November 21st, 2009 admin
Quote of the Day
“By failing to prepare you are preparing to fail.” – Benjamin Franklin
Thought of the Day
I was in the middle of a meeting yesterday when my cell phone rang. I do not typically answer any calls during a meeting but I informed my client I was expecting a call. That said, it was not my call but a cold caller! The typical mundane salutation immediately perturbed me, “Hey are you”? I retorted with the issue my number was private she should not have access. She replied, “I got it from a list.
This is the reason why cold calling gets its knocks. It is the reason why selling professionals gain the stereotype. It is also the reason why many individuals are having issues opening doors. Einstein once stated, “Insanity is doing the same things repeatedly and expecting a new result.” Why follow the rules of the foolish when you can no results. Cold calling when done incorrectly only leads to a fools method of rejection.
Best Practice
Cold calling is still a method of obtaining new business if done appropriately, strategically and professionally. Here are some tips:
- Prepare for every call before you pick up the telephone. Research the company, the person and identify the possible objectives the client might desire.
- Prepare a list of questions for each call. Know what you are prepared to say before you say it.
- Do less talking and more questioning. More information is gained when the prospect does the speaking.
- Make notes and paraphrase when issues arise so they are understood.
- Listen for objections to address additional questions.
- Open the call with potential issues for the client not tiresome lines.
- Realize you are not selling product, merely building a relationship.
There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for cold calling email me today. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.
Posted in Customer Relationship Management, Referrals, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer loyalty, customer relationships, customer service, lead generation, leadership development, marketing, negotiating techniques, negotiation, networking, relationships, sales and marketing, sales as a career, sales coaching, sales effectiveness, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales techniques, sales tips, sales trends, selling skills, selling techniques | No Comments »
November 17th, 2009 admin
Quote of the Day
A man can be as great as he wants to be. If you believe in yourself and have the courage, the determination, the dedication, the competitive drive and if you are willing to sacrifice the little things in life and pay the price for the things that are worthwhile, it can be done. – Vince Lombardi
Thought for the Day
At one point in my life I was moderately overweight, not very athletic and lacked much self-esteem. In high school I was an introvert and never socialized. It took some deliberation for me to find a hobby in track and field. I was not very good at first but once I set my mind on the end I got better. I did not focus on those things that held me back. I did not focus on limiting beliefs. I use the same principles in my business today.
Our beliefs influence our behavior. They motivate us and shape our present and our future. Beliefs are similar to an internal GPS. Contrastly a limiting belief is something that demotivates and indicates we cannot do something. It limits our thinking, our creativity and our destiny. The technique is to focus on those things you do very well and diminish those things that hold you back. Limiting beliefs are very powerful and manifest through the years. Limiting beliefs will stunt both your professional and personal life. You must focus on your future not your past. It is what is in front of you that is important.
Best Practice for the Day
- Focus on your strengths not limitations, focus on the things you want to be not on those that withhold you.
- Imagine yourself in a mirror looking are yourself based on your beliefs. What does the picture illustrate? Revisit the mirror without limiting beliefs what does the present and future show? Illustrate or anchor this picture so it manifests in your current worl.
- Visualize. There is proof that visualization works for athletes. The more clarity the visual the better you can create it.
- Invest daily. Give yourself rewards for jobs well done. There is proof to illustrate that if you provide opportunities you will eliminate limiting beliefs.
- Write down the one to two things that made each day terrific. Illustrate your value to the world. Focus on items and circumstances that allow you to thrive.
If you want a quick method to eliminate your limiting beliefs send me an email and I will send you my one page tip sheet that helps to eradicate them. Or, email for a free 30 Minute Sales Acceleration One on One Coaching Program focused on three things to help eliminate limiting beliefs.
