The Selling Sherpa

Sales Tip of the Day: TOUCH ME

If you want to sell more, you might want to consider finding more ways to put your product in a prospects hands

Why?  Research has proven that people are more willing to purchase items they have actually picked up or touched, and they are willing to pay more for them as well.

The University of Wisconsin recently did comprehensive research with 231 undergraduate students, using a coffee mug and a Slinky.  Half were forbidden to touch the items.  The other half were encouraged to pick them up for thorough examination and those who did felt more ownership or entitlement to the items and indicated the willingness to pay more for them.

So, those locked cases in your showroom?  Maybe you should open them up.

And you might want to put signs that say “touch me” on the merchandise.  Chances are your sales will immediately improve because that which gets touched gets bought.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: COCONUT TELEGRAPH

I spent almost an entire decade broadcasting the top-rated morning show on a radio station in the Pacific Islands.  With year-round 83-degree weather, white sand beaches, clear blue water, and amazing sunsets, it was like an endless summer vacation with a rock and reggae soundtrack.

Life on the islands is different, though.  Inflexible people are sometimes frustrated by the relaxed pace.  Cultural differences can make for conflict.  And nothing anybody does is ever a secret for long, because everybody enjoys sharing the latest news and gossip.  

We called it the “coconut telegraph” and if you did something wrong one day, you could just about bet the entire island would know about it by Noon the next day.

Social marketing, customer reviews, and online surveys have created a high-tech version of the coconut telegraph, and you can bet your prospects are paying attention to what others are saying about you and your company.

Your best bet is to speak and act as though everything you say and do will end up on the evening news, an online forum or your own community’s coconut telegraph because, chances are, it will.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: BADGE

If you have a nametag or badge that you wear to networking events, be sure you wear it on the right lapel or collar.

Why?  When you reach to shake someone’s hand, you actually turn your left side slightly away from them, making it harder to see anything you wear on that side.

Don’t make it difficult for people to learn your name...wear your badge the ‘right’ way!

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: THE SHOW MUST GO ON

Awhile ago, I stopped into a nearby location of the electronics retailer that encourages people to “do stuff” (someone got paid for that tagline?) to pick up a new lapel microphone for an upcoming speaking engagement.

As the cashier was ringing up my purchase, a female clerk came out from the office area, rapidly followed by a fellow sporting an assistant manager nametag.  

She was obviously not in a great mood and the assistant was continuing a conversation that must have started in the back room.  It sounded like she was mad about something he had done, and he was trying to explain himself.

I couldn’t believe this was happening right in front of several customers, including me.

When the store opens, its time to put away the personal issues and turn on the charm.  Anytime you are in front of the customer, they should see nothing but a professional presentation, regardless of what is going on behind the scenes.  

Even when you are having a “bad day”, the show must go on.  

So put away the personal problems, put on a rock star performance, and you’ll make a lot more sales.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: PASSION

During tougher times, it’s easy to blame the economy for slumping sales.  Depending on what you sell, there may actually be an impact on your category of business, although Apple computer’s amazing $1.21B profit in the last quarter suggests people are still spending money.

But how is it possible that some salespeople are hitting new sales records right now while others are struggling?  

I think a lot of it has to do with passion.

If you are passionate about the product, service or treatment, and you are passionate about helping people, I think you’ll do exceptionally well.  

Why?  Because when a customer recognizes your sincerity, they relax natural defenses and allow themselves to become emotionally involved in the idea of owning what you sell.

Of course, you still need to have some basic skills and knowledge about what you sell.  But even a rookie salesperson who is excited about each and every opportunity, and enthusiastic about serving and solving, will win over hesitant prospects.

Do you want to sell more?  Get passionate about what you do!

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: I LOVE MY DOG

In his “Power Of Outrageous Marketing” program, Joe Vitale suggests you should treat your customers like dogs.  That might sound crazy, but he could be on to something.

I love my dogs and they show me how happy they are to see me when you I come walking through the door.  Wouldn’t you love it if your customers reacted to seeing you in the same way?

If dogs are a part of your family, think about how you treat them:  you give them unconditional love, provide for all of their needs, take the time to have some fun with them, and occasionally throw them a bone.

