March 8th, 2010 admin
How to Prospect Successfully
The act of selling is comparable to gold mining. The original gold miners searched everywhere and labored to discover gold. They got their hands dirty, sloshing through mud and mountains in search of destiny. They simply exhausted themselves.
Prospecting need not be labor intensive, but it does need to be done- lead generation is contingent upon it. Prospecting helps to maintain the pipeline so there is a continuous flow of leads in the queue, this is especially useful when selling based on monthly net. However, research supports the notion that many selling professionals not only do not take the time to prospect but they do not prospect well.
One of the best items used for prospecting is The Wall Street Journal. If you are in sales and you want to meet economic buyers then you must read the daily business bible. The Wall Street Journal provides you with content of competition, the industry and economic environment. Articles provide data on industry trends while also providing a platform for better conversations. Reading the journal assists in finding those buyers that need your services, while using current events that help you articulate value.
Another abandoned prospecting staple is a company annual report. These widely regarded research tools contain an abundance of information about an organization. The three vital elements are the letter from the Chief Executive Officer or President indicating the firm’s strategy, the second is the financial strength of the company and the third includes risk and growth areas of the business. Business prospecting is refined by not only understanding who to speak with but what to say after hello.
Finally, the proliferation of the Internet allows plentiful data to arrive in your daily email inbox. There are services such as Factiva© from Dow Jones, Google Alerts© and others that allow selling professionals to discover new information about both accounts and industry trends. These resources are not only information savvy but easy to use. Simply subscribe to the services, develop personal alerts and await the information to be sent. More importantly with the need for knowledge today, information quickly informs you of imperative market changes, economic issues, political influences, acquisitions etc. Imagine having content that places selling professionals at a competitive advantage. In addition, calling the right prospect with competitive information only increases chances of creating prospecting opportunities.
Prospecting today does not require the same labor as earlier decades however there is a need work smart. Selling professionals that know where to mine the data remain at a competitive advantage because they have content economic buyers want to discuss. Prospecting involves connecting with the right people while creating the right levels of provocative conversation. Begin to mind your territories, and increase your intensity with the proper resources to get you the golden opportunities you seek.
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report for the 7 Secrets to Selling Success
© 2009. Drew Stevens PhD. All Rights Reserved.
Drew Stevens is one of the world’s leading authorities on sales and customer service. Drew is the author or the successful sales techniques book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success visit his website www.stevensconsultinggroup.com
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March 1st, 2010 admin
If you or one of your selling staff where pulled over by a police officer and arrested for being a selling professional, would there be enough evidence to convict you or the others?
The purpose of selling is meant to create relationships. Selling requires building trust and asking provocative questions that instill dialogue to gain customer understanding. So why then are there so many floundering, failing and simply annoying many. Too many selling professionals today fail to do the required homework to have any intellectual discussion. It is criminally negligent to not conduct the necessary detective work and discover information to assist conversation.
In two recent and hellacious examples one seller was an SEO firm seeking to assist me my web efforts. However he knew nothing of my Google ranking. In the other, one sales professional did not get past hello because of the rote script she was reading from. This folly conveys ignorance and most of all laziness. Selling requires research and knowledge before engaging conversation. Anything less results in rejection.
Before you pick up the phone to say hello, make certain that the actions you take can convict you of being a professional, ethical and knowledgeable selling professional.
Quote of the day
To be conscious that you are ignorant is a great step to knowledge. – Benjamin Disraeli
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February 26th, 2010 admin
The current recession has selling professionals and their management seeking alternatives to increase sales. One issue that continually arises is selling to the C Suite. There is a belief that if selling professionals increase their abilities to corporate executives both closure and sales revenues will increase. That may or may not be true.
The first item to consider with attempting selling products and services to corporate executives is whether the individual occupying the office is truly the buyer. Many selling professionals get fooled into believing that title encourages the sale. While CEO’s are responsible for a myriad of activities their main priority is a focus on customer acquisition and retention as well as a return to stakeholders. It is simply impossible to be involved in every vendor decision, and it is considered micromanagement. Take some time to understand your true buyer before wasting time.
Selling professionals by nature are tactical and invariably spend time with those that might influence but do not make decisions. However the approach for selling to decision makers in the C Suite must be more strategic. Before embarking on cold calling and using rote sales principles, take the time to prepare. Selling professionals must adequately prepare before calling an executive. I suggest reading current versions of The Wall Street Journal to comprehend environmental (i.e. economic, political, technological, etc) issues as well as competitive pressures. In addition, reading the organizations annual report is essential for understanding the firm’s strategy and industry acceptance. Finally a quick review of corporate, industry and other competitive issues enables a representative to have articulate conversations with senior executives.
