Marketing Success Tip for Non Profits

A rumor exists suggesting that non profit marketing is different from the private sector. The rumor is simply that. Non profits especially in today’s economic and competitive volatility must inject marketing principles into their daily practice. Marketing is vital to the success of the entire foundation.

In this episode, Drew Stevens discusses the importance of positioning, the aliteration of the marketing mix and the importance of both people and processes to your marketing plans. Drew is certain you will gain the inside track from these principles to assist your effectiveness.

Posted in Business Communication, Drew Stevens, Drew Stevens PhD, Fundraising, Marketing Mix for Non Profits, Marketing Non Profit Organizations, Non Profit Marketing, Non Profit Marketing Tips, Non Profit Selling, Non Profit Tips, Non Profits, Positive Selling, Sales marketing, brand recognition, business building, business development, effectiveness, lead generation, lead inquiry, lead management, marketing, marketing help, relationship managment, sales and marketing, sales help, sales skills, sales techniques, selling, selling effectiveness, selling skills | No Comments »

Training Is a Must for Performance Improvement

I advocate training but not for training sake. As many readers know my emphasis is two fold, those that treat training as an event. Individuals cannot change behavior in a six-hour training session. Like biting fingernails or twirling hair, training requires habit changes. Training must be a process that requires several sessions, perhaps years rather than a one-time kudos.

Nothing is more irksome then hearing the CEO or HR professional from a multi-billion dollar organization state there is no money in the training budget. Human Capital is assets not liabilities. The current trend traced to economics is rote with excuses of cutbacks. Typically, training budgets are the first line item.

My doctoral work and a recent article written by Jorina Fontelera indicate the need to train employees. Training when conducted consistently, helps with both worker productivity and morale.

Posted in Drew Stevens, Drew Stevens PhD, Employee Performance, Expertise, Human Resource Management, Management, Performance Management, Uncategorized, effectiveness, efficiency, improve customer service, job training, productivity, productivity techniques, workplace performance | No Comments »

How to increase your selling techniques for Generation Y

For many selling professionals and sales managers selling effectively has become a cumbersome task. The proliferation of the electronic media and instant availability of products and services allows more power into the hands of clients. However, there is one area where the selling professional can achieve more effectiveness by trends and social issues. One of the largest yet daunting areas of research today relates to the Millennials or aptly called Generation Y

To achieve greater selling effectiveness, professionals must realize that we operate in a multi-cultural, multi-gendered and multi-generational workforce. For purposes of this article, our focus relates to generational issues. Many selling professionals, consultants and employers have not taken into consideration that four generations exist in the workforce. There exists four generations:

• Veterans = 20 Million/ages 65 and above
• Baby Boomer = 65 Million /ages 47 – 60
• Generation X = 50 Million /ages 38 - 45
• Generation Y = 78 Million /21 – 40

The manner which each purchases is based on behavior and values. To achieve selling excellence it is imperative to quickly comprehend the value differentiation of each.

Veterans
Veterans have important buying power and been doing so for well over 50 years. These groups because of many socially historical issues usurp brand value. This group tends to remain very loyal to products, services, and do not like change. More importantly, their age creates a need for physical relationship and they find instant communication frustrating.

Boomers
The 78 million Americans who were 50 or older approximately 5 years ago controlled $28 trillion, or 67% of the country’s wealth. This group has tremendous buying power. However, this group ages by the moment as many Boomers worry about retirement and savings. This group resists spending during economic uncertainty since they pay with cash not credit. To achieve sales excellence it is imperative for selling professionals to create a bond with Boomers.

Generation X
Generation X makes up about 17% of the U.S. population and range in age from 38 to approximately 45 years of age. This generation is very open to technology yet is also well educated. If they need information they know where to get it so selling professionals need to illustrate differentiation. Generation X wants issues resolved expediently and deplore lengthy “sales pitches” in favor of solutions. Coincidentally, the dearth of email has Generation X desirous of personal interaction and paper correspondence. Selling effectiveness is uncompromised using more traditional marketing means.

Generation Y or Millennials
The largest and clearly the most influential group of purchasers since the Baby Boomers, Generation Y is on the minds of many selling and marketing professionals. With 78 million potential buyers, it is impossible to avoid this large group. They are influential, have the money to spend and there are many of them. Generation Y are very well educated. As a group, they believe in real time connection with the Internet a Must medium. Generation Y is all about instant connectivity and most importantly instant gratification.

Our research in this area finds these influential areas pivotal for effectively selling to Generation Y.