© 2009. Drew Stevens PhD. All Rights Reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Customer Service and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact
Posted in Customer Relationship Management, Dr. Drew Stevens, Drew Stevens PhD, Economic Volatility, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer retention, customer service, exceeding customer expectations, lead generation, marketing, sales and marketing, sales as a career, sales coaching, sales effectiveness, sales help, sales management, sales manager, sales process, sales prospect, sales tips, sales trends, selling skills, selling techniques, selling tips, selling to c-level | 1 Comment »
November 12th, 2009 admin
If you’ve been struggling to
close enough sales and you’d like
a major breakthrough, then I’d like
to invite you to take advantage
of a special, “Split Second Selling” personal, 1-on-1 coaching
session where we will work
together to…
=> Create a crystal clear vision
for the sales success you desire
(we’ll set targets for prospecting
activities, and ‘close ratios’ that
will give you the lifestyle you
desire)
=> Uncover hidden challenges
that may be sabotaging your
sales success (we’ll pinpoint
specific areas that cause
breakdowns in the sales
process so you can make
immediate changes)
=> Leave this session renewed,
re-energized, and inspired to
break your personal sales
records and enjoy a great
income.
If you’d like to take advantage
of this very special, very limited,
and totally FREE 30 minute
“Split Second Selling” coaching
session, click reply and answer
the questions below…
1. How long have you had your
current sales position?
2. What kind of product/service do
you sell?
3. What are your sales commission
goals for the next 12 months?
4. What were your sales commissions
from the last 12 months? (ballpark)
5. What do you see as the major
challenges holding you back from
selling as much as you want?
6. On a scale of 0-10, how important
is it for you to overcome your
challenges and achieve your sales
and lifestyle goals today?
7. Full Name
8. Email Address
9. Phone #
10. Time Zone
Check off the areas you’d like to work on…
__ Finding a Great Prospect List
__ Prospecting
__ Assessing Needs
__ Presenting Your Offer
__ Overcoming Objections
__ Closing the Sale
__ Getting Referrals & Up-Selling
__ Other
Since we’re making this offer
for the first time right now and
we don’t know how intense the
response will be, we can’t
guarantee a coaching session
for everyone.
We’ll take as many people
as we can and then start a
waiting list. You can expect to
get contacted by our team to
schedule your session within
the next 3 business days.
If you don’t hear from us,
it means we’ve received more
requests than we can handle
right now and if something opens
up we’ll get in touch with you
at a later time.
Again, to take advantage
of this offer, simply email me
and answer the questions
listed above.
Warmest Regards,
Dr. Drew
PS: The sooner you send us your
answers, the more likely you are to
get a session. Click reply now.
Posted in Customer Relationship Management, Dr. Drew, Dr. Drew Stevens, Referrals, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer loyalty, customer retention, customer service, exceeding customer expectations, lead generation, negotiating techniques, networking, prospecting, qualifying, relationships, sales and marketing, sales coaching, sales effectiveness, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales strategy, sales techniques, sales tips, sales trends, selling skills, selling techniques, selling tips, selling to c-level, tip of the week | No Comments »
June 19th, 2009 Drew Stevens
(St. Louis, MO) Business expert, Dr. Drew Stevens provides cures for new chiropractors just starting a new practice. One of the most important concepts for entrepreneur business survival is having an articulate strategy that provides the vision and mission for organizational success. Tuesday June 23rd, Dr. Stevens will be visiting Logan College to give a seminar to upcoming chiropractors to present them with successful practice management strategies.
Dr. Drew will be speaking about the three strategic pillars for any successful chiropractor. According to Dr. Stevens, the most important of these pillars is customer service, because in an age when competitive differentiation is required; customer service is vital to organizational success.
“I am honored to be asked by Logan College to come and speak to their future generation. A point of expression is that chiropractors, like many other business owners need to be marketers.” Dr. Drew states, “My emphasis will be on the three pillars of success; sales, marketing and customer service.”
Stevens Consulting Group is an international consulting organization specializing in business growth. Dr. Stevens is a business growth and selling specialist having served over 60,000 professionals around the globe.
For more information on Stevens Consulting Group, visit www.stevensconsutinggroup.com or call Saisha Judd at 281-546-5094/877-391-6821.
Posted in Customer Relationship Management, Dr. Drew, Dr. Drew Stevens, Drew Stevens PhD, Sales Training, business development, customer relationships, customer retention, customer service, marketing, marketing techniques, practice management, practice management for chiropractors, sales and marketing, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales strategy, sales techniques, sales tips, selling skills, selling techniques, selling tips | No Comments »
May 21st, 2009 admin
It is the best of times it is the worst of times, famous words from Charles Dickens. These words are echoed today with the current recessionary woes. The current recession has drained savings, diminished revenues and dampened spirits. However, while many are dampened by the woes of the economy, the truth is this, the economy and the recession is not that bad! In fact, much of the current economic recession is based on fear.
