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…
Posted in Business Communication, Communication Training, Customer Relationship, Customer Relationship Management, Customer Service Training, Drew Stevens, Drew Stevens PhD, Management, Positive Selling, Public Speaker, Public Speaking Skills, Sales Management Training, Sales Training, Sales marketing, Selling in a Bad Economy, Strategic Selling, Tips and Techniques, Training, account management, brand recognition, branding, business building, business development, business selling, cold calling, customer service, customer service consulting, customer service ideas, customer service seminars, customer service skills, effectiveness, efficiency, great customer service, lead generation, lead inquiry, lead management, life balance, make money, marketing, marketing help, marketing techniques, marketing tips, marketing tools, productivity, productivity techniques, sales coaching, sales effectiveness, sales help, 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 effectiveness, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business, small business success, small business techniques, tips on marketings | No Comments »
November 11th, 2008 admin
Dress codes in the United States historically morph from decade to decade. The majority of thought suggests that business professionals must dress professionally, Male dress code denotes a suit, perhaps with tie and for ladies perhaps a dress, business suit, skirt or other business apparel. However, if one meanders down Broadway in Manhattan, Market Street in St. Louis or the Miracle Mile in Chicago, over the last 10 years business patterns changed.
In the last 10 to 15 years, an emergence of business casual attire has adopted from the East Coast to the West. It is common for professionals to wear jeans, T –Shirts and sneakers or boots to the office. While I enjoy fashion trends, one worth terminating is business casual.
Casual dress inspires casual conversations and behavior. In the 10 to 15 years, it has become noticeable for productivity to decrease at work. There exists a potpourri of information on productivity in the workplace and many point to dress code. Casual dress simply promotes apathetic behavior.
Second, numerous business professionals engage with client’s daily. Clients desire to conduct business with those they trust and exemplify expertise. If there were a need to visit a cardiologist or an investment banker, what might be your feelings if they greeted you in blue jeans and a polo shirt? Would you prefer someone that dresses the part?
A diminishing trend seems to exist. In the last two to three years, I am noticing more men and women wearing business suits. Airports that once greeted polo shirt and khaki passengers are filling with grey and blue pinstripes, leather soles, and pumps. If you want to look the part, you must be the part. Invest in your business, in your profession and in your closet. Resist the population and settle for professionalism. Seek out clothing that embodies your professional image; purchase a nice briefcase, pad folio, and pen. In addition, watch accessories that dampen your appearance such as watches, rings, and bracelets. Dress for success and watch your image flourish.
© 2008. Drew J. Stevens. All rights reserved.
Posted in Business Communication, Communication Training, Customer Relationship, Drew Stevens, Drew Stevens PhD, Employee Performance, Expertise, Sales Management Training, Sales Training, Sales marketing, business building, business development, business selling, customer service, customer service consulting, customer service ideas, effective leadership, effectiveness, efficiency, improve customer service, sales help, sales selling, sales skills, sales success, sales techniques, self development | No Comments »
September 25th, 2008 admin
And the Contract Goes to…
For over 27 years, I have been involved in the world of selling. For me nothing emotes more passion and energy and requires more thinking. Interestingly, I am a commercial actor and realize that selling and acting have many similarities. One of my acting books Audition by Michael Shurtleff talks of guide posts for actors. To help you with similarities I provide guidepost for selling.
Guidepost 1 RELATIONSHIPS – The first step toward selling.
Relationships are the heart of every selling transaction. In fact, research indicates that relationships influence 65 percent of every transaction. Consumer’s purchase from those they know and respect.
Guidepost 2 CONFLICT – What do you want?
Conflict is apparent in every acting scene as actors search for the issues that must be resolved. Interesting, so must selling professionals. Consumers have issues and they must spontaneously be resolved. Selling professionals must understand the conflict and what they must do to amend it.
Guidepost 3 – THE MOMENT BEFORE
Actors must understand the issues of a scene to integrate conflict and relationships. Selling professionals must identify with prospect’s issues. It is imperative that selling professionals prepare for every call. Professionals must understand the customer, the competition, and the industry- the proper competitive analysis provides the sample of prospective client issues. When selling professionals understand the foundational issues, they can identify conflict and build better relationships.
Guidepost 4 – HUMOR – Jokes are not the answer
There is too much cynicism and humor in business meetings. Be succinct and get to the heart of issues. Humor is meant for special times not often.
Guidepost 5 – OPPOSITES – What is the motivation?
Whatever you decide is your motivation for the actor is fine. The same holds true in selling. Understand what you motivation is but also that of the client. Be open to opposites and additional conflict. Always keep motivation of your client top of mind.