Cool. Online and print medium require change. Generation Y desires importance and self-actualization. They buy the now and the hottest item on the market. Those that follow this trend will thrive. Avatars such as Apple are very proactive in this area. Sales of iPods and iPhones flourish. Generation Y desires to be part of the experience. Selling to them requires a value proposition focused on current trends and social issues.

Brand. Generation Y differs from all prior generations. They are not brand loyal. Due to the increased connectivity, Generation Y follows social trends. Millennials have acute attention spans as they await the next trend. A recent Wall Street Journal article illustrates how Six Flags is aligning with Disney (movies and television shows) simply to capture the attention of the Millennials. Do not build a brand for them; rather, build a brand with them. Apple, Southwest, FedEx, Facebook, Google all build products with advice from this influential group.

Content. Content is king. This is true for Millennials. The proliferation of Internet technology allows Generation Y instant access to information. Sellers must provide uniqueness with content not found through regular Internet channels. Further, since content travels at the speed of light selling effectiveness can increase with viral marketing.

Language. Generation Y uses different lexicon. Whereas the other generations use complete articulate sentences, Millennials speak in a language encrypted with message similar to the DaVinci code. Sellers must speak and connect to Millennials in their language.

Risk. The increase of viral marketing and information enable Millennials to take more risks then preceding generations. In fact, due mostly to youth, Millennials are riskier, they have less to lose. Sellers and marketers must challenge Millennials. Buyers represent three purchase groups’ a) early adopters, b) followers c) not a chance. Generation Y devour risk by adopting the “cool” trends. Sellers must understand the trends to advise the consumer to be a recognized leader.

The need to dissect generations is vital to selling effectiveness. Today’s sales professional requires the research skills of the finest detectives, uncovering every clue and unearthing every angle. Additionally, selling effectiveness requires spontaneous information leveraged by the lexicon of the contrary party. It is impracticable to estimate if each issue resonates with a Millennial. Sellers intuitively realize that trends continue to change. The only way to get ahead is to be a leader. Clearly as the Millennials mature there is another entourage. Selling effectiveness requires intuition, content, and resolve.

© 2008. Drew Stevens Ph.D. All Rights Reserved.

Posted in Drew Stevens, Drew Stevens PhD, Positive Selling, Sales Training, Sales marketing, branding, business building, business development, business selling, effectiveness, lead generation, lead inquiry, lead management, marketing, marketing help, sales and marketing, sales coaching, sales effectiveness, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends, self development, selling, selling effectiveness, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business | No Comments »

How Politicians Can Learn from Sales Professionals

We are in the throes of major political campaigns in the Americas. In less than 100 days, the American people will vote for Governors, Attorney Generals, Treasures and most importantly the next President of the United States. Given the power of present multi media it has become increasingly difficult to open a newspaper, listen to a radio or watch television without some candidate pitching their services. If you thought the profession of selling was ancient, the world of political controversy dates just as far in time.

What is incredible in all recent campaigns and many will agree continues as long as memory serves is the callous and daunting display of smear tactics and malice in most campaigns. Prompting this article was yet another attack on one political candidate from another. What is most interesting is that each candidate is trying to “sell” voters. However, more poignant is that rather then spend time on benefits the campaigners spend more time attacking the competition! Great sales professionals never engage in such technique so I thought it helpful to those politicians seeking office to offer Success Techniques for the Electorate.

1. Success Technique Number One – Honesty – Voters desire a politician they can trust and they can respect. Two factors are vital here: 1) there is a need to build rapport and relationships with voters. Politicians need to get out and meet the people individually; they must refrain from the myriad of multimedia. Great sales professionals are always with clients and they will tell you the only method of relationship building is face to face. 2) Give voters an opportunity to engage by producing factual information about you, do not hide information. Voters like to decide based on solid evidence.
2. Success Technique Number Two– Competition –Lose the smear tactics. Great sales people never talk about the competition. Why? Simply because there is competition because someone offers something that you do not have. That is not bad, nor is it good, it is merely a competition position. There is a desire by candidates to prove themselves based on political history. Use these features to display your talents; focusing on the competition only illustrates fear.
3. Success Technique Number Three– Benefits –The profession of selling hinges on the client desiring to understand the value that professionals bring. Politicians need similar strategy. Focus on the benefit to the voter not the nebulous facts. This country and all consumers buy based on emotion not logic. It is vital to answer the question, “What is in it for me?” Take the time to change your features into solid benefits for those you desire to attract.
4. Success Technique Number Four – Passion – Emotion is what sells along with conviction. Some of the recent messages appear as if spoken by a corpse. Some of the best leaders in World History were terrific orators, speaking with passion in every sentence. Captivate your audiences with great presentation skills.
5. Success Technique Number Five – Audience – It is intriguing to see how politicians speak to audiences. A great selling professional would never walk into a room or open their mouth unless they were prepared. They understand audience demographics and psychographics. Yet numerous politicians appear on television and in live crowds without a hint of the audience outcome. Never walk into a room without proper preparation. An athlete would never compete without preparation; a concert pianist would not do so, why then would not an elected official.
There are a myriad of other success factors that drive this report and space and time do not permit the additional 10. However, if politicians can follow some of the rules that selling professionals live by perhaps voters can easily filter the bad and focus on those that are truly the best for that office at that time.