Media is bombarding us with stories of economic doom and gloom, but everywhere you look there is proof that people are spending money! From restaurants to ball games, food and clothing is continually purchased. So what then is the issue? The issue is simply a fear of the unknown. Epitomizing the most famous quote on fear President Franklin Delano Roosevelt stated, “The only thing we have to fear is fear it’self – nameless, unreasoning, unjustified, terror which paralyzes needed efforts to convert retreat into advance.” Americans are paralyzed over the uncertainty, unknown and unfamiliarity.
Here are facts that can dispel the uncertainty:
1. The current unemployment rate is 8.5 percent. Flipping the figure this denotes that over 92 percent of Americans in the United States work. Not taking into consideration passion for their jobs and other financial reasons, the majority of this country is employable.
2. The insidious banking system even with the financial issues still extends credit to many Americans. Each day new cards and accounts are opening and borrowing is still possible.
3. Individuals and families are still spending money. The current Elton John and Billy Joel tour is sold out. Baseball stadiums are doing considerably well and the movie industry continues to set records at the box office and have a banner year for attendance.
4. People are more prudent with their finances but they are spending.
5. There is less time waiting in line. There is a sheer pleasure in not having to wait in long lines at my favorite restaurants and shopping centers. Employees are generally nicer and customer service improves.
6. Recent purchases for concerts, the symphony and other family outings have allowed for better seating and availability. A recent attendance at a play enabled me to sit front row, center!
7. Time with family is more prevalent. Nothing is better than renting a movie or cooking a nice meal for all family members without a desire to go out. With my fiscal responsibility, more time with family is available.
8. Relationships. With more time and a bit less stress people are more willing to stay and chat. The subtle return to conversation and socialization is a blessing.
9. Customer needs do not disappear during a recession. Recessions provide the opportunity to strengthen relationships with clients. Now is the time to get closer to clients. As others compress, now is the time for expansion.
10. The best times for innovation are during the worst economic times. Uncertainty creates fear and panic. While competition becomes worrisome now is the time to overtake them. The best of times come when others believe it is the worst.
©2009. Drew J. Stevens Ph.D. All rights reserved.
Posted in Dr. Drew, Dr. Drew Stevens, Drew Stevens PhD, Economic Volatility, Leadership, Referrals, Sales Training, asking questions, closing techniques, cold calling, communication, customer relationships, customer retention, customer service, exceeding customer expectations, marketing, negotiating techniques, networking, pipeline management, presentation skills, price objections, prospecting, qualifying, recession, recruiting, relationships, sales as a career, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales strategy, sales techniques, sales tips, selling skills, selling techniques, selling tips, selling to c-level, tip of the week | 1 Comment »
January 15th, 2009 admin
Get to know your Customers Day
Whether you are an entrepreneur or selling professional the biggest asset to your business is your customer. As Peter Drucker once said the only purpose of any business existence is the customer.
Although January 15 is “Get to Know Your Customer Day”, this must be proclaimed each day. Lights do not function, cash registers do not open and phones do not ring without a customer. Here are some tips to illustrate customer appreciation:
1. Send a thank you note to every client past and present. Do not attempt to sell them anything, simply thank them for the business.
2. The use of CRM, (Customer Relationship Management) tools are common. Ensure success by including key dates such as anniversaries and birthdays. One of the greatest examples of CRM is Southwest Airlines. Every year they send a personal thank you card to their customers.
3. Provide a special sales promotion. Retailers constantly provide sales promotions but what have you done for your customers. They are the ones that truly keep you in business.
4. Depending on the size of your operation call your clients if they have not visited. A call from you just might prompt a surprise visit.
5. I mentioned the use of CRM, use paper or computer tools to recall family, pet names, spouses and significant others. Customers will think you have the memory of an elephant but they will admire the attention.
6. To help acquaintances offer your customers something free. They will appreciate the additional attention and good will.
7. Get your employees and freelancers involved. Customer appreciation and knowledge is a cultural shift. The more prevalent the culture of customer service the better the productivity, the better the morale and the better the patronage.
Today’s tight competitive market creates a dire need for customer service. With numerous competitors and a myriad of distractions, customers believe there is ubiquity and they obtain similar services from any vendor. The key to competitive differentiation is customer service. Appreciation from your greatest asset takes no time, little investment and pays a huge return.
