The Selling Sherpa

SALES TIP: You've got to DELIVER!

I don't meant that you need to bring your product, service or treatment to your customer's location, althought you may have to do that too.

Whatever you've promised, you HAVE to deliver!  And, if you are smart, you will OVER-deliver just to create an exceptional customer experience.

When I sold broadcast advertising at my radio station, there was always the issue of production time.

If I knew it would take me 3 days to get a commercial produced for my client, I'd tell them it will take 4 days....then I'd work my butt off to get it done in 2 days.

Then, when I took a cassette (yes, that's how long ago it was) to the customer so they could hear their spot, I'd also bring along a couple of extra copies on small reels so, when they said they LOVED it, I could give them the same commercial for use on any other radio station they happened to be advertising on.

It was a great way to strengthen their loyalty, and their friendship.  Plus, everybody starting hearing our commercials on the other radio stations and suddenly everyone wanted US to produce their commercials, too.

Nothing happens until you deliver....but the best stuff happens when you OVER-deliver!

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: The pen is mightier than....the other bank's pen!

Went into the local branch of my bank and was taking care of some business.

I needed to sign a doc and noticed a pen on the counter and reached for it.

Turning it over in my hand, I discovered it was one of those promotional pens....you know, the kind that banks stamp their logo and tagline on so they can hand them out to customers and prospects.

Only one problem....it was for a different bank.

How long had it been there?  Who knows?

But the teller was not observant enough to notice it or remove it, and know I am wondering if they care about the image of their firm....or the details of my accounts.

You've got to care about the details in sales and marketing....right down to whose pens are left out for the customers to use.

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: "Serve" is the word!

I just read a blog post from a(n alleged) marketing expert who challenges, "if you don't know who (perfect prospects) are, how in the are you going to service them."

I'm not sure what kind of business he typically markets for, but I only know one profession that "services" their clients...and they really don't need traditional marketing.

The word is "serve", not "service"....and yes, it matters!

Anyone who claims to be a marketer should understand the importance of language and its proper use.

In marketing, every syllable matters; make sure yours doesn't send the wrong message.

© 2011 Patrick L. Williams, The Selling Sherpa™

 

SALES TIP: Find something your prospect can agree to.

You will encounter objections.

And, yes, you will need to overcome them.

Best place to start: find out what the prospect does NOT object to.

What do they like about your offer?  Which features and benefits do they want?

Start with your points of agreement and leverage them to get a "yes" despite the objections.

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: What's your plan...

...for next year?

...for next month?

...for next week?

How about tomorrow?  Do you at least have a plan for how you will spend your selling hours tomorrow?

No?  Could that have something to do with why you are not as successful as you wish you were?

Start planning NOW....otherwise, another day will end and you will be no closer to where you want to be than you are at this moment.

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: The truth is out there!

In this day and age, there is a ton of information that is easily and readily available about almost anything you want to know about.....including you, your company, and what you sell.

The days of "white-washing" are over, bub!

Don't imagine for a moment that you can hide, disguise or mislead buyers into believing your product, service or treatment will do something it can't.

Or that your company is more reputable and trustworthy than it really is.

Or that you are something you are not.

Between search engines, social media, and review platforms, the truth is out there for anyone to find, and that is good news for people and businesses with integrity.

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: Two ways to increase sales NOW!

Hopefully, you've already established a solid business selling your product, service or treatment to a very specific market that is absolutely loyal to you because of the way you deliver.

If so, your sales should be growing steadily all the time, based on referrals from your thrilled customers.

But if you need to grow sales more quickly, here are your two choices:

    - Add additional products, services or treatments that compliment what you already offer to your existing customers.

    - Reach out to markets that are similar to your existing customers with your current offerings.

Pick one or the other.

Trying to do both at the same time can lead to disaster.

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: Friday is not just a day to catch up with paperwork...

I know a lot of salespeople who mentally shut down on Thursday.

They use thir Friday for cleaning up the desk, filing old paperwork, reading trade publications, and such, but avoiding making any appointments to SELL on the last day of the week.

Most of the time, if a prospect will agree to meet with you on a Friday, they are already mostly sold and only need a little conversation and convincing.  That's especially the case when they agree to meet with you on Friday afternoons.

Don't shut down early....you might be missing out on the most lucrative day of the week.

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: The magic of :15 and :45

When setting an appointment to meet with a prospect, ask for a :15 or :45 time.

Asking for appointments on the quarter-hour suggests you are a busy person, and you probably wont take more than 15 minutes to make your pitch.

Plus, it's just different from what everyone else asks for (on the hour or the half-hour), and that will make you stand out, too.

© 2011 Patrick L. Williams, The Selling Sherpa™

SALES TIP: Automation is NOT a customer benefit!

Don't think for a moment that automating your social media posts is anything more than a convenience for YOU.

It isn't.

Neither is the automated phone system with a message that says, 'for customer convenience, please select from the following options..."

And, believe it or not, your customers are smart enough to know you are only doing it to make it easy on YOU.

© 2011 Patrick L. Williams, The Selling Sherpa™