With over 27 years in the field of selling, Stevens Consulting Group has encountered numerous selling myths. Many are so focused on closing sales but fail to avoid many of the trappings of ridiculous behavior. As I have stated in many of my posts 92% of professionals lack a process in which to conduct relationships that affect business. So many fail to follow two things 1) good advice (and there is a LOT of poor advice nowadays) and 2) proper education. If there were good advice to help you close sales gaps would you be interested? Then here are seven of the top 25 selling errors.
1. Price
During our reach into the Millennium, advantages to selling decrease as consumers use the Internet to gain accessibility to competitors, inventory and other vital tools. The information endows the client to strengthen their negotiable position. Price negotiation now succumbs to value. Customers today desire value. Value is the benefit the client receives from a selling professionals business. Value is a competitive differentiator as clients discern the answer to the vital question, “What’s in it for me?” Clients only do business with those they trust. Forget the price equation and only sell on value.
2. Anyone can do it
Sales professionals are much like a general on the battlefield, an athletic coach at a game, or a chess player at a tournament: they are always thinking ahead, strategizing to determine their next move. Selling requires a desire to create relationships and a willingness to absorb useful research and articulate the results to a client. Not many have the patience and persistence that selling requires. The skills needed for selling (especially technical sales) are not found in many. Talent is innate and cannot be taught.
3. Sales people make good managers
There is a ridiculous notion that since selling professionals manage territories and relationships the transfer of skills rationalizes promotion to management. Not true. Research illustrates that selling professionals desire individual achievement. They enjoy the entrepreneurial ability to call upon clients, meander in their territory and create their own luck. Managing staff requires oversight, reports, and motivation and oftentimes reprimands, shunning results. Simply put, the best selling professionals don’t make the best managers.
4. High Motivation is Required
Many aspects of selling require technical conversations. Engineering sales professionals require a pragmatic approach meshed with analytical presentations. Every organization from non-profit to government requires selling to offset expenses. Each firm maintains a variety of cultural standards, some aggressive and loud while others peaceful and cautious. The talent of the professional emulates the organizational culture. High motivation is applicable dependent on the organization. And not all individuals are required to be gregarious.
5. CRM Rules
Technology for technology sake is ridiculous. Numerous software and Internet applications assist speed and workplace efficiency. However, many individuals tend to use technology to augment human interaction. Relationships control selling situations. CRM or Customer Relationship Management assists pipeline management. Sellers control relationships with dialogue, language, and discussion not electronic software. Applications must be used to help the relationship not become a substitute for it.
6. Internet increases selling effectiveness
The most important part of any business owner is to prepare for each and appointment. The successful professional will always know the client or even the prospect. The Internet is most accessible and enables spontaneous information. Selling professionals might discover useful competitive and industry information that aids the client. However the Internet, like CRM, is not meant to augment the business relationship. Electronic mail and the Internet will aid immediacy of required customer content but it will never substitute for positive relationship building. And forget those social networks, they do little to build business.
7. One must always be closing
Building business is about relationships. The discussion with prospects should always be about value, not about fees, or prescriptive programs. If the discussion is not about value, then you or your people have surrendered control of the discussion, and the result will never be on the terms you would prefer. When the discussion is on value and the prospect is convinced of the wisdom of a relationship with you, fees are academic. When business is closed it is based on the adulation of the relationship. Stop worrying about the number of widgets and start worrying about the number of relationships.
There are 25 Myths of Selling to aid in your sales success email me today and I will send an ebook with the others. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. 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 offering tips and techniques that immediately improve selling performance.
Whenever you are asked if you can do a job, tell ‘em, Certainly I can! Then get busy and find out how to do it! – Theodore Roosevelt
Weekly Thought
Many contemplate things they want to do in life, yet seemingly procrastinate and discover methods not to advance. The comfort zone stops us from taking risks, taking advantage and creating action in our lives. Think about this, if King, Christ, John Paul, Lincoln, Roosevelt, Theresa, et al did not take risks where would we all be. The mind and the body can do anything you want it to do if programmed correctly. Stop sitting in the stands being a spectator. If you desire action, you need to get into the field of play!
There are 7 techniques to stop your limiting beliefs and create action. If you want action then emai me today for a FREE Tip Sheet.
Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result or enroll in our Selling on the Run Telecoaching Series.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. 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 offering tips and techniques that immediately improve selling performance.