© 2008. Drew Stevens Ph.D. All rights reserved.

Posted in Business Communication, Drew Stevens, Drew Stevens PhD, Performance Management, Public Speaker, Public Speaking Skills, Sales Management Training, Sales Training, Sales marketing, Strategic Selling, business building, business development, business selling, effectiveness, marketing, marketing help, negativity, negotiation, passion, politics, sales coaching, sales help, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends, selling, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, small business success, small business techniques | No Comments »

Secrets of Successful Leadership

Secrets of Leadership Success

Drew Stevens Ph.D.

A recent IBM Global Human Capital Study mentions that 40 percent of organizations believe that a lack of leadership capability is one of the primary workforce related issues. As companies and employees grow and mature one of the ailments of many organizations is developing the needed bench strength for the future.

As researchers in this area we notice several factors that contribute to these issues:

1.    Succession Planning – Both an aging workforce and ineffective succession planning continually impact leadership development. A recent Wall Street Journal article “Hiring a CEO from the Outside is More Expensive” depicts the issues organizations face due to ineffective succession planning. Executive pay tracker Equilar found that firms typically pay 65% more to hire outside CEO’s. With burdensome profits and a failing economy organizations need to save costs wherever possible.
2.    Knowledge Management – We live in a knowledge economy and as oftentimes written when individuals leave organizations, they take with them knowledge. Content is king and much as heirs and heiresses pass down fortunes, knowledge must be treated similarly. Leaders must allow employees to cross pollinate and learn each area of the business. In the not too distant past many CEO’s began in the mailroom.
3.    Talent Acquisition – The best method for succession planning begins with hiring the right people.  Not enough firms spend time here. According to a 2007 study of 37,000 employees (Manpower), 41 percent of companies worldwide are having trouble finding suitable talent. Make this a priority. Look inside and outside the organization for those individuals that can impact the organization.
4.    Skill Acquisition – Productivity begins with understanding the job function, the industry and the competition. Not enough time is spent on training and development. Too many firms use elearning and software to augment human interaction and investment. However, firms are not seeing sufficient returns. For production to rise, more commitment must be spent on training and development. Further most organizations believe that a one time training event will boost productivity. This is untrue. Training is an inducement to change behavior, such augmentation taking months to rehabilitate. Training is an investment, a process that must be taken seriously.
5.    Dichotomy – The success of FedEx, Disney, Southwest and many other top-flight organizations is the spirit and passion binding the culture. Individuals love leaders that communicate, respond to queries and allow all to share a common voice. Participative management is a leadership trait envied by many.

Leadership today requires a different business strategy. While many have coined phrases such as Sale, Web and Business 2.0, there is also a need for Leadership 2.0. With so much change and turbulence there is a need for a nimble, faster and yet pragmatic leader. The need for knowledgeable quick leaders is more prevalent then ever before. Organizations must work smarter not harder to remain competitive and the successful leader is pinnacle to its success.

©2008 Drew Stevens Ph.D. All rights reserved.

Posted in Business Communication, CEO challenges, Drew Stevens, Drew Stevens PhD, Employee Performance, Human Resource Management, Leadership, Leadership Training, Management, Management Training, Performance Management, effectiveness, efficiency, organizational success, organizational techniques, organizational tips, productivity | No Comments »

10 Tips for Unsuccesful Selling Professionals

The world of professional selling is rich with information related to selling skills, and techniques to assist professionals. However, after much rhetoric I am finding something completely different…a problem with selling professionals.

