You Must See Master the Sale
August 24th, 2010 Drew StevensI want to take just a couple minutes to let you in on something special…
…something that could easily make this your BEST YEAR of sales EVER!
Eric Taylor and David Riklan, the Creators of the “Mastering the World” book series, are releasing their newest masterpiece…
It’s an INCREDIBLY valuable resource for ANYONE working in Sales.
( The complete details are here: http://www.masteringtheworld.com/stevens.html)
One look and you’ll quickly see why I call this “the best of the best”.
Because whether it’s the classic wisdom of Napoleon Hill, Robert Cialdini, and Zig Ziglar … or up-to-the-minute advice on using the power of “Sales 2.0” technologies…
You can take absolutely ANY nugget from within this book’s 385 pages, and IMMEDIATELY apply it to solving your most pressing real-life sales challenges.
This is truly the most powerful and relevant single-volume collection of sales strategies, persuasion tactics, and training advice you’ll find ANYWHERE. Bar none!
*** And I should know, because they’ve also included a chapter with my Sales Strategies.
Jeffrey Gitomer, author of “The Little Red Book of Selling”, says:
“This book is all about what is working NOW [in] business, sales, service, and personal development for the second decade of the twenty-first century.”
Look, I’m not even going to TRY listing all the topics covered, and all the experts contributing. Even on the webpage, they don’t list quite everything.
But I guarantee you’ll be well-impressed when you see what they CREATED!
http://www.masteringtheworld.com/stevens.html
David and Eric are also celebrating the book’s release date with an incredible, exclusive give-away of $2,686.00 worth of hand-picked FREE Gifts. (You’ll have to visit their webpage to get all the details, and see how you can qualify.)
http://www.masteringtheworld.com/stevens.html
I know anyone purchasing this book who doesn’t experience a major boost to their bottom line … hasn’t actually USED it.
It’s that well-written … and that powerful!
http://www.masteringtheworld.com/stevens.html
Look – I want you to go to the book’s website, and see for yourself what all the fuss, and all the excitement is about!
To Your Best Sales Year Ever,
Drew Stevens
PS – I should mention: All those thousands of dollars worth of gifts David and Eric have set aside for you will be offered to someone else – someone perhaps a bit more motivated – if you don’t grab yours by Midnight Tonight. Go to http://www.masteringtheworld.com/stevens.html
How to Connect with People Who Are Not Like You
August 24th, 2010 Drew StevensThis week I feature a guest post by my good friend and author Jeb Blount. Jeb is the author of People By You and the creator of one of the hottest sales sites on the Internet- Sales Gravy. Visit his books and website and enjoy the article.
How to Connect with People Who Are Not Like You.
by Jeb Blount, Author the the #1 bestseller, People Buy You: The Real Secret to What Matters Most in Business
We have all heard the cliché that customers most often buy from people they like. And while this is true I believe that there is another more powerful tenet at play. I believe that people really like to buy from people they believe like them.
Sales research has shown that up to 90% of success in selling depends on your skills for establishing an emotional connection with your prospect or customer. The data also indicates that most salespeople do well in selling to people like themselves (where it is easy to make connection). Top performing sales and business professionals – Master Persuaders – however, have learned how to build relationships with, and sell to, anyone.
What do Master Persuaders know that others don’t?
They understand that, despite what trainers have been teaching for more than thirty years, establishing rapport is more than just asking about a picture on the wall or an object on a desk. They also know that building rapport requires more than charisma and attitude. The highest earning Sales Professionals consistently practice the skills required to connect with people at the emotional level. They go beyond rapport and create connections.
It is a fact that people like, and are more comfortable with people who are like themselves. So it logically follows that the more we are like our prospects and customers, the easier it is to connect with them. But in business it is impractical to only do business with people who you are similar to you.
Master Persuaders employ sincerity, trust, and listening, to get beyond differences to create emotional connections. We have all heard the cliché that customers most often buy from people they like. And while this is true I believe that there is another more powerful tenet at play. I believe that people really like to buy from people they believe like them.
