November 26th, 2008 admin
If you need sales skills and methods to grow your business then you must join Fast Track Sales Clubs. The unique blended learning provides immediate access to innovative and time tested techniques from Top Sales Expert and Business Growth Specialist, Drew Stevens.
No business grows without acquiring new customers. In fact, nothing happens to your business without a sale. Utilities do not function, employees do not get paid and you do not receive compensation without a sale!
To grow business, acquire and retain clients and gain financial prosperity requires a single focus and most important accountability. Coaches assist elite individuals uncover underutilized strengths and hide weaknesses. Coaching helps provide a single focus and work towards the tip of the arrow rather than just the target.
In addition, in a time pressured world and multi generational environment modalities of learning change. Professionals desire assistance wherever, however and whenever they need it. Using the power of technology coaching is available throughout the day!
Finally, Athletes practice, attorneys practice, students practice and musicians practice. Business professionals must practice! . Too many individuals attempt things once and quit. Whether a diet, gym membership or other life altering experience, individuals try one time and leave without moving forward. The key to self-mastery is continuing. You must practice everyday. Just like you body is an investment, so is your mind!
Join our Fast Track Selling Club and watch your business dramatically accelerate!
For additional information click here…
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November 6th, 2008 admin
Do not believe the rumors. Selling is not difficult now. People are attending sporting events, they are eating out, and they are buying beer! Now is not the time to avoid pressure but to increase it for your competition. While others fold, you must build. Listen to Drew Stevens Coach you through the malestrom and get you into competitive grear! This podcast promises to get you to Make it Happen!
Selling in a Volatile Economy:
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Posted in Management, Sales Management Training, Sales Training, account management, business development, customer loyalty, customer service, marketing, sales help, sales skills, sales techniques | No Comments »
October 3rd, 2008 admin
The economy has taken a dramatic turn for the worst and people are scrambling for numerous reasons. One of the most daunting is the number of individuals being terminated. Unemployment is up and this is not time for that faint of heart.
Terminated 3 times in a six-month period is how to begin a consulting organization, I can attest to the stress. After all, I am an OPP – Out placed Professional. Ironically, it was not long before I began a new career, discovered a new attitude, and controlled by destiny. The key to your success is to use existing selling skills.
1. By natural tendency, selling professionals are inquisitive individuals. The best professionals are detectives and consistently seek new methods for success. Out placed individuals must emulate selling professionals. The best people continually read the press, and research organizations that might need new talent.
2. Selling professionals create communities. Job seeking individuals must tap into existing networks to provide the leads for new opportunities.
3. Conducting searches requires competitive intelligence. The newfound time requires a makeover of your resume to decipher the differentiation you bring to a new opportunity. Draft your resume as a proposal, thinking about outcome and value not about you!
4. Selling professionals never stop asking provocative questions. Job seekers must too. Draft a series of questions that provide insight into opportunities and to the three F’s- Fit, Finances, and Find. Develop questions that provide methods to seek new organizations.
5. Selling professionals know how to close. Job seekers must use closing techniques that advance the search. If you desire employment, you must ask for it. It is imperative to follow up.
6. Job seekers must have a competitive spirit. I recall a young woman I interviewed. She arrived with three manila folders, one for her resume, one with historical information on the company and its products and one on the competition. I hired her on the spot. She was prepared, enthusiastic, and ready for success. When arriving for the interview ensures success, knowing something about the organization you seek employment.
Present employment seekers must be aggressive. The competition is fierce, the opportunities small and the differentiation about equal. Attempt your best efforts using the success stemming from successful selling professionals.
