The Selling Sherpa

SALES TIP: Now and later - strategic thinking for the next sale!

You've been invited to a meeting to discuss a current need. 

The need is critical and if a solution is not in place soon, there will be serious negative impact.

While it may appear that the most important thing you need to do is solve the problem at hand, it's actaully more important for you to get the prospect to see the larger picture.

What led to this crisis?  Did their failure to plan cause an emergency?  And. most of all, will this sitaution be likely to repeat itself in the future?

Now is the time to discuss how, with your help, you can help them avoid problems like these in the future.

Yes, make the sale that needs to be made now....but, while the problem is pressing, you should also make an appointment to solve the customer's future problems before they happen.

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: There's no team like a double-team!

Have you ever thought about taking the CEO or President with you on a sales call? 

It is a sure way of impressing the customer or prospect, and it helps keep your boss in touch with what is really going on in the market right now.

Just make sure you brief the boss before you go into the client meeting, and give them the information they need to make sure they don't make a false step or kill the sale for you.

© 2011 Patrick L. Williams, The Selling Sherpa™

Changing things up...and what it means to you

For 3 years or so, I've been sharing my Sales Hits with you here.

They've been thematically tied to record titles, which has been a whole lot of fun for me, and at times a creative challenge.

I've decided to "get back" (sorry, had to sneak one in there...) to the original format of The Selling Sherpa and provide straight ahead guidance, ideas, and inspirations WITHOUT the restrictions of the thematic setting.

Henceforth, I'll be able to share ideas and inspirations with you wherever and whenever they happen.

That doesn't mean you can't still get those Sales Hits....they will just be available in a different place now at http://yourockcommunications.wordpress.com.

© 2011 Patrick L. Williams, The Selling Sherpa™

Sales Tip of the Day: STRAIGHT ON

I once received a phone solicitation from a bureau that serves better businesses.

The call began with some niceties (“how are you today?” and “hope everything is going well for you”), a little explanation about what they do and who they serve, and then some questions about my business.  As the pleasant woman continued her list of questions, I became more and more curious about when she would ask for the sale.

Answering every question, I spent about 10 minutes on the phone with her before she finally got around to sharing the price and asking which credit card I would like to use.  My response was that I was not interested in making that investment right now and she very quickly ended the call.

If you sell by phone, don’t beat around the bush or try to sneak up on the sale.

Instead, get directly to the point of your call up-front.  You’ll show your prospects some respect, and save a lot of your selling time, by using a straight on approach.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Tip of the Day: LIGHTNIN' STRIKES

Have you heard the story about the clerk at an upscale retail store who was the only person willing to help what appeared to be an unkempt bum.  It turns out the customer is actually a millionaire and the clerk earns a massive commission check from helping them?

Or how about the person who purchased what seemed to be worthless land, only to have it bought from him a decade later at a hundred times the original price by a big developer?

Maybe you’ve heard about the serial entrepreneur whose every business started ends up bought out by some huge corporation for millions?

Was it purely luck?  Are there really situations where lightnin’ strikes and you end up making a big score?

Perhaps.

But if you take a closer look at any of these stories (or hundreds more just like them), you’ll find a salesperson who was prepared!

They didn’t just wait around for the big break; they trained, practiced, researched, prospected, documented, and just worked hard to make sure they were ready to take advantage of the breaks when they came their way.

Is this the day when lightnin’ strikes for you?  Maybe yes, maybe no.

But EVERY day is the day you should be preparing for your big opportunity.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Tip of the Day: A LITTLE BIT MORE

The best part of a recent visit to the multiplex was what happened at the concession stand.

I was served by a counterperson who was significantly older than the average employee....and those other people behind the counter could learn a thing or two from their senior colleague.

She was very cordial, took just a few seconds more to actually engage me with banter and eye contact, then rang the items, handled the payment, and filled the order like she was taking care of a good friend.  

With just a little bit more effort than the usual counter clerk will give, she made the experience remarkable, and I mentioned it to the management in a very positive, reinforcing way.

That clerk proved what I am always saying: because customer service is generally so lacking in America, it doesn’t take a massive effort to be stand out.  All it takes is an extra measure of care.

So, do you care about your customers?

Could you care a little bit more?

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Tip of the Day: WATCHING THE DETECTIVES

Once I attended a trade show that prominently posted this sign near the entrance:

[note - one word blurred out by me]

Shoplifting is a fact of retail life, and I completely understand taking necessary steps to protect those who paid money for a space to sell their wares at this popular event.  The security was obvious, and it was actually kind of fun watching the detectives make their rounds.

I’m just not sure the “don’t steal’ part of the message was necessary.  To me, it says, “look, we know you are a thief, but knock it off while you are in here, okay?”  Honestly, that made me consider not even walking into the venue.  After all, why would I want to be wandering around a den of thieves.

What do you think?  

Would the basic message combined with the security presence been enough to drive home the message?  

Or was it really important to admonish all of those attending (the overwhelming majority of which are not shoplifters) to not steal?

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Tip of the Day: SCHOOL’S OUT

For many, it seems that summer is a slower time.

Less calls are returned, less decisions are made, and fewer decision-makers are accepting appointments.  On top of it all, many of the people you are trying to sell to are parents taking their family on vacation now that school’s out.

So, what can you do to stay productive right now?

Take a little time right now to fully plan the rest of your selling year.  Create promotions that will take you into the new year, strategize who you will approach for new business and how you will do it, and take a realistic assessment of your networking activities and make informed decision about where to spend your time wisely.

And don’t forget to take a little vacation yourself.  Chances are you’ve worked very hard to be as successful as you are, and it might be time to recharge the batteries.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Tip of the Day: THE SPIRIT OF RADIO

If you really want to increase sales, make your customers feel like they are members of a special club.

Back when I ran the market’s #1 radio station, we constantly had something extra for loyal listeners, and dedicated advertisers, which made us not only the #1 radio station, but also the top-billing station in the market as well.

We gave advertisers first shot at special sponsorship packages.  Our listeners got “front of line” privilege to buy concert tickets.  Both received invitations to events created just for them.

You could create a “members only” website, or “frequent buyer” incentives, or a program that delivers “added value” to your vendors because they give you great service.

It would be simple to replicate the promotions we used on air to build excitement around your company and what you offer.

Embrace the spirit of radio and give your customers a reason to be loyal and spend more with you.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Tip of the Day: DO IT AGAIN

When customers buy from you, they notice every little detail about their interaction with you and your company.  What they experience after making a purchase will go a long way towards determining whether or not they will do it again

Here are three things buyers will think about when you ask them to buy more from you:

1) They remember attitudes.
Everyone in your company must enthusiastically serve the customer.  Anyone who fails to do so, whether they be receptionist, driver, installer, or CEO, can kill a sale.

2) They remember promises.
Never mind what your contracts or policies state...what did you tell your customer?  If anything you told them was incorrect or misleading, you’ve killed their trust and the relationship won’t stand a chance.

3) They remember what happens after they buy.
If you take on the role of “after-sale champion” for your customer, they will be loyal to you for years to come.

Taking care of these three things will set the stage for repeat business.  Do well in all of them and first-time buyers will do it again.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge?  Send an email with the details, and I’ll share some ideas in a future sales tip.