Guidepost 6 – DISCOVERIES – The Learning Channel
Provocative questions and proper listening lead to discoveries. Similar to the actor that makes discoveries as they build upon relationships in each scene, the selling professional too makes frequent discovery. Always be ready to ask questions, never illustrate surprise and understand when you believe you are complete there might still exist new information.
Guidepost 7 – THE COMMUNICAITON CYCLE
Communication is imperative for every actor and selling professional. Both verbal and non- verbal skills are communication. Ensure success by emulating style, being open and articulate, asking good questions, and seeking information. Both situations include senders and receivers and each requires understanding for success.
Guidepost 8 – IMPORTANCE – Locating The Dramatic Core
Selling professionals must discover the core issues, periods, and decision makers. The core of selling is taking the risks needed and asking the difficult questions to gain the core. Similar to fitness today that uses CORE to reach individual goals, selling professionals too require core for compensatory success.
Guidepost 9 – FIND THE EVENTS – A series of things?
Selling situations progress from a series of events. Selling is a mosaic that requires several events to formulate the picture. Seek first to understand. Do not rush; ensure that each transaction is a part of the completed result.
Guidepost 10 – PLACE – Remember Ghandi
A wonderful quotation from Mahatma Gandhi depicts this guidepost, “Be the change you want to see”. Visualize your success, your conversations, and the occurrences with prospect. Visualization places you in the moment so that you eliminate surprises and ensure preparation. Be in the moment!
Guidepost 11 – GAME PLAYING AND ROLE PLAYING – Play for purpose
Knowing the game and role you, play helps you immeasurably to provoke conflict. Continue to remain in the moment. Know your role and how you create the events that shape closing the sale.
Guidepost 12 – MYSTERY AND SECRET – Surprise, Surprise
Ask questions first to keep the client guessing. You need not offer full disclosure unless you too have useful information. The best selling professionals seek first to understand then to be understood.
Each selling situation is similar to an acting scene. Each as an antagonist and protagonist. Each has its conflicts and its desire for resolution. In addition, each requires some facade to emote decision and action. As William Shakespeare once penned, ““Sweet are the uses of adversity”, conflict is the creation of the sales scene. Remember the conflict, build the relationship, develop trust, formulate emotion, and then close the business.
The End.
Posted in Business Communication, Drew Stevens, Drew Stevens PhD, Expertise, Marketing Non Profit Organizations, Sales Management Training, Sales Training, Sales marketing, business building, business development, business selling, effectiveness, efficiency, marketing, marketing help, motivation, sales and marketing, sales coaching, sales effectiveness, sales help, sales manager training, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends, self development, selling effectiveness, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business techniques | No Comments »
August 26th, 2008 admin
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.
Marketing Success Tip:
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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 »
July 31st, 2008 admin
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 »
July 28th, 2008 admin
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 »
July 12th, 2008 admin
In the last several years there has been much hype and marketing related to certification training. Certifications are special designations attributed by numerous professional societies so that members get the opportunity to enhance particular skills. Exemplars include Residential Relocation Designation for those in the Real Estate Industry and Chartered Accountant for the Accounting Industry.
While there is a need for particular organizations and its members to have such designations, a plethora of these certifications have developed over the years. There is certification for Project Management, Selling, Speaking, Consulting and even Customer Service. At some point, the average professional must begin to question the worthiness of such programs.
Questions to ask must include:
1. Who are those the certify those they certify? What reporting procedures are in place to ensure legitamacy.
2. What is the value? Many associations provide the certification with little explanation as to member value
3. What is the ROI? It is vital for you to understand what returns you receive when you spend thousands of dollars and hundreds of hours. One must also understand if there is a track record of proof.
If you seek certification you might want to question:
1. What is the projected revenue stream upon certification? There are associations for both speaking and selling even training and yet no one is willing to take the bullet to illustrate the relevance to future revenue. If the certification does not lead to revenue growth do not do it!
2. Ego. Many individuals take certification simply because they devour seeking alphabet soup after their name. There are two issues to heed, 1) you are in business to create clients not to stroke your ego, 2) what is the benefit to the client? If you are in business for you and no one else, then eliminate the office and look at the bathroom mirror the remainder of the day since that is all you will sell to.
3. Education. If it is additional education you seek that is admirable. The advice here is to seek that education congruent with both your clients and your desire for knowledge as it relates to present and future clients. These can include CEU credits or additional degrees at the graduate and doctoral level. You might desire a two to three day seminar at many prestigous Executive Education Programs. Many of these alternatives provide a greater return in networking then certification will.