2008. Drew J. Stevens. All rights reserved.
Posted in Drew Stevens PhD, Sales Management Training, Sales Training, account management, sales and marketing, sales coaching, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends | No Comments »
September 8th, 2008 admin
An open proposal to Selling Professionals from a former Sales Manager:
In the era when the proliferation of technology assists the ease of communication, a striking contradiction is comatose behavior. Sales people complain, sales managers complain but neither desires accountability. The Internet is not an excuse for apathy. If selling professionals desire change, they must engage in self-mastery. The philosophy of self-mastery hinges on the individual to take ownership of obstacles. Once a person understands the necessity of accountability, confidence increases substantially to conceal any barrier. Sales professionals must be accountable.
Dress Code. Dress codes for numerous organizations are abysmal. The casual dress notion is bromide and requires change. I recall when John Molloy wrote his book Women Dress For Success in 1975, corporate America took it to heart- both men and women changed dress codes. Somehow, the concept morphed in the 90’s but derailed by the millennium. Current dress codes reflect casual not business. Selling professionals must emulate by dress code what they represent. If success is desired, then one must dress successfully. That said, invest in good clothing, wear an impressive watch and polish your shoes. Would you visit a physical fitness trainer that did not look fit?
Lexicon. My background and expertise enable me to provide expert advice to an array of associations. Some of these organizations are electronic and enable members to associate with experts to ask questions. On numerous occasions, members request expertise assistance. It is appalling to read incorrectly spelled messages, sentences that grammatically incorrect and paragraphs so lengthy they make War and Peace appear as a poem!
Selling professions if you desire respect and attention, review your work. Decision Makers abhor sloth. Write with a dictionary, a thesaurus and a writing manual. Use the electronic spelling checker within your word processor. Finally, review your work, poor language stems from laziness to review work.
Investment. Sales Managers do not fear I have you covered. Selling professionals, refrain from the unfair pitch to your manager. If you seek sales guidance, education, etc, then invest in you. Stop expecting your manager, your organization, and your industry to invest in your future. One person controls your destiny- you! If selling professionals seek guidance then buy the best selling books on the market. If professionals seek education, then enroll in a sales training course. If selling professionals desire expertise then invest in a coach. Stop expecting others to invest in you, they will not. Success stems from the ability to invest in you.
The greatest profession in any industry is selling. The most employable position in every organization is selling. The highest compensated position is selling and yet the most excuse laden is selling. Selling is illustrious since is provides freedom, entrepreneurialism and critical thinking. Yet, the independence requires confidence and persistence. Selling professionals if you desire success – take some time ponder these thoughts, take action and invest in you now!
©2008. Drew Stevens Ph.D. All rights reserved.
Posted in Customer Relationship Management, Drew Stevens PhD, Sales Management Training, Sales Training, account management, lead generation, marketing, sales and marketing, sales coaching, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips | No Comments »
July 25th, 2008 admin
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 PhD, Sales Training, account management, business development, lead generation, marketing, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips | No Comments »
July 22nd, 2008 admin
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.
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June 24th, 2008 Drew Stevens
FREE E-Book for Our Subscribers
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October 2nd, 2007 Drew Stevens
Whether as a sales professional, a child or an adult, we have all heard the expression that our Creator provided us with two ears and one mouth. And for many years we are taught, that when you nothing to say, than simply be quite. Ironically, as sales professionals we are taught to speak in order to demonstrate, tell product stories and gain commitment.
I can tell you in the land of sales, the worst thing that you can do is speak. The entire process if you are doing your job as a professional exceeding well is simply to listen. Your mission as a professional is twofold, 1) to identify your unique selling feature that from a competitive advantage is the key feature or benefit that sets you head and shoulders above anyone else, and 2) to understand the buyers WANTS and NEEDS so that match your value with their need. You simply cannot do this if you do not listen.
Let me turn the table on you for one moment. Picture this, you are sitting at your dinner table, your lovely wife or significant other is sitting beside you and you are enjoying a wonderful meal. The enjoyment of a good meal and the ability to unwind from a busy day is satisfying. Your only thoughts are to enjoy the dinner and vegetate in front of the television until it is time for bed. Suddenly this nagging ringing interrupts your thoughts. You pick up the telephone and say, “Hello.” For the next several moments you hear the sounds of a rattling voice stating all of the reasons for the call, the features of a particular product and your need to make a purchase. Sound familiar? Not one question. Not one thought about my needs or desires and no ability to have a dialogue. If you are familiar with this picture and despise the thought, how do you think your prospective clients feel?