After 26 years in the field, we find that not only are there two sides to each story but that today’s sales professional must share the blame. Managers and organizations can no longer bear the brunt of the issue if sales professionals falter. Our findings show that sales professionals are culpable in the following areas:

1.    Talent. Organizations simply hire incorrectly. Talent is innate. Sales professionals either have skills to create trust and relationships or they don’t.
Sales personalities must be gregarious. Behavior can change but only if the person desires change. If selling is not for you- leave!
2.    Passion. Similar to talent, passion is an innate trait. Professionals must love what they do, love what they sell, love the industry and most important love the challenge. When sales professionals struggle to sell product or service, is this a lack of knowledge or a lack of desire?
3.    Excuses. Stop making them. If assistance is required seek it. If knowledge is required, discover it. Humans are creatures of habit, they complain first, castigate others, and then hesitate. The present competitive environment leaves little room for immaturity. Take command and get the assistance you need.
4.    Assistance Abstinence. The prior area comes stems from two issues, 1) a need to seek advice but yet more importantly 2) the opportunity to obtain it. We understand that not every organization is employee friendly. If selling professionals do not obtain the proper support, seek another employer. To us, it is shameful that organizations do not support the most vital department in every organization- selling. Some organizations forget nothing happens without a sale.
5.    Education. The one item no one can eliminate is your education. I remember a great motto, “Content is King!” In our knowledge economy, education is an investment in you. This is not only a privilege but also a right. If you desire more knowledge, go seek it. The greatest thinkers and philosophers of our time sought that which they did not know, that is what made them great. If you seek greatness, discover it.
6.    Productivity. Sales professionals are notorious for procrastinating. From the nebulous sales reports to the expense reports, sales people spend more time complaining about administration then doing it. Gain some accountability and get the required items completed.
7.    CEO Personality. When we conduct workshops and seminars we ask sales professionals to leave the room and leave all their business cards. The return a few moments later to see their cards torn up in one pile. We explain the plight of a selling professional requires the persona and mindset of a CEO. “C” level executive concern themselves with productivity, profits and expenses. Sales professionals must emulate these attributes. We see a shift in thinking and accountability. Selling professionals must stop believing that salary is a safety net. Every decision hinges upon their profitable success in the field. Take control by thinking like the boss not an employee.
8.    Empowerment. Selling professionals are venturesome. Yet too many seek permission before forgiveness. Be bold take a risk make a mistake that is selling. If I had a dime for every mistake I made I would be much wealthier than in my present business. We all make mistakes; it helps our knowledge. Selling is about risk take it. Selling requires more moxie than your expectations.
9.    The Art of Persuasion. I was taught that the first sale must persuade you. You must be convinced you are selling the right product, to the right client in the right territory. Lack of conviction flows through you like fresh lava from a steaming volcano.  To sell well you must have conviction, presence and energy.
10.    Self Doubt. The sales business is the rejection business. Selling professionals go through numerous rejection get over the self-pity, no one cares! Great selling professionals emulate confidence. Self-doubt is unavailable when professionals rebound obstacles.
11.    Bonus 1.  The profession of selling requires individual growth and individual employment. As a micropreneur one must engage in self-mastery. The ability to overcome obstacles and continue learning is paramount. Learned professionals create mastermind groups, seek expert advice, believe in continuous learning and elicit confidence. The best simply never stop.
12.    Bonus 2 – Refrain from being cheap. I read a forum recently that a sales professional paid $25.00 for an online sales training course. Do you shop for a physician based on price? Would you shop price for a relative’s funeral? So why sales training. If you cannot invest wisely in you, then you will never reach your destiny.

During the infomercial craze of the 1990’s Susan Powter coined a phrase “Stop the Insanity”. How true! Sales professionals must stop the insanity. Sales professionals must reset their internal GPS so that more is accomplished without rote excuses. To survive in this crazy competitive world requires moxie, confidence and willingness for chronic success. Defy the odds and by taking control of your destiny.

© Drew Stevens PhD 2008. All rights reserved.

Posted in Drew Stevens, Drew Stevens PhD, Positive Selling, Positive Thinking, Sales Training, Sales marketing, account management, brand recognition, branding, business development, business selling, lead generation, lead management, marketing, sales manager training, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends, self development, self doubt, self help, self mastery, selling, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business | No Comments »

Sales Effectiveness Principle - Know the Customer

I was reviewing Internet posts the other day and came up an interesting post by Bob Sullivan. Too Little Customer Knowledge discusses the imperative nature of knowing your client. I agree with Bob wholeheartedly. Sales Managers and their selling professionals are so involved with a myriad of issues that they fail to understand the issues and compelling customer needs.