4. Accreditation. Seek education only from accrediting bodies.
5. Be mindful. There are many institutions today that seek to gain from student enrollment and shy from solid eduational practices. Many of these institutions can be found in your Spam filters or were previous good e-learning institutions however they now suffer from avarice. If you desire a solid education then find a solid learning institution.
Certification is not a bad concept however, you need to answer the imperative questions before embarking on this journey. Ensure you can obtain a return for your precious time and money. And do it to assist your clients, not you!
©2008. Drew Stevens Ph.D. All rights reserved.
Posted in Business Communication, Customer Relationship, Employee Performance, Expertise, Human Resource Management, Management, Management Training, Organizational Skills, Performance Management, Sales marketing, Tips and Techniques, Training, alliances, business building, business development, business selling, effectiveness, efficiency, inquiry managment, job training, marketing, organizational secrets, organizational techniques, positive results, sales and marketing, sales selling, sales skills, sales strategist, sales success, sales techniques, small business success, small business techniques, training and development | No Comments »
July 10th, 2008 admin
I know many that suffer from writers bloc. In fact, one person in my mastermind group cannot believe I write as often as I do. i learned a trick a long time ago from a previous acting class
Here are some tips:
1. Observe - take notes when you see people, read an article or see a television show or movie. There is some great commentary in daily life.
2. Place pen and paper where ever you go. I have tons of paper and pen at the ready i.e. bathroom, bedroom, office, auto, motorcycle, etc. You never know when a thought hits.
3. Telephone - I record memos to myself when I am on the road so as not to forget.
4. 30/3 - I dedicate 30 minutes three times per week for writing. It does not matter if you are an author, speaker, consultant, Subject matter experts must commit to sharing intellectual capital.
©2008, Drew Stevens Ph.D. All rights reserved.
Posted in Business Communication, Entreprenuership, Expertise, Sales marketing, brand recognition, branding, business development, business selling, marketing, marketing help, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, self help, self mastery, selling, selling skills, selling strategies, selling strategy, selling techniques, selling tips | No Comments »
June 24th, 2008 Drew Stevens
During a recent visit with my physician I was awaiting the doctor in an examination room. As I sat alone for a few moments I heard several people speaking from just outside the examination room door. After carefully listening I discovered the source, a pharmaceutical representative and the doctor. However, much to my surprise, every time the doctor started to say something…anything, the sales representative interrupted.
The best rule for any selling professional is to shut up and listen. Sales professionals that speak do not hear. Within client words are emotion to move the sale forward or delay it.
Here are some tips for success:
1. Questions - ask a ton of them do not walk into a client without a prepared list of questions. Lawyers do not enter a court room without research, athletes do not enter the competitive arena without preparation, neither should you.
2. Do not speak over people use a silent pause to ensure the other party has completed their thought.
3. Listen as if no one else in the world matters. Exemplars are Bill Clinton and Abe Lincoln, their listen skills illustrate a honing in only on one person- to whom they are speaking.
4. Stop telling the world how smart you are, let others determine that.
This list is only a part of our research over the years. Take some time to employ these tips to create better and more manageable client relationships.
Posted in Business Communication, Entreprenuership, Sales Training, Sales marketing, Uncategorized, business development, business selling, lead management, marketing, sales help, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends | No Comments »
October 19th, 2007 Drew Stevens
I am eating my eggs this morning preparing for my day when I heard an aggravating report on CNN.
It appears that swearing in the workplace is deemed to be okay. “The use of expletives helps employees let off steam and boosts moral, according to a study by academics at the University of East Anglia.
Prof Yehuda Baruch, one of the researchers, said: “Our study suggested that, in many cases, taboo language serves the needs of people for developing and maintaining solidarity, and as a mechanism to cope with stress.”(www.telegraph.co.uk)
We live in a society that has enabled people to “dumb down”. We are becoming a society of enablers. Casual Fridays allows employees to clothe in homeless attire. Now we are enabling foul mouth temperament to “calm” workplace behavior. Is the next stage to allow cock and dog fighting?
What ever happened to decorum, professionalism and equality. Seven years ago workplace issues concealed itself in the horror of the attacks. Ironic, we call terrorists animals, yet we employ Neanderthals. Rather than curse use the Dale Carnegie principle of win friends and influence people. And if you really need to choose a word to call someone, find a thesaurus or a dictionary.
About Drew Stevens
About Drew Stevens PhD
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew’s newsletter The Sales Strategist at (drew3-143901@autocontactor.com) and review his new book Split Second Selling at www.gettingtothefinishline.com/products.asp Also visit Dr. Drew’s Blog located at http://drewjstevens.blogspot.com
Posted in Business Communication, self development, self help | No Comments »
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