One other thing you do is make sure they never stray out of your yard.  You keep them happy at home and they don’t go looking elsewhere for the love they need.

Start treating your customers like dogs and they’ll return the love with loyal, even fanatical devotion to you.

© 2009 YOU ROCK!™ Communications

[This tip dedicated to the memory of Duque, my friend Odie’s 12-year-old retriever, who is now at peace.]

Sales Tip of the Day: TIME AND TIME AGAIN

Yesterday was one of my favorite promotions: Free Cone Day at Ben & Jerry’s scoop shops!

This event started on the first anniversary of the original location as a thank you to the community and customers.  Years later, it has become a tradition that brings in tons of customers.

Like most years, you get one scoop in a sugar cone for free, or you can upgrade to a waffle come for a $1 donation, which is turned over to a selected charity in the community served by the individual scoop shops.

But this year they added a little something extra.  If you made a donation (sugar cone or not), they gave you a little key tag that is good for 10% off every purchase for the rest of the year.

Superb!  Now I will be reminded about the promotion every time I pull the keys out of my pocket, which happens at least 3 times a day.

This is a great concept for your business to model.  Create a similar giveaway, collect charitable donations for worthy cause in your market, and give everyone who participates a long-term loyalty incentive that will keep them coming back time and time again.

You’ll create buzz, build goodwill, support those in need, and place year-round advertising in the willing hands of your customers.

So, what could you give away?  Which charity would you support?  And how can you give your customers a reason to keep coming back?

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: YOU CANT JUDGE A BOOK BY THE COVER

YOU CANT JUDGE A BOOK BY THE COVER

Unless you’ve been completely out of touch the past week or so, you have likely seen the video of Susan Boyle.

If you’ve missed it, just type her name into any of the popular search services and you will easily find it.  Trust me, it’s everywhere.

The dowdy English woman in her late 40’s takes the stage in a British talent television program and reveals that she would like to have a career similar to Elaine Paige, one of the most successful stars in the history of London musical theater.

In the audience, and at the judges table, you can see disdain and disbelief on the faces of virtually everyone in the audience.  Then, she begins to sing, and this incredible voice springs forth.  Everyone in the audience, and watching at home, was absolutely blown away by her talent.

Which just goes to prove the old adage, “You can’t judge a book by the cover.”

The same thing goes with customers, especially in the retail environment.  There are dozens of stories about the unkempt looking prospect who turned out to be a millionaire, and the clerks who missed the big commission because they decided to judge someone instead of serving them.

Even if the prospect does not buy, they are still giving you an opportunity to practice and hone your skill as a salesperson.

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: DON'T WAIT TOO LONG

When I got my first sales job in a retail camera store, I took home an armload of promotional materials from all of the lines we carried.  For weeks, I would pore over the brochures from Canon, Nikon, Leica, Hasselblad, and a host of others.  I studied the features of each model and tried as best I could to commit them to memory.

Then, during each workday, I would pay attention to how the “old pro’s” handled the “benefits” side of selling.  Even though they didn’t know it, the other salespeople were mentoring me and then shortened my learning curve tremendously.

I used similar techniques when I started selling broadcast advertising.  Because I took charge of my own learning, I became very successful in a very short time.

And, trust me, if I had waited for somebody to train me when I started selling print advertising, well....I would probably still be waiting.

Lots of salespeople sit around and complain their company doesn’t train them, or they are waiting for the sales manager to show them what to do.

Don’t wait too long for someone to show you the way. Take charge of your own sales training. Reach out to colleagues for mentoring. Find industry-specific resources and use them.

Then get out there and make some sales!

© 2009 YOU ROCK!™ Communications

Sales Tip of the Day: IN PERSON

If you find yourself having trouble making a sale over the phone, or via email, or by any other remote method, you shouldn’t be too surprised.

Research confirms that approximately 60% of all human communication is non verbal body language.  Another 30% is vocal tone.  

So that means about 90% of what your prospects are saying isn’t in the words coming out of their mouth.  If you aren’t face-to-face to make a connection with a buyer, you probably aren’t going to make a sale either.

Whenever possible, use phone or email only to make an appointment, and meet the prospect in person to make the sale.

© 2009 YOU ROCK!™ Communications