The Selling Sherpa

Sales Tip of the Day: NO MATTER WHAT

One of the most important characteristics of the highly successful salesperson is reliability.

Being the kind of person who always does what they say will go a long way toward building your solid reputation.  That’s why it is important for you to gain control of you time and priorities.

There are all kinds of tools for helping you.  Some people use day-planners.  Others rely on programs like Outlook.  And there are tons of applications for iPhone or other mobile devices.

Personally, I think one particular time-management tool works best: whichever one you will consistently use.

So find the one that works best for you and make sure you are the salesperson who does what they say they will, no matter what!

© 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: A STORY

Did you hear about the mother of six who auctioned off an opened pack of Pokemon cards on eBay for over $140?  How did she do it?  

It wasn’t because she listed features and benefits, and it wasn’t just because she had an illustration of the product.  She barely described the product itself.

Instead, she told a story.  It was a very compelling story about how she came to have the cards in the first place.  It was a fun story, all about what it is like to shop with 6 children in tow, and how much extra always ends up in her shopping cart.

Over 14,000 people read her story, and 800 bidders were involved in the auction.  

It should be obvious that a story can help you sell, too, as long as it is an honest and engaging one.  

But if you are just getting started in sales and you don’t have any stories yet, borrow some from others who are already selling your product, service or treatment and use them to draw your prospects in.

And start collecting your own stories.

© 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: GO FOR IT

Right now, a lot of salespeople are just happy to make a sale.  Any sale.

And that’s their problem.  They are so desperate to get even a minimum order that they are  subconsciously programming themselves to get exactly that.
 
One of the smartest things I learned when selling radio advertising was to ask for the biggest possible buy from every client.  

Since it takes the same amount of effort to get the appointment, create the proposal, and make the presentation, I discovered that asking for the biggest order was no more difficult that asking for the smallest order.

I didn’t always make the big sale, but I did develop a high level of confidence and comfort in asking for the big sale.  It wasn’t long before I was actually getting bigger buys more often than not.

So, stop worrying about making a small sale.  

Start thinking about making the big sale to every prospect, and go for it!

© 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: WHAT'S GOING ON

How often do you communicate with your customers and prospects?  

Quarterly?  Yearly?  Only when they call you?

One of the key strategies I learned as a radio broadcaster is the power of frequency!

During my morning show, I’d would share basic yet valuable information several times every hour.  My audience learned they could count on me to keep them updated on what time it was, what kind of weather they could expect, latest news and information about topics that interested them.

And because they knew I’d keep them informed, they didn’t have to constantly switch channels to find out what’s going on that might impact their day.

You can also build loyalty by communicating at regular intervals with customers, prospects, and anyone who is willing to receive your messages.  By constantly delivering valuable information to the people in your target market, you can get them used to relying on you for the latest ideas, trends, and insights about the product, service or treatment you sell.

So make it a habit to contact your past, present and future clients to tell them what’s going on.

If you do, you will probably be the first person they call when it’s time to buy.

© 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: SATISFACTION GUARANTEED

Whenever a prospect is hesitant to buy your product, service, or treatment, it’s pretty safe to say they believe your solution is too big a risk to buy.

Maybe it won’t do what you say it will.  Maybe it won’t work for their situation.  Maybe they can find a similar solution elsewhere for less money.

Whatever concerns your prospect has, the only way you can turn their doubt into a sale is to remove the risk.  A great way to do that is with an ironclad, no questions asked, unconditional refund policy.

I offer that kind of guarantee to anyone who attends my seminars, or contracts my consulting services.  Basically, I assure them that if I fail to deliver on any of my promises, I’ll refund their money.

When worded correctly, such a promise is a powerful persuader, as long as you can actually deliver on the promise.

Help your prospect see the purchase they are considering is satisfaction guaranteed, and you’ll have no trouble selling as much of your solution as you want to!

© 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: SMILER

One of the easiest ways to be successful in selling is to be perceived as someone who is genuine, open and honest.

Smiling if a great way to convey that message.

When you smile, you are more attractive to everyone.  A smile suggests warmth, caring concern, and a sense of ease.  You certainly communicate a tremendous confidence in yourself when you greet everyone with a genuine smile, both on your face and in your eyes.

