoying a wonderful Christmas time with my family and friends, and I hope you get to do the same.

My wish for you and yours is the brightest of holidays and a new year filled with hope and opportunity.

Merry Christmas! Happy Chanukkah! Joyous Kwanzaa!

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.

Sales Tip of the Day: MARY, MARY

A couple of weeks ago, I shared a Sales Tip about how one restaurant, Duke’s Chowder House, builds loyalty with a birthday promotion.  Last night, I decided to see how well they deliver on the promise.

The server, whose name was Mary, was pleasant, on point, and very encouraging.

She noted that I had the birthday coupon for a free entrée and encouraged me to not be shy about ordering what I wanted, because it was “on Duke” that evening.

Mary didn’t pressure at all, but did ask about drinks, starters, and sides in a very cheerful and encouraging way.  She wasn’t bummed that I didn’t order something from the bar and, even though I decided not to order dessert, she brought a small slice of pie with a candle anyway.

Bottom line, Mary performed admirably, which is a great credit to her, her team, and her employer.  It also earned her a really good tip.

That’s an important lesson for any who would promote.  It’s not enough to just throw an offer out and hope not too many customers take you up on it, or to redeem it begrudgingly.  

You must genuinely be grateful for every patron who accepts your offer and call to action, and make sure they have a wonderful experience to they will come back often, and tell others about you.

Create promotions carefully, train your entire team to deliver on the promise, and be genuine grateful for the opportunity to serve others when they respond.

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP. 

Sales Tip of the Day: NOTHING TO LOSE

If you’ve been in sales for any amount of time at all, I can almost guarantee you’ve suffered a bout of call reluctance.  

Don’t feel bad, because it happens to just about everyone.  Even I have fallen victim to call reluctance.

Call reluctance usually creeps up on you after a long series of rejections, or after a particularly important sale that you missed for whatever reason.

The key to beating call reluctance is to remember this one fact: you’ve got nothing to lose by making the next call, but failing to make the next call ensures that you will lose a sale, a commission....maybe even a job.

So pick up that phone and make the next call!

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.   

Sales Tip of the Day: PAST, PRESENT AND FUTURE

When presenting your product, service, or treatment to a prospect, it is a good idea to talk about the past, the present and the future.

The past is represented by stories from the customers you’ve already served who are thrilled, found in testimonials, letters, and thank you notes.

The present includes the clients you are working with right now and the results they can verify today when prospects call them to verify satisfaction with their purchase.

And the future?  This is were you describe in detail the benefits they will enjoy when they become your customers.

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.   

Sales Tip of the Day: ONE

Recently, I was brought in by a firm to spend a morning brainstorming with their marketing team.  We covered a lot of territory in a couple of hours and by the time our session was over, they were fairly buzzing with excitement over some of the ideas and concepts I shared.

During our session, I gave them some strategies for how to maximize the marketing impact of their business cards.  Then I asked for business cards from everyone present.

Guess how many of the six participants had business cards with them?  One.

You’ve heard this from me before, and it bears repeating.  If you are in business, you must have business cards with you at all times, because you never know when an opportunity will present itself.

Just one business card could be the key to achieving your wildest dreams.  Don’t be caught without them!

© 2009 YOU ROCK!™ Communications

THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR  MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.