Upon completion of preliminary reading, selling professionals must establish a strategic corporate profile in order to better comprehend the corporate structure and align products and services you offer with the prospective organization. The strategic profile removes the tactical issues of product sales and creates a better ability to create long-term relationships. Executives will trust the ability to be more consultative. Formulating a corporate strategy creates provocative questions related to objectives and measurements for success, which are the conversations that senior executives desire. Dialogue focuses on organizational results and benefits to the customer, not product/service facts. Executives desire to hear about output and results.
Finally strategic selling professionals do not visit the C Suite with rote tactics of cold calling etc. While a myriad of books, audios and other materials exist suggesting such, executives are met through referral and networking. Individuals invest in those they know and trust. This requires selling professionals to shift direction and gain better momentum with strategic ideology. It simply requires change.
We are currently in a sea of rapid change and momentum. Recessions also enable organizations to develop innovative techniques. Now is the time to be a market leader and create techniques that allow innovation and renewal. Shifting to a new sales direction will take some time but as comfort returns, the organization will gain speed and velocity. The results will be worth it!
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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February 13th, 2010 admin
Recently a friend of mine was conducting performance reviews for her staff. She has 16 direct reports and when finished all received a superlative review. With the completion of her paperwork and interviews she provided the reviews to her manager for sign off. Trouble began. Her manager indicated to her that she would need to revise all 16 reviews because no one could receive a superlative- it would hinder the firm’s bell curve. I am not making this up!
Performance is based on individual observed behavior as it correlates to both goals and organizational standards. Employees are then reviewed based on prior performance to these issues. Therefore individuals are honored for their efforts to conform to these standards. Bell curves kill morale and performance because they not only compare but reward non-performers with performers.
Two issues here 1) If individuals cannot meet goals and standards they need to be terminated. Organizations are too busy attempting to make profits. Further when individuals do not perform there is either a management/employee relationship issue or a hiring issue. 2) To get individuals performing at optimum efficiency seek the best practices of the best people and communicate more. Too many reviews are too little too late.
Reviews are not confidential year end documents but rather monthly communication vehicles that assist in providing direction for employees.
To determine best practices for employee performance reviews email me for a quick 10 step tip sheet.
©2010. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling- PRACTICE METHOD and the soon to be released Ultimate Business Bible. To gain a free 30 Minute Coaching contact Dr. Drew today get the proper prescription for your success.
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February 12th, 2010 admin
One of the most common trivialities amongst business professionals is the inane desire to conduct thousands of things but do nothing well. Traction is not gained by conducting a plethora of things without focus. Developing business requires focus on two things- customer acquisition and retention. Doing so requires focus on sales, marketing and customer service. Beyond that not much else is required. Look around you and review items that withhold you from business development. Your labor can be severely decreased by conducting a few things well.
Quote of the week – Every organization is on business for one reason- the customer. – Peter Drucker
©2010 Drew Stevens PhD. All rights reserved.
If you want to know how to obtain 7 ways to become more productive in less time, click here for a free report.
Drew Stevens PhD is one of the worlds leading experts in business development. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and sales professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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February 2nd, 2010 admin
In the last several years the proliferation of social networking has increased ten fold. Millions of individuals are flocking to social networking sites to connect with friends, Romans and countryman. Herein lies the rub. While social networking provides an array of opportunities to connect with alliances and friends of yesteryear it is not the best business development tool.
Sales and Marketing are resources required by physicians to help manifest brand and increase visibility. In many instances physicians attend years of education for the clinical side of the business but develop little business acumen. Doctors similar to any other business are entrepreneurs and they require business development techniques that increase patient volume.
Believe me if Uncle Ernie were ill the last idea patients have is using Google or Facebook to find a physician. Patients that need physicians will reach for referrals and testimonials before they get behind a keyboard. The Internet is useful in obtaining background information however; physicians are better served using resources that build brand.
The increase in social networking for physicians is folly for those that know no better. These “Get Rich” schemes need to be ignored. If the result is a desire for more patients then it is necessary to use foundational techniques that increase patients for your practice. Forcing connections and waiting for replies is not a method for building a sound and lasting practice. Here are just three of over 25.
- Writing Articles. There are more newspapers in circulation today then ever before. There is a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material. Articles need not be more than 500 to 1000 words. You are the expert in your field where cardiology, endocrinology, oncology etc. Others will be attracted to you when they are able to hear your views on healthcare and preventative maintenance, especially with high healthcare costs.
- Referrals – So often overlooked, over 94% of doctors surveyed say they know they need to ask for referrals and do not. Referrals are required for business development. Referrals are the original social network. Buzz marketing is so helpful in developing brand recognition. More importantly in today’s competitive marketplace the tactic is not to ask only for one referral but as many as five. Return to your strongest patients often and ask them once every 30 days for up to five colleagues, friends and peers that would appreciate the value you provide.