As you listen to customers and prospects, make sure you don’t just stare at them with a blank look.  Keep that smile in place as you listen to what they have to say.

If you can muster a smile during every moment of the day, your mood will stay positive, your energy will improve, and you will become the kind of person everyone wants to be around.

During those challenging times when smiling isn’t as easy as it ought to be, just take a few deep breaths so your body can relax and your mind rid itself of nervousness.

Bottom line: if you want to be a successful seller, become a constant smiler.

© 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: DON’T TALK TO STRANGERS

Not long ago, I went into a sauna that at a local fitness club, and I overheard a conversation going on between a young woman on one side and a man on the other side.

It was clear they had never met before, but they were discussing business.  Actually, the woman was asking questions and the man was talking about his business.

He is the mortgage industry and wants to increase his marketing efforts.  The woman works at a local publication.  She didn’t leave without getting a business card from him, even though he had to make a special trip to the locker room to get one.

Most people in the same situation would just sit and sweat.  But, because she struck up a conversation and really listened, this young lady created an opportunity to make a sale.  I’ll bet it’s something she does all the time.

Selling is the one place where Mom’s “don’t talk to strangers” advice may be bad programming.

Throw out the old programming, and start talking with everyone you meet.  

You never know when you might make a sale.

© 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: SO HARD

When did getting what you want become so hard?

It was on the warmer side yesterday evening so I decided to take my sweetie into one of our favorite places for a scoop of something cool and yummy.

She asked for a single scoop of one flavor in a cup and was given a small cup with something close to two scoops of ice cream.

I asked a different server for a single scoop of a different flavor in a cup and was given exactly that: one scoop in a child’s cup.

When they were rung up at the register, my cup was a dollar less than hers.  We asked why, since we both asked for the same thing, and that’s where it got weird.

The story was they are not supposed to sell a child’s cup to an adult but, since my server was new, they would let it slide.  I asked what if I really only wanted one scoop in the future, not the “small cup” with more than a scoop inside?  How do I order it?

I was told I cant get it as an adult.

Really?  Even though I am consciously lowering my daily calorie intake to reduce weight (40 pounds down so far, thank you!), they intend to force me to buy more ice cream?

They are wrong.  I wont buy more.  In fact, I wont buy any from them if they wont sell what I want to buy.

Your customers feel the same way.  The harder you make it for them to give you their money, the greater the chance they wont.

So make it easy for them to be your customer.

© 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: GOTTA SERVE SOMEBODY

I was able to catch up with a couple of blogging workshop alumni, Gretchen and Rose, over lunch yesterday.

The conversation was about how to get the most value out of membership in associations, chamber, and other organizations.  We all agreed that just showing up was a big part of it, and Gretchen added how important she felt it is to serve.

Whether as an ambassador, or a board member, or part of a committee, serving the organization itself is a great way to demonstrate commitment, professionalism, and, in many cases, your expertise in your chosen field.

Actually, that attitude of serving others is what can make you truly successful in selling.

When you serve with integrity, people will sense your genuine interest in helping them solve their problem instead of just trying to earn a commission check.

So if you’ve been really focused on yourself lately and find that you are not being as successful as you would like, start concentrating on helping others instead of just helping yourself.

Remember: you gotta serve somebody to truly prosper.

© 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: COME ON OVER

One way to generate interest and excitement about what you are doing, and what you can offer your customers, is to stage a special event at your location.

Almost any reason is good enough to put on an event, as long as there is real value for those who attend.

You can create a launch event for new products, services, or treatments.  Or invite them to a demonstration, celebration, or site tour.  Create a scavenger hunt activity that benefits charity, or bring a celebrity to your location for a meet & greet.

Want to really give your customers some value?  Get in touch a subject matter expert and sponsor a free seminar for your best clients.  You could even make specially priced admission available to the general public while reserving VIP seating for your most valued colleagues.  (If you want, call me and I’ll help you put on a workshop!)

Even common holidays, or obscure ones, are fair game for events.  I know one creative firm that invents their own holiday events, and they always generate a great turn-out.

Brainstorm ideas with your team, set a date, promote the event to local media, and invite all your customers and prospects to come on over.

And don’t forget to make the most of the face time you get with them while they are there!

© 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.