I’m sure to some this sounds a little strange so think about it this way: One of the most powerful human cravings is the desire to be liked and accepted by others. We want other people to become our friend, respect us, listen to us, show us sympathy, appreciate us and make us feel important. And, when we believe that another person likes us, we reciprocate and return the favor.
What Master Persuaders have learned to do is get beyond rapport and become so sincerely interested in their prospects and customers that they become friends with virtually anyone. This is powerful because when a connection is made at this level, they are virtually guaranteed success in influencing others.
Five People Buy You Tips for Connecting With People Who Are Not Like You
Strangers Scare Us: There are few things we find as disconcerting as a stranger asking us personal questions. Yet, that is what many salespeople do the first time they meet a new client or prospect. Top Sales Professionals have learned to find common ground on the business level first by asking easy questions their prospects enjoy answering. Once a conversation is established, they then earn the right to get personal and become even more connected.
The Name Game: We have been conditioned since childhood to respond to the sound of our own name. When someone uses our name we instantly become more comfortable. In fact, there is no other word more beautiful to our ears. Master Persuaders recognize that using names strengthens connections and have developed techniques for remembering and using names.
Find and Solve Problems: The fastest way to lose a connection is to start selling. Prospects and customers don’t want to be sold. Selling happens when your mouth-runneth-over with the features and benefits of your product. When you forget about the “sale” and instead focus on listening to your customer and their problems, you earn trust and deepen the emotional connection.
Shut Up and Listen: Listening is the real key to connecting. Listening is the manifestation of empathy. And empathy is simply our ability to stand in another’s shoes and to learn to be like them. Empathy connects us to other people on the emotional level. Master Persuaders listen deeply, paying close attention to words, tone of voice and body language. They focus their complete and sincere attention on the other person quickly developing a strong connection which often leads to friendship and a profitable business relationship.
Jeb Blount is the CEO of SalesGravy.com, the world’s largest sales career website. A respected thought leader on sales and sales leadership, he is author of three books, People Buy You: The Real Secret to what Matters Most in Business, Sales Guy’s 7 Rules for Outselling the Recession, and Power Principles. He is the author of more than 100 articles on sales and sales leadership and the host of the top rated Sales Guy Podcast. When you buy Jeb’s new book, People Buy You, today, you’ll also receive thousands of dollars worth of bonus gifts from sales growth leaders – learn more at www.PeopleBuyYou.com.
Get in Front of Decision Makers
August 24th, 2010 Drew Stevens“We have a great product, but I can’t get meetings with the right people!” One of the biggest sales person frustrations is not being able to get in front of decision makers. Gatekeepers, caller ID, and voice mail keep you from reaching the executive suite, and if you can’t get the meeting … you can’t get the sale.
Dr. Drew Stevens, author of Split-Second Selling and sales effectiveness expert, helps sales people reach and engage corporate decision-makers. He teaches you guerilla tactics to develop an account strategy, avoid prospecting traps, and grow your sales pipeline. Join Dr. Drew to learn techniques that will make you more effective in your pursuit of new business.
Register right now at http://tinyurl.com/2bw8ax7
Business Expert Guide to Small Business Success
August 20th, 2010 Drew StevensThe life of a small business owner can be lonely. You work around the clock just to survive – it often feels like you need to come up with all of the answers yourself. Until now!
Today’s business thought leaders have created the Business Expert Guide to Small Business Success providing you with actionable information, you can implement right now. From increasing revenue, to improving quality, to managing costs, this book is the true handbook for the small business owner.
You will discover:
* Strategic plan design and implementation
* Cash flow management
* Pricing strategies for profitability
* Leadership and strategic decision-making
* Sales hiring and compensation concepts
* Business development, networking and lead generation techniques
* Sales strategies and tactics
* Employee engagement and development
* Self and employee motivation
* Legal and compliance best practices
Buy it now at:
http://tinyurl.com/2fobhv2
Five Crucial Mistakes of Business Owners
August 20th, 2010 Drew StevensFive Reasons for a Business Plan
August 16th, 2010 Drew StevensMany entrepreneurs subsist in small offices pondering how to obtain the next client. The problem emanates from a lack of planning. Given that 98% of most business fails in the first five years and the odds decrease marginally in the proceeding years, planning is the best means to ensure financial feasibility.