The issues discussed stem from a recent CMO Council research study that depicts:

- 6.8% have excellent customer knowledge
- 40.4% have fair customer knowledge
- 45.6% have poor customer knowledge
- 7.2% was split between good and not sure customer knowledge

I have been emphasizing these issues for years in my workshops, seminars and consulting work. It is imperative that selling and marketing professionals understand the client, the industry and the competition. I find it embarrassing that selling professionals today have little knowledge about those they want to sell to. Clients desire conducting business with those that can aid the organization by providing value. Stop the rote sales and marketing product pitches and read about the client and the issues they face.

Some techniques include:

-Read the Annual Report. This includes of wealth of knowledge related to your clients vision and future.

-Read The Wall Street Journal. Frankly it is embarrassing that managers do not encourage new staff to read this daily financial periodical. To understand money and trends you need to read about it.

-Subscribe to a news service. We are in a knowledge economy and everywhere we turn we are surrounded by numerous media outlets. Subscribe to one of the business and financial services you will be glad you did.

-Network. To understand the know you have to be in it. Attend networking groups and ask questions.

I still remember a lesson from my former track and field coach. One day during summer intersession he sent me a note that stated, “Are you sitting on your past?” While they brought a smile then, what I did not realize is these words became the antithesis of my business success and now should be that for your business success.

If you want to be more effective in your selling skills and you desire more business, then my question to you is, “Are you sitting on your past?” Make a new future, change the rules and know your customer.

©2008 Drew Stevens Ph.D. All rights reserved.

Posted in Drew Stevens, Drew Stevens PhD, Employee Performance, Sales Training, Sales marketing, account management, business building, business development, business selling, efficiency, inquiry managment, lead generation, lead inquiry, marketing, sales and marketing, sales coaching, sales help, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends | No Comments »

PUMP UP Your Sales Skills - Lesson 3

There are four primary steps in the selling process for fitness professionals.

1. Prepare to Present
2. Uncover the needs1.
3. Manage Rapport and Objections
4. Provide Closure

Here is a just a brief synopsis of each.
1. Unless your are asking provocative questions and your illustrate concern for the prospect they will go elsewhere. Uncovering needs means asking the difficult questions to understand their needs.
2. It is vital for our to keep you prospects attention so they are interested. If prospects are interested in your offer and they “hear” the benefits they are more apt to listen and invest the time with your offer.
3. The prospect might be interested and you might have their attention but your inability to build a relationship impacts moving forward. To that end, prospects object to your offer. You must understand how to move forward to create further interest so they trust you!
4. The most fascinating yet most daunting part of any sale is closure. Procrastination and indecision are a part of like. Moreover, many professionals are afraid to ask for the business. The best way to make money and get more members is to ask

Keep the PUMP full

Cold calling, direct mail and other traditional selling methods do little to build relationships- they simply anger and frustrate. When was the last time you took a call in the evening after a lengthy day from a cold calling maven? And when was the last time you spoke with a million dollar insurance agent that cold calls?

Today’s professional requires techniques that help to accentuate and differentiate from others. Further clients require methods so that there is less work to gather business. Successful professionals keep a full pipeline of activity to help build their nest egg. Here are some examples.

Networking
Review your local paper for functions that interest you and attend as a guest, but go. If do not attend your competitors are. Others cannot know your business with just a shingle hanging in the breeze.

Referrals
The best way to seek referrals is when you are first engaged with the client and they are at that emotional high.

Follows up on referrals
A rule of thumb is twenty-four hours from receipt to contact. Ensure you mention the person that referred you and mention their enthusiasm for working with you.

Speaking
One of the best methods to introduce your expertise is to tell others about what you do. Rotary Clubs, Kiwanis, and Chambers of Commerce are constantly in need of experts.

Writing Articles
There are more newspapers in circulation today than ever before. There are a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material.

Booklets
Typically focused on one topic, these small content-rich pieces feature your advice on health, fitness and exercise technique. Booklets can be used as handouts for potential clients or as products to be sold at special events.

The key to business building and success is doing things others don’t. One needs to discover methods to rise above the din and become visible. With global competition increasing and a shift in industries requiring selling professionals there exists the need to become outstanding. Refrain from tired non-functioning sales methods that don’t work and take time. Reduce your labor, work smarter and watch your sales grow.

c2008. Drew Stevens Ph.D. All rights reserved.