- Testimonials – Current market research shows that patients do not want to hear from doctors but rather doctor’s patients. Prospective patients devour learning form those that have received value similar to what they seek.
If you truly desire to increase patient volume then ignore the folly of those that seek your money. Invest in things that gain you business and help you focus on your most imperative asset- patients. Clearly, marketing and customer service are the pillars that support your strategy toward building a dense customer base; not attempting to find clients by Tweeting. Focus on those outbound items that create results.
Looking for techniques to build your practice, email me and I will send you a FREE chapter of my latest book Ultimate Business Bible – 10 Strategies for the Ultimate Practice.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens PhD is one of the worlds leading experts in practice management and business development. Drew works with physicians to dramatically accelerate patient volume. Dr. Drew is the author of the best seller Split Second Selling and the soon to be released Ultimate Business Bible – 10 Strategies for the Ultimate Practice. He has extensive experience in assisting both entrepreneurs and physicians to experience higher efficiency and effectiveness. Dr. Drew’s expertise has been featured in The Chicago Tribune, Entrepreneur Magazine, and the New York Times. Drew travels around the globe providing over 50 workshops, and keynotes annually. To discover how he can assist your practice call him at 877-391-6821.
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February 1st, 2010 admin
The other morning I stepped out onto the driveway to retrieve my morning paper when I saw a noticed attached to my front door. A local realtor had placed collateral materials on my door in the hope of gaining my business. The problem- no value, no trust and no relationship. Too many of you today are conducting the same rote methods of yesteryear and gaining no traction. Today’s competitive landscape requires three things for sellers:
1) A relationship
2) An expression of value
3) The requirement of YOU taking command of the action steps
Prospective clients are too busy and there is too much competition. Sellers and business professionals must create value with differentiation and a focus on the client. Do not leave selling in the hands of the client- if you want business you must make it happen.
Thought to Begin the Week – Are you sitting on your past or creating a new future – Anthony “Box” James
To gain a free 30 Minute Coaching Session or to request Secrets of Selling Success contact Dr. Drew today get the proper prescription for your success.
©2010. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the world leading authorities on sales and customer service. Drew helps business to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness.
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January 29th, 2010 admin
One of the biggest impediments to selling is abysmal customer service. Over 50% of every client interaction involves servicing the customer well. I am aghast how poor some selling representatives are. I was recently asked to call the Division Manager of a recognizable national insurance chain to deliver a keynote. I have called three times from the referral mentioning the initiating person and yet no return calls. While I understand busyness I do comprehend tomfoolery. Not returning calls, monitoring caller id, not sending thank you cards and confirming appointments are all methods that will ensure client attrition. If you want more business sometimes it is looking at the small stuff.
There are 7 for instant customer service email me today for a FREE tipsheet. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.
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January 26th, 2010 admin
During a recent workshop a student asked to name the three or four vital aspects of selling. After thinking about this for quite some time I realized that there truly is one important aspect of selling-believe in yourself. If you do not believe in what you are selling and you do not believe that you have the confidence to sell then you will not be able to sell anything to anyone. Selling requires the utmost and confidence as well as passion and conviction. Without these tools you will not be able to move the buyer to take action because they will not believe you. Customers today have many choices in many opportunities to buy from others. With clutter at its highest it is vital for sellers to have the energy and confidence to be able to sell to anyone at any time. Before you pick up a book on selling and think about processes the best thing to do is look in the mirror at yourself.
I am reminded of a poem when I read many years ago entitled the “MAN IN THE GLASS.” Think about this, “Just go to a mirror and look at yourself, And see what that man has to say.” The next time you are with the client in short terrific action in closure by believing in your product and most importantly by believing in self.
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January 26th, 2010 admin
We are so bombarded by technology and clutter it is difficult to remain attentive to little things. There is simply not enough attention paid to the little things. It is interesting to find how many people are so into themselves and so on interested in the world around them. Self-centered mannerisms meet terminate people need to be more responsive to the world around them. Cell phones, text messaging and e-mail or all hindrances to making us pay attention to the world around us. Selling is not a myopic nor self-centered profession individuals need to pay attention to the customer before they pay attention to themselves. Stop being selfish and start becoming more attentive to things around you. Here are some examples of myopic behavior:
- Spelling someone’s name incorrectly
- Pronouncing the persons name incorrectly
- Arriving late to a meeting
- Meeting a client with a blue light in your ear
- Not offering salutations were thanks
- Not sending thank you letters to your clients
- Not offering mentorship to others in need
Quote of the Day
” You can’t think and hit the ball at the same time. “- Yogi Berra
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