There are a multitude of reasons to develop a plan; here is the top five:
1. Developing a plan takes the information from your head and produces a structured format to ensure your business has feasibility. A business plan enables a proprietor to streamline operations and delete tangential items.
2. If you want to obtain venture capital you must have a formal plan. No lender will provide any money without one.
3. Planning enables entrepreneurs to gain focus. Too many get mired in reviewing capital and income yet the most imperative part of planning and often forgotten – customers. Entrepreneurs must develop an acquisition and retention plan.
4. To a certain degree a formal business plan assists in producing goals and standards. The business plan helps to produce entrepreneur accountability.
5. Business planning helps to develop buzz. Review any business plan and a significant portion of the plan resides with marketing. Planning forces entrepreneurs to choose a target market, integrated marketing communications to create value and tactical activities to grow brand. Producing this vital plan helps with budgets and prioritization.
Two vital components for business growth are passion and conviction. Yet the best business will fail without proper planning and development. Take the time to visit a consultant, business college or community incubator to help develop your plan. The investment of time and money might just be the tools needed to give your business foundation and the kick start needed to thrive.
©Copyright Drew Stevens PhD. All rights reserved.
The Keys to Business Intelligence
August 13th, 2010 Drew StevensIn a competitive business environment the one advantage that a business will have is business intelligence. With our knowledge-based economy, knowledge is power. Business Intelligence empowers business users to make more informed decisions by providing timely, relevant, and accurate information wherever, however and whenever they need it.
Business intelligence is highly important for organizations that desire to be more strategic amongst industry and individual competitors. The use of information allows organizations that are malleable to make the immediate changes necessary to be innovative and competitive. In addition erratic changes in the marketplace enable organizations to meet the needs of increase customer demand such as labor, production or delivery.
With computers and mechanization now entering a sixth generation, the increase in large databases and mobile devices positively affects how organizations can react to market needs. Real time information immediately enables organizations to run analytical reports and scenarios to gain competitive advantages. So where then are these places to obtain some of this pertinent data?
- Company information – There is gold in them hills. Discover the gems that already exist in your corporate databases. It is ironic when those that need information forget to look at the light in front of them.
- Annual Report. There is a major concern that with the amount of work and effort involved, many do not read these treasure troves of data. The content from executives and directors is invaluable.
- Mystery Shopping and Consumer Feedback. Customers are the lynchpin to competitive data. Meet with them often to discern your organizations strengths and limitations.
- Daily and Weekly Periodicals. At one time a manual position but the convergence of technology has eliminated the public relations department. Public Relations epitomize the success of any organization. The use of RSS readers and other business intelligence software enables organizations to understand what stakeholders and publics say.
- Research Journals. Wall and Main Street constantly report on company information and the data is very helpful in understanding company position.
- Real Time Feeds. The prowess of Dow Jones, Reuters, Bloomberg and other feeds capture real time information to enable spontaneity to current events.
Knowledge is power and content is king. Business intelligence is the strategy to success, if your organization seeks to be more competitive. Do not allow the firm to be a pawn. Create the information necessary to trump your competitors and become an industry leader.
©2010. Drew Stevens PhD. All Rights Reserved.
Business Experts Collaborate to Help Small Businesses Adapt and Thrive
August 12th, 2010 Drew StevensMINNEAPOLIS – August 12, 2010 — Business Expert Webinars (BEW), the leading provider of virtual business training, announced the publishing of their latest book: Business Expert Guide to Small Business Success. Twenty-one business thought leaders collaborated to develop this book intended for small business owners and operators. Published by Business Expert Publishing, the book publishing arm of Business Expert Webinars, this book presents actionable ideas addressing the critical areas plaguing small businesses.
“As a small business owner, your employees look to you to come up with all of the answers. Many have found that the ‘idea-well’ has run dry and are looking for new, innovative ways to increase revenue, improve morale, or drive profits. The twenty-one business thought leaders who contributed to this book share secrets that can have an immediate impact for small business owners,” said Lee B. Salz, President and CEO of Business Expert Webinars.”
The collaboration authors and topics addressed in this book include:
• Strategic Business Plan Design and Implementation by John W. Myrna
• Pricing for Profitability – Are You Priced Right? by Sarah Day
• Managing Cash Flow – Avoiding the Financial Pitfalls by Paul Pershes
• Strategic Decision-Making – The Essential Leadership Skill by Joseph Riggio, Ph.D.
• Leadership – Leadership Keys that Drive Business by Harlan Goerger
• Hiring Sales People – A Grounded Approach to Hiring Sales Stars by Danita Bye
• Sales Compensation Plan Design – Compensate to Motivate Your Sales Team by Lee B. Salz
• Networking Best Practices – Face to Face – Belly to Belly by Cindy Cohen
• Sales Intelligence Secrets – Know More Selling by Sam Richter
• Lead Generation – Techniques to Increase Your Sales Pipeline by Drew Stevens, Ph.D.
• Business Development – The Dynamics of Great Business Development by Richard Norris
• Buying Process Design – Four Simple Steps that Make Sales and Loyal Customers by Harlan Goerger
• Telephonic Selling – How to be an 800-Pound Gorilla on the Phone by Bill Guertin
• Negotiation – Stealth Negotiating in Small Business by Andy Miller
• Virtual Presentations – Jumpstart Your Online Presentation Skills by Roger Courville
• Employee Engagement – Your X-Factor for Success by Hillary Feder
• Invest In Yourself – To Build a Stronger Business You Must also Build a Stronger You by Jeb Blount
• Stress and Health Management – Keeping Yourself Mentally and Physically Healthy by Dave Hubbard
• Employee Development – Effectively Developing Employee Talent by Tim Hagen
• Six Sigma – Are Lean and Six Sigma Right for My Business? by Gary Gack
• Sarbanes-Oxley and Compliance – Leveraging Best Practices to Combat Fraud by Peg Jackson, DPA, CPCU
• Employee Dispute Resolution – Making the Best Out of a Bad Situation by Mic Puklich
To learn more about this book, visit www.BusinessExpertGuide-SmallBusinessSuccess.com
About Business Expert Webinars
Business Expert Webinars (BEW) is the leading provider of live and on-demand virtual business training that is economical, efficient and effective. BEW connects business thought leaders with their target audiences to teach skills designed to enhance job performance. BEW offers content for anyone and everyone in the business setting. For more information, visit BusinessExpertWebinars.com.
Contact:
Lee B. Salz
Business Expert Webinars
Chief Executive Officer
9784 Troy Lane, Minneapolis, MN 55311
763.416.4321
lsalz@BusinessExpertWebinars.com
# # #
Customer Acquisition Priorities
August 10th, 2010 Drew StevensI recently reviewed a “Lead Generation Survey” by CSO Insights and found the following. “In 2007, customer acquisition ranked number two on the list, where 65% of the firms surveyed listed it as a key priority for marketing.” (CSO Insights 2010)
Perhaps I am mistaken but isn’t the reason to be in business customer acquisition and retention? Was I sleeping? If acquisition and retention of clients is not a priority what on earth can be first?
This statement conjures three very specific issues:
1. Firms that are avaricious and favor profits rather than customers.
2. Firms that lack a solid strategy with a core driving force.
3. Poor leadership.
The major goal for business is customer acquisition and retention. Customer to customer influences is stronger than ever. Simply put, customers become marketing avatars espousing the organizations’ value. In fact, nothing happens in a company without a customer! Therefore, there only priority is customer acquisition.
©2010. Drew Stevens PhD. All rights reserved.
Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.
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