When I am working with clients to assist them in listening we work on three distinctive areas:
Personality
Questions
Preparation
Personality
You should be aware that four very distinctive personality types exist, Ego Trippers, Amiable, Analytical and Direct/Diplomat.
I am a very amiable person and I love to establish rapport and relationships with people. I love to engage in conversation and I want to understand the person with whom I am selling. The very first time I walk into someone’s office I immediately look around and look for Achievement Awards, family photos, knick knacks and believe it or not how the papers on the desk are arranged in piles or haphazard. Once I have exchanged pleasantries and reviewed the room, I can tell the personality type of the person.
For example, I walk into a room and notice many certificates of achievement, pictures of the person shaking hands with a notable and perhaps a large nameplate and a gorgeous business card holder placed strategically in front of my chair. I know right then that I am speaking with an Ego Tripper. Only this person will have more equipment within his/her office to denote the, “I am over here, notice me” syndrome. Also, when you converse take note of how many times the word ‘I” is used by the prospect.
Contrasting this personality is the analytical person. Typically papers are arranged in piles. Many of the papers are spreadsheets and books surround the office. You will be fortunate to find a picture of the family, let alone a picture at all. And, rather than display a social manner, the Analytical person will listen to information taking copious notes that are statistical in nature.
The hint here is you will take to the Ego person by playing to the ego and enabling that person to speak only about them and what the product will mean to their personal and professional satisfaction. And with the Analytical person you must appeal to cost savings, the return on investment and bottom line statistical benefit of purchasing your product or service.
Questions
Listening is a work of art if done correctly. First, to listen you must ask a question. Further, your questions must be open ended in order to begin a conversation. Merely stating, “How do you like the service?’ will yield a “it’s good” reply. This is simply not enough information. You must think about what you will ask beforehand. Ask the prospect, about past purchase, competitors and most importantly issues affecting their business. If a public company, look at the Annual Report, or recent news headlines.
If you are a good reader of personality, ask questions that appeal to the personality type. Look for the hints that I mentioned above to spark a conversation.
And, when you ask these questions, remember to pause so that your words are clearly understood and so that you can get ready to absorb the answer. If you are confused by a reply, or simply do not understand another effective step is to paraphrase the reply so that you understand the issue in your words and so that perhaps you can get ready to ask another question.
Finally, in order to keep the prospect speaking, I ask a question with a question. For example, if a prospect requests, “How much is the cost?” My reply will be, “Is cost a factor for this purchase?” For me this serves a dual purpose, I can better understand reasons for a purchase and as you can understand begin to sniff around for objections, breaking them down before they impede the sale.
Preparation
I never walk into a sale unprepared and for 18 years I have with me a standard list of questions that I ask in every sales call. This list that I now call “Drew’s Dozen” is the foundation for my success. I know that when I receive replies to all the questions, I can close the sale. When you read the list of questions, you will notice that it is a formula that enables me to drill through the decision criteria so that I understand the decision process, the reasons for the sale, the budget amount and how close I am to the sale.
Make a copy of the following list:
2.Who are the players in the decision process?
3.Do you have to make a decision now?
4.How much time do you have to make this decision?
5.What are your options for allocating resources?
6.What feedback or answers do you need to make this decision?
7.What are your preferences or biases about making this decision?
8.How would your boss make this decision?
9.Are the resources to implement this decision in place at this time?
10.What objectives do you hope to meet?
11.Who will sign the check?
12.When will the check be signed?