Quote of the Day
“You look at any large organization and I mean the biggies, and they all started with a guy with an idea, doing it well.” Irvine Robbins
Thought of the Day
In order for a new idea to manifest three concepts are in play 1) risk, 2) removal from the comfort zone and 3) action. Inertia manifests and dampens creativity. Movement and moxie create innovation.
Best Practice
When you stare into the abyss you create fiction. If there is true desire and commitment now is the time to take action. Stop living in your past. Make those dreams become reality. Your idea, your creativity, your actions might be the next great idea to society.
The New Year is only twenty days away and already the anxiety and excitement is building. As many seek refuge from the negativity of the media, others look ahead to new beginnings. We are moving toward a pre boom economy and selling professionals and managers will need to be more efficient and more productive next year. Here are some of the areas that will be affected:
1. Lead Generation – The issue of lead generation has increased in the last two years. Technology has helped gather leads but the conversion factor has not increased. Selling professionals and marketing departments must collaborate for better target market optimization. Simply, put leads must be converted and there will be increased attention to close more business.
2. Customer Service – As reported many times in my columns 45% of every client interaction involves customer service. My research illustrates that customer service has decreased in many organizations. Since customer-to-customer influences have become vital to success, it is increasingly important that selling professionals focus more on their most vital asset- the client.
3. Better Hiring – The days of placing butts in seats to fill a void are gone. Sales managers must find talent that will become immediately productive. The use of On Boarding programs and the discovery of proper talent will be an imperative focus for sales managers. More pressure will be placed on finding the right people in the right positions to help increase margins.
4. Preparation – The last five years have provided significant tools and technology to sales professionals. From CRM systems to better search methodology in Google, selling professionals are more prepared then ever. Or are they? Customers have access to as much information as their sales professional. It is vital that all sellers be prepared for EVERY client interaction. Reading annual reports, watching the news and having a prepared list of value questions will aid every call. Sales people must have more information then their client.
5. Value – We are in a knowledge economy. Selling professionals must stop providing information to clients and provide value. Selling professionals must convert the information that have into knowledge that the client can immediately use to be more competitive, innovative, etc.
6. Process – 92% of selling professionals (and this includes entrepreneurs) do not have a process to build relationships and close business. 2010 will be the year of increased productivity, it is necessary for sellers to gain the knowledge necessary to build trust and close business more efficiently. Sales professionals must be better prepared and better educated. The days of “anyone can sell” have ended.
7. Training – Gone are the days of sitting in a classroom for 8 hours expecting a return on investment. Managers and business professionals do not have the time and frankly event based training fails. Selling is a process therefore sales training will alter to a more succinct process oriented approach. Secondly, with the movement of selling as a profession, companies will remove themselves from education and desire that individuals take ownership of their profession.
Innovative concepts begin during times of dramatic change. 2010 will provide interesting opportunities to the selling community not experienced since the 1980’s. The year will be challenging yet exciting, those ahead of the curve will thrive. Innovation occurs at the beginning of the curve, competition at the end. First mover advantage is always easier.
If you seek more efficiency in your career and want to discover the 12 Secrets to Sales Effectiveness I will send you a free report. Contact me today!
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of the best seller Split Second Selling and the soon to be released Ultimate Business Bible – 12 Strategies for Ultimate Success. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is created 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.
It is the age of information and knowledge, but it is ironic how lazy many have become. Each day I am amazed over the emails, newsgroups and other electronic media requesting innovative methods to sell. Folks if you or others like you are not making your numbers and seek answers to your selling woes look within! If you seek The Secret, here it is… there isn’t any. There are four issues prevalent in today’s society:
Selling is a relationship business. And, your relationships should be with buyers not gatekeepers. I suggest a quick review of your address book and CRM system. As they say in the database world; garbage in, garbage out. Further look around you and determine whom you speak with and whom you network. Filter your network to only include those that can make a purchase decision.
Selling requires a process. If you have never been taught how to sell and your organization does not provide training- invest! There is nothing more sickening then the person that wanders in the woods without breadcrumbs. The process of selling is similar to a GPS system; it guides you toward your markets, your buyers and your eventual contracts. Research shows that failure to have a solid process negatively impacts your closure rates. I am amazed and those that desire results but refuse to invest in expertise. Do you join a gym yet never exercise?
If you build it they will not come. I tire of stupid organizations that believe their product and service sells itself. Recently a young man approached me about coaching and he requested reimbursement from his structural engineering company. The President stated, there is no need to invest in training since engineers do not need to know how to sell. This pomposity ruins organizations and profits because they will not or ever will invