Archive for the ‘Uncategorized’ Category

Sales Hit of the Day: DRIVE MY CAR

June 22, 2011

Drive_my_car
Gas is hovering near $4.00 a gallon again and everybody is looking for ways to become more fuel efficient.  Even I am trying to reduce frequency and distance on the days when I must drive my car, using email and phone more than ever for customer contact.

If you’ve developed your customer relationships well, it should be easy to handle most follow-up by phone and email.

There’s nothing like the personal touch, though, so don’t permanently park your gas-guzzler.  Just plan your driving intelligently so you minimize waste of fuel and time.  Schedule all appointments with clients/prospects in a common geographic area and hit them all in one day.

You can schedule North on Tuesday, South on Wednesday, and so on.

If you are going to meet someone for a meal, consider offering to pick them up at their office so they don’t have to drive their car….but only if yours is spotlessly clean.

© 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.

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Sales Hit of the Day: SOONER OR LATER

April 13, 2011

Sooner_or_later
The best chance of talking to a prospect is within a day of them contacting you or asking for information.

As each day slips by, the chances of getting through drops dramatically. Nearly 90% of leads were "happy" to be contacted when called back the same day; but four days later, only 70% felt that way.

After a week, the chances of getting past voicemail were nearly zero. After leaving two voicemails, forget it!

So, when do you think would be the best time to return a prospect’s call?

Sooner or later?

© 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 Hit of the Day: URGENT

September 2, 2010

Urgent
You have a great product, service, or treatment, and a great presentation, and your prospect still puts off making a purchase?

Obviously, they don’t perceive their need as an urgent one.  So, what can you do about it?

Well, if you sell to businesses, break down how much money they are losing each year, month, week, day or even hour that they go without your solution.  When they see a number larger than the price of what you sell, they’ll buy.

And if you sell to consumers, take the same practical approach by breaking down how little it really costs to own what you sell.

Either way, limited quantities or time-sensitive pricing can also help them determine their need IS urgent, and buying from you now will satisfy that need.

© 2010 YOU ROCK!™ Communications

SEE BOB BURG LIVE! – The author of “Endless Referrals”, “The Go-Giver” and “Go-Givers Sell More” is coming to the Pacific NW, with events in Seattle, Tacoma and Portland.  For details, go to http://www.burg.com/events

Sales Hit of the Day: GET LUCKY

August 16, 2010

Get_lucky
Have you ever heard the quote, “the hard I work, the luckier I get”?

It has been attributed to many people, from politicians to pro golfers; but, no matter who you want to give the credit to, there is a lot of truth in the statement and there are tons of stories in world of rock that prove it.  

John Bongiovi begged a studio to let him be an errand boy just so he could be hang around and learn the business.  He got lucky and became friends with an engineer who helped him get his start

The members of Duran Duran actually worked as disc jockeys and doormen at a club as a way to earn a chance to perform there.  They got lucky by being able to put on a show for a ready-made crowd.

And AC/DC practically lived out of their van while they built a following be driving from city to city to play gigs.  They got lucky by becoming known as a hard-working, hard-rocking outfit that would do whatever it took to make it to the show.

To be a selling rock star, you’ll have to put in the extra time, energy, and effort that most salespeople won’t.  

And the harder you work at it, the easier it will be for you to get lucky too.

© 2010 YOU ROCK!™ Communications

SEE BOB BURG LIVE! – The author of “Endless Referrals”, “The Go-Giver” and “Go-Givers Sell More” is coming to the Pacific NW, with events in Seattle, Tacoma and Portland.  For details, go to http://www.burg.com/events 

Sales Hit of the Day: JOHNNY B. GOODE

June 29, 2010

Johnny_b_goode
I stopped by one of my favorite vintage guitar shops to pick up some spare parts and take a look at any new arrivals.

Johnny hooked me up with the parts I needed and pointed out a choice Gibson bass that had come in recently.  We started talking about musical influences and he asked if I am a Beatle fan, which, of course, I am.

He got excited and started telling me about his Beatles tribute band, how they had been on radio recently, had played in Liverpool, and put out a CD of Beatles-written songs that the Beatles had never recorded, asking if I’d like to hear some of it.

The stereo was cranked up and I was really impressed.  Johnny told me about their upcoming gig, and some history of the band and the new project they are working on, and how they recorded their CD in one day on authentic vintage instruments of the type used by the Beatles.

Before long, I asked him where I could buy the CD and, wouldn’t you know it, he just happened to have a few copies handy.  I bought.  You really got me Johnny and I am glad you did, because the music ROCKS!

Johnny did a great job of qualifying his prospect (confirming a Beatles fan), being enthusiastic about his product (the band and CD), and telling a compelling story that enticed me to buy.

Can you be as good as Johnny is at creating excitement for your customers and prospects?

© 2010 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 Hit of the Day: TAKE YOUR TIME

May 25, 2010

Take_your_time

Want to increase your profits?  A recent study has determined a surprising way to do just that, and I suspect it might work for any product, service or treatment.

The next time you run a big discount on something you sell, don’t immediately return to full price after the sale period is over; instead, take your time with incremental increases.

Most of the time, buyers “stock up” on a sale items and, when it returns to full price, they avoid buying it because of the sharp increase.

But when the price is slowly raised over a period of time, purchasing is actually stimulated.

A local restaurant used this same pricing model when they opened, and it worked tremendously well for them.  I know, because I took advantage of it personally.

Next time you have a big sale, give this method a try and let me know how it works for you.

© 2010 YOU ROCK!™ Communications

Sales Hit of the Day: ROLL WITH IT

February 16, 2010

Rollwithit
One of the best times to make a sale is immediately after you’ve made one.

At that moment, you are upbeat and positive, and might even have a little adrenalin rush going on. Your charisma and charm will be at an all time high, and your confidence is compelling.

So don’t go running back to the office to do ‘busy’ work. Stay out there and sell. Keep getting in front of people who can say ‘yes’ to you and ride that wave for as long as you can.

There is always time to catch up with the mundane stuff later.

If you are in the middle of a selling streak, roll with it!

© 2010 YOU ROCK!® Communications

COMING SOON! – ARE YOU READY TO ROCK?  STAY TUNED FOR DETAILS ABOUT A NEW PROGRAM TO TURN YOU INTO A SELLING ROCKSTAR!

   

Sales Hit of the Day: DON’T LOOK BACK

February 5, 2010

Dontlookback

Occasionally, we all blow a sale.

Maybe we missed important non-verbal signals, or perhaps we were too pushy at the wrong time, or maybe we weren’t bold enough.

Whatever the case, it is important to do the forensic investigation on a blown sale to understand what went wrong.  Whatever you learn from that effort will help you improve your skills and lower the chance of blowing the next sale.

But is is also essential that you not dwell on the sale you missed.  

When you spend too much time focusing on the failure, you actually set the stage for more of the same.

So, once you’ve studied your blown sale and learned what you can from it, move on.  Don’t look back at what might have been.

Instead, focus on what will be…and go make that sale!

© 2010 YOU ROCK!® Communications

COMING SOON! – ARE YOU READY TO ROCK IN 2010?  STAY TUNED FOR DETAILS ABOUT A NEW PROGRAM TO TURN YOU INTO A SELLING ROCKSTAR!

become a Fan on Facebook

December 30, 2009
First, thank you for being a Sales Tip subscriber!  I appreciate the opportunity to help you become #1 in your market.
 
If you are on Facebook, I invite you to become a Fan of YOU ROCK! at: http://tinyurl.com/ycq7ge6
 
Why become a Fan?  Because I share even more tips, ideas, strategies and observations there every weekday!
 
And it's a great way for you to interact, share your ideas, ask for feedback, or just lurk and read what others are saying.
 
Become a Fan of YOU ROCK! on Facebook.  Go to: http://tinyurl.com/ycq7ge6
 
Rock On!
Pat

Sales Hit of the Day: THREE IS A MAGIC NUMBER

October 2, 2009

Threeisamaagicnumber


Do you want to get to the real hear of your prospect’s problem?  Remember that three is a magic number.

When you meet with your potential client, ask them a single simple question like, “why are you concerned about (the problem) right now?”

Listen carefully to what they have to say, then write down their response.

Ask, “what are your other concerns about this?”  Listen again and write down the response.

Then ask the same question a third time, listen and write down the response.

Once you have all three responses, feed them back to the prospect to make sure you have everything right and make any changes they suggest.

Now you have real engagement with the prospect, as well as virtually all the information you need to make the 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.