Toluu

The Selling Sherpa

Showing you how to reach the PEAK of your earning potential!

Sales Tip of the Day: SIGN O THE TIMESToday

SIGN O THE TIMES

I was fascinated by this blog posting from Guy Kawasaki about his stroll through a mall during the week after Christmas.  Chances are you saw much of the same if you went shopping during that time.

Isn’t it interesting to note the one store in that mall that didn’t have any kind of sale going on was also the one that was full of customers, even in the current economic climate.

This just goes to prove one of my axioms of marketing:  if you try to live by the “Sale!”, you will probably die by the “Sale!”  In this case, “Sale!” is defined as the significant lowering of price done in an attempt to encourage a large volume of transactions regardless of the profit margin generated or the impact to bottom line profit.

You’ll always do much better if you create a product, service, or treatment that is so superior to anything else on the market that you can price it appropriately, market it to the right prospects, and serve a continuous parade of customers who want what you have no matter what today’s financial si

Sales Tip of the Day: ROUNDABOUTYesterday

As you know, I participated in a big book launch blitz yesterday by offering a one-hour teleseminar recording to everyone who bought the latest book from my buddy, Jeffrey Gitomer.

What you might not know is I also purchased the book, even though Jeffrey had already sent me a copy.

Why?  I wanted to see how all the other affiliates gave out their bonus material.  I must admit I was very surprised at the roundabout way a lot of this material was made available.

Several people offered material that is already available free on their website, and quite a few required you to sign up for a newsletter to get the bonus material.  

If you bought the book and got the links, you already know that I gave free access to an mp3 that I’ve never offered for sale, and gave folks the option to sign up for my Sales Tips.

Will I get as many subscribers as the folks who forced the sign-up?  Maybe not, but the people who do sign up have a better chance to sticking around than those who are held hostage.

Keep this in mind when you run a special offer or promotion.  Make it easy for your customer and prospects to accept your offer.  Give the

Sales Tip of the Day: A MATTER OF TRUSTJanuary 6

Your customers, your prospects, and your colleagues must be able to trust you, your company, and what you sell.

Here are a few things you can do to start building trust with those around you:

    • Never ever exaggerate, mislead, or lie

    • Show your customers that you really can help them handle problems.

    • Ensure every promise you make is kept.

    • Stay in constant contact with your customers.

    • Concern yourself with the success of others.  (If you do, your success is virtually assured!)

As Billy Joel sang, “it’s always been a matter of trust.”  Show that you are trustworthy and selling becomes a breeze!

Sales Tip of the Day: HAD TO PHONE YAJanuary 5

The other day I stumbled across a gift certificate for a musical instrument superstore I had been given back in 2002, and I took it with me yesterday to buy a pop blocker for my home studio.

When I produced the certificate to apply toward the purchase, everything stopped.  First, the guys on the counter were amazed to actually see a paper certificate since they haven’t used them in years.  Then they couldn’t figure out how to enter it into the register.

A polite pause, a conversation, and a phone call later, the clerk informed me they would have to reactivate the certificate in their computer system and the process time for that would be a few days.  Not the best news, but at least I would still be able to redeem it.

Then the clerk told me to call him in a few days and he would let me know if the certificate was reactivated.  Whoops!

Asking a customer to call you back, and actually expecting them to do it, is a risky proposition, because they wont be as interested in your commission check as you are.

If you have news or information that a customer needs, never rely on them to call you to get it.  Instead, take advantage of th

Sales Tip of the Day: NEW KID IN TOWNJanuary 2

Have you ever started at a new sales position, gone out to meet with prospects and hear a lot about what the rep before you did that was wrong?

Or, in some cases, have you been challenged by prospects suggesting you are just one more in a long line of ever-changing salespeople in the same position at the same company?

When faced with that situation, here’s what you need to do:

    Admit you don’t know what previous salespeople did or did not do.
    Point out that if your company didn’t think a change was needed, you wouldn’t be there now.
    Reassure them that, no matter what has happened in the past, there is a new kid in town and you will take care of them.

Will this win them over immediately?  Probably not.  But if you continue to contact them, follow up as promised, and become a valuable resource to your prospect, they will eventually give you a shot at earning their business.

When they do, make sure you deliver on every promise and give them every reason to become your loyal customer.