The Selling Sherpa

Sales Tip of the Day: IT’S TOO LATE

A fitness center I belonged to last year was offering a couple of free personal trainer sessions as a promotion, so I decided to give it a try.

The trainer was a nice enough fellow who took down starting weights and measurements, asked what I wanted to accomplished, and gave me a few general ideas about nutrition.

Then he took me through a circuit of weight stations to show me which machines to use, how to use, and determine how much weight I should start with for upper body work.  He was thorough, but kind of casual.

After we got through the session, he told me I should come back so he could set me up with a lower body workout as well.

I never went back.  I wasn’t avoiding it, but I never remembered to set up the appointment, and the trainer never followed up either.

This week, 13 months later, he called to ask when I could come in for a free session.  I suspect he needs to replace lost customers with new ones right now, but it’s too late now as I am no longer a member of that center since a new place opened up closer to where I live.

That’s what can happen when you let too much time pass before you follow up with prospects.  

Make it a point to check in with them at least monthly, and don’t stop until you make the sale.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: WE CAN WORK IT OUT

Your attitude and determination are everything when it comes to your personal success in sales.

But no matter how well you are doing, some of your customers may be suffering in the current economy.   Even big businesses are challenged.  The New York Sun folded, Circuit City is closing, and Mother’s Cookies have disappeared from grocery store shelves.

Which means you probably have a few customers that are a little behind on their payments.  Trust me, most of them are really embarrassed about that situation and may be afraid to call you.

You can be a hero by showing these customers how much you care about helping them.  Don’t just make a collection call.  Go by for a visit and tell them no matter what their situation is, we can work it out.  

Find a way to help your customers get through the tough times, and they’ll be extremely loyal to you when the good times roll.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: SOMETHING TO BELIEVE IN

Not long ago, I heard from one of my clients who was excited to share a success story.  

Originally, we had met at an event where I was a guest speaker, she came to my Networking Master Class, and we’ve met since to discuss a few strategies and ideas for how she can boost her sales now.

Well, she had done a presentation for her prospect who told her they would make a decision in a few days.  The prospect contacted her via email and asked her what other ‘incentives’ could she offer.

[By the way, when a prospect asks about incentives, that’s a BIG buying signal!]

My client’s e-mail response was pure prose.  She told the prospect, "let me see, you know we have the best service, the best accessories & the best warranty; what kind of incentive would cause you to lean our way?"

The prospect called her and bought the top-line product at full price, without asking for extras or freebies.

My client won because she believes in her product, her service, her warranty, and, most of all, in herself.  A strong belief in yourself and what you are doing is essential to successful selling and, when you have it, it trumps giving a lot of freebies, extras, and margin killers away.

What about you?  Do you give your prospects something to believe in?

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: LAST TIME AROUND

You know how important it is to check in with customer and prospects from time to time just to make sure they don’t forget about you.  But how can you remove the awkwardness of calling someone you haven’t talked to in a long time?

The key is to make sure you record a few specific details each time you meet with them or talk to them on the phone.  Then, build rapport by referring back to relevant details from your previous calls.  

If they talked about an upcoming promotion back then, ask them how the promotion went and if they plan to repeat it.  If hiring was an issue, ask how their newest employees are working out.

Building closer relationship is easier when you remember the things you talked about last time around.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: HERE, THERE AND EVERYWHERE

Recently, I spent a half-day with the entire marketing team of one of my client companies.  We brainstormed ideas to help them generate more buzz about their service, and created a strategic plan to increase market penetration without spending a ton of money.

As we wrapped up our session, I asked for business cards from everyone on the team.  Whoops!

More than half of the team did not have business cards with them, and a few claimed they never received business cards from the company.

You must have business cards and they must be with you always.  You simply cannot afford to be caught without one at any time.

Buy a huge box of them, and put a supply in multiple locations.  In your briefcase, in your wallet or purse, in your car, in your spouse’s car, in your desk at the office, at home, in your gym locker, and any location where you regularly spend time.

Keep a good supply of business cards here, there and everywhere you might be so they will be available when prospects or colleagues come calling.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: BREAK ON THROUGH

Are there customers you haven’t been able to make any progress with because they have a solid relationship with your competition?  You may have a rare opportunity to break on through that loyalty.

There are a lot of adjustments going on in the marketplace.  Some of your competitors may be changing the way they do business or even paring down their payroll, and that could have an impact on their ability to serve their customers.

Right now might be the best time to encourage those customers to consider other options.

Start reconnecting now with the prospects who opted not to buy from you.  Tactfully find out if they are still happy with their decision.  And ask how you might be of service to them during this time of economic challenge.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: LEARNING TO FLY

Just like a pilot uses a pre-flight checklist to make sure all systems are go, a sales professional needs to follow a checklist to make sure they are ready to make a sale.

Reviewing your checklist after an appointment may also help you reinforce your strengths and identify any areas of weakness.  With this information, you can make adjustments to your presentation and constantly improve your sales skill.

By the way, following a checklist will help you make sure you don’t fail to ask all the important questions during the meeting, and it will give you all the information you need for appropriate follow-up with your customers.

If you are learning to fly, the pre-light checklist helps reduces the risk of a bad landing.  If you are learning to sell, the sales checklist will help reduce the risk of crashing and burning in front of a prospect.

Don’t have a sales checklist yet?  The time to create one is now!

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: DOCTOR

I don’t wish it on you (or anyone, for that matter), but chances are you’ve made at least one visit to a doctor’s office in your life, whether for illness or injury.

Did the doctor come into the room and immediately start writing prescriptions or planning an operation?  Of course not.

Typically, vital signs are checked first to gather some baseline information about your condition.  Then a series of questions will be asked to help the doctor determine as precisely as possible what the problem is.  Only after a diagnosis is determined will the doctor suggest appropriate actions to bring the patient back to health.

Believe it or not, this is exactly the process you should take when selling.

Get the baseline information about your customer first.  Then, ask strategic questions to help them describe the “pain” they want to resolve.  And once you have all the data, you can make an educated suggestion about how to ease their pain.

Whatever product, service, or treatment you sell, start thinking of yourself as the doctor of your industry, and prospects as your patients.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: HONESTY

 

When you are pursuing a sale, it really helps a lot when your prospect's interests match yours.  

Do your absolute best to discover common interests that you can include in rapport-building conversations.

But don’t act like you know all about a subject that is really foreign to you because, sooner or later, you will be found out.  And when a prospect knows you are lying about something trivial, they wonder what else you are willing to lie about.

Honesty is always the best policy, even if it means admitting you don’t know as much as your customer does.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: RAIN ON THE ROOF

Coming home from a night out with my honey, I found this flyer hanging near my front door:

One look confirms the constant rain on the roof has encouraged moss growth, and I am very likely to call this person and ask them to handle the job for me.

Instead of waiting for customers to call, this entrepreneur has taken it upon themselves to go out and find business by driving around area neighborhoods and looking up on the roof to see who might have a need.  And they didn’t need a slick brochure or expertly written sales letter to make an impression.

You need to take the same initiative.  Look for the clues that suggest a prospect in need, communicate with them in a simple, straightforward manner, and you will likely find as much business as you are willing to serve.

© 2009 YOU ROCK!™ Communications