Posted in Sales Management Training, Sales Training, Strategic Selling, lead generation, lead inquiry, lead management, sales and marketing, sales coaching, sales help, sales selling, sales strategist, sales strategy, sales trends, self development, selling, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business | No Comments »

How to Overcome Adversity

We’re all very good at creating negative thoughts and patterns. These come in the words that we use these, now are behaviors and he’s come from thoughts. One way to gain yourself doubt is to bombard your subconscious mind with new thoughts and images. You simply must stop the “Pitty Pot” and learn to move forward. Stop letting the negative energy drive you. Rather let positive thoughts and emotions drive you to a new destination.

You might say stopping the negativity especially when it is all around you sounds easy. You might even say that nothing good is happening in your life currently so therefore it is impossible to have positive affirmations. This is simply untrue. If I constantly felt that my life would never change and that my father would continually be until perhaps he killed me that would halt my life. If in fact I felt that I would never get on the other job opportunity, or even change my career I would not have the balance in my life and a loving family. The only thing that controls that difference between where you are and where you want to be are your emotions and your ability to stop negativity.

I know many people with stage for cancer and I know the five year old that is in dire need of a bone marrow transplant. When in the same room with these people one would never know that they suffer from life threatening ailments. Why? They use affirmative statements that stop the pain and suffering and make them live in each day as if it were they last. I am not diminishing your pain and suffering but I am trying to establish a method for you to see things differently. Here are some methods to help you to reach a more positive state.

1. Live in the present. If you have a dream and you want to accomplish something then describe what you desire as though you already have it as if the dream has already been accomplished. When I first got terminated and I dreamt of becoming a professional speaker my original statement was
“I’m going to be a professional speaker.” I simply change the formula by living in the present. The statement that in the present was changed to “ I am that Tony Robbins in my market.”

2. The affirmative. State your affirmations and the positive. Your brain does not do well with negative comments. When you talk in the negative it becomes that. When you speak in the negative you’re simply affirm your fears. End your negative thoughts by becoming more positive. Rather than say “I will never make enough money.” State the obvious, “I have more money than I have ever dreamed of”.

3. Use power words. Words are as important as the affirmations that we use. If we want to change our lives we need to select words that allow was to expand our level and create positive results. Words shape our beliefs, and they create action. Alternatively, they create inaction. I have found over the years that words that are used this and power me and create self doubt.

4. Change your state. Self doubt stems from an not only our vocabulary but our state. To illustrate my point imagine for a moment the body language of a homeless person. Picture that homeless person lying on the street, with dirty clothes, situated in a corner of a large building. They are cowering and have a sad sullen look on their dirt speckled face. You can see the sorrow; you can visibly see the pain and the suffering.

5. Visualize the Result. Visualize what it would look like if you reached your pleasure without the doubt. See things are you want them to be. Picture yourself in the dress, in the car, with the boyfriend, etc. Create the feeling in your head as if you were all ready living the dream.

6. Belief in the Lord. For those of you reading this book with a belief in God, I have found that this is also one of the best ways to end self doubt. Many years ago I was lost in my journey until a friend of mine gave me a sentiment piece with the inscribed words, “Be Still and Know”. “Be Still and know that I am God” (Psalm 46:10) is one of my favorites. It reminds me to let go and trust God to do God’s will.

©2008. Drew Stevens Ph.D. All rights reserved.

Posted in Hope, Inspiration, Positive Thinking, Success, effectiveness, efficiency, life balance, motivation, negativity, passion, positive results, sales help, sales selling, sales skills, self development, self doubt, self help, self mastery, selling skills, selling strategies, selling tips, small business, stress, work life balance | No Comments »

Salesopedia Clayton Shold Interviews Dr. Drew

Drew Stevens is a featured author for the top sales site Salesopedia. This month Clayton Shold the Founder and Editor interviews Drew.

Dr. Drew Stevens has been on the front line in sales and now consults for sales organizations. He speaks to some of the current challenges sales forces are facing today. Dr. Stevens is a big advocate of being both a farmer and a hunter. Knowing how to generate your own leads is critical to success. Find out why referral selling is his preferred methodology and how his 25 X 30 X 50 rule can help you reach new levels of success. Also discover how Drew’s sales process has methodically and dramatically helped others without just training them. You are certain to enjoy this interview.

Click here to listen to Clayton Shold and Drew Stevens

Posted in Sales marketing, lead generation, lead management, marketing, sales and marketing, sales coaching, sales help, sales selling, sales skills, sales strategist, sales success, sales techniques, self development | No Comments »