©2009. Drew Stevens. All rights reserved.
Posted in Customer Relationship Management, Drew Stevens PhD, Sales Training, customer loyalty, customer relationships, customer retention, customer service, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | No Comments »
January 14th, 2009 admin
The year has gotten off to a fast start and many sales managers and sales representatives are trying to get a jump on the year to offset losses from recessionary woes. Since the beginning of the year, my email has become inundated with questions about lead generation and cold calling techniques. Selling professionals are hitting stonewalls and getting nowhere.
The art of cold calling is serious business. Cold Calling requires patience, persistence and professionalism. The trick is to remain constantly positive and vigilant. More important, you must remember that cold calling is meant to generate leads… not business! Too many of you reading this believe that when you cold call you are to sell something, this is far from the truth. Whether stocks, insurance or any other product the concept behind cold calling is to generate a prospective lead that results in another appointment.
I want to give you some tips on generating leads and cold calling in this article. However, I want to get you in the proper framework so that before you pick up the telephone you remember the proper cold calling techniques. The comedian Jeff Foxworthy uses a moniker with every joke that states, “You might be a redneck if”. Before you read each of the ten tips say to yourself, “You might be a cold calling nuisance if…”
1. You pick up the telephone and have no idea who you are calling. Someone called me recently and asked for the proprietor. Know whom you are calling.
2. After hello you begin with chitchat. Speak with conviction and have a purpose for every call.
3. You call and have conversations with gatekeepers. Call only decision makers. Stop wasting time with gatekeepers that are paid to detain you. Research the person you want to reach before you pick up the phone.
4. You do not know anything about the business or industry you call. I had a gentleman call me this morning to sell me a copier without an iota of knowledge of my business. Imagine the shock when he discovered I was a sales trainer.
5. Start your call with information about your company. Begin your call with a purpose and a value proposition. If you cannot articulate the value to the recipient do not make the call.
6. Begin your calls with inane questions. Questions such as “How you doin’” is for Joey Tribiani from the series Friends. Unless you desire a data dump comparable of being in a therapist office, stop. If you want conversation then speak articulately.
7. Operate each call without a clear purpose. Use a checklist for each call and have a path. A call should have a beginning, middle and an end.
8. Get over the myth that you are calling to sell something. NO YOU ARE NOT. You are simply calling for an introduction and to gain an appointment, any other reason is a mistake on your part.
9. You fear rejection. Get over it. Lead Generation whether you conduct it for your business or other complex organization is about the rejection business. In order to be successful get out of your comfort zone and deal with it.
10. Commence from call to call. I know of an organization that requires representatives make over 50 calls per day. This is unrealistic. What should be measured is not the call volume but the calls that lead to appointments. Success is should be measured by quality over quantity.
Lead generation is not for the faint of heart but from time to time is required for business development. Success is achieved with patience and most of all a plan. Do not fret rejection, set goals, provide value and do not fall into the trap of selling anything but an introduction and a second meeting.
© 2009. Drew J. Stevens All rights reserved.
Posted in Drew Stevens PhD, Leadership, Referrals, Sales Training, asking questions, closing techniques, cold calling, communication, customer relationships, customer retention, customer service, exceeding customer expectations, lead generation, marketing, negotiating techniques, networking, pipeline management, presentation skills, price objections, prospecting, qualifying, recession, recruiting, relationships, sales as a career, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales strategy, sales techniques, sales tips, selling skills, selling techniques, selling tips, selling to c-level, tip of the week | No Comments »
December 16th, 2008 admin
Customer service training is almost always undertaken to address some problem or achieve some goal that has been eluding a business. The problem is that most businesses wait too long to do it, contends Drew Stevens, a St. Louis-based consultant who specializes in helping businesses acquire and retain customers. He estimates that almost 90 percent of clients he has worked with fall into that category.
Read more…
Posted in Customer Relationship Management, Sales Training, customer loyalty, customer retention, customer service, sales help, sales skills, sales techniques | No Comments »
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 Customer Relationship Management, Drew Stevens PhD, Sales Training, account management, business development, customer service, lead generation, marketing, marketing techniques, sales coaching, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips | 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 Drew Stevens PhD, Sales Training, business development, customer service, sales help, sales skills, sales techniques | 2 Comments »
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