A sale is a process that demands time and effort. However, if you work hard and acquire a set of foundational skills you will become very successful. You must remember that you are working for the customer not your employer. Your mission is to match the buyers WANTS and NEEDS with those features of your product. When you become the client and walk in their shoes you will be successful.
Success is different to each person. If your work smart and work hard you will reap the rewards that you desire from the greatest and oldest profession on earth.
About Drew Stevens PhD
Drew Stevens PhD is the Sales Stategist. Drew is a sales expert provides a winning game plan to become more productive with no capital investment. Drew is the author of seven books including Split Second Leadership, Split Second Selling and Split Second Customer Service. Drew is frequently called on the media for his expertise. Sign up for Drew’s newsletter at info@gettingtothefinishline.com or order his new book Split Second Selling at www.gettingtothefinishline.com/products.asp
©2007. Drew Stevens PhD. All Rights Reserved.
Posted in Sales Training, account management | No Comments »
September 28th, 2007 Drew Stevens
Drew outlines some of the secrets to long lasting customer service. Perhaps it is not what is in your recipe but perhaps the baggage that consumers bring with them. Read on to understand a contrarian view to good customer service.
Got Customer!
Dr. Drew’s Tips When Good Consumers Do Good Things
While most if not all training organizations spin their wheels trying to identify good and bad clients perhaps it is time for a contrarian approach and depict the illustrations of a good client. In my 27 years of sales and customer service, I am finally discovering the effects of long standing clients and will explain them in the paragraphs to follow.
However, one item that requires clarification is the need for all companies to focus on customer relations. Simply put good clients, lower the cost of market acquisition and provide needed marketing hype. The tangential benefits of client relations reduce capital, improve sales and enable more profitable organizations. If you do not believe the work of this expert review the exemplars, Staples, Starbuck’s Southwest and UPS all believe that consumers are job one. Cherished consumers tell others and provide a gravitational pull to an organizations marketing success.
These are some of the items I have found most effective to good vendor/customer relations:
Recognition. One of my favorite all time mentors Dale Carnegie stated, “Be genuinely interested in other people”. There are many consumers that bring their baggage into retailers, vendors and suppliers. I walked into my physician’s office and by body language alone one can tell how agitated the patient was prior to speaking with the receptionist. Treat your vendor, as you want to be treated.
Stop Negotiating. The best consumers understand the value a vendor provides. I pay 80 dollars for a hair cut because I trust my vendor and do not question fees. The best consumers rely on sound advice, understand value and reduce agitation.
Generosity. During Sunday service my pastor states prior to Communion Service, “It is Right to Give Thanks and Praise”. How true this is. Imagine, consumers giving gratitude for a job well done. Most vendors obtain threats and grievance, however, it is best to turn the other cheek and provide gratitude for a job well done. Grandma always did say, “You get more flies with honey”.
Loyalty. Most vendors and service providers enjoy getting to know their clients. My exterminator constantly questions me about family, illnesses and business. Curt knows more about me then some of my immediate family. Take the time to get to know people. Communities are built around networking and communal knowledge, good consumers treat vendors like extended family.
Communicate, Communicate, Communicate. It is deplorable that many customers do not allow others to get to know them. A beneficial circumstance about sales and marketing is building relationships with others. There exist too many distractions today, between electronic communications and running offspring to their variety of after school events. Stress reduction comes from stopping and smelling the roses. Consumer exemplars are those that can relate and communicate.
About Drew Stevens PhD
Drew Stevens PhD is the Sales Stategist. Drew is a sales expert provides a winning game plan to become more productive with no capital investment. Drew is the author of seven books including Split Second Leadership, Split Second Selling and Split Second Customer Service. Drew is frequently called on the media for his expertise. Sign up for Drew’s newsletter at info@gettingtothefinishline.com or order his new book Split Second Selling at www.gettingtothefinishline.com/products.asp
©2007. Drew Stevens PhD. All Rights Reserved.
Posted in Customer Service Training, Sales Management Training, account management, customer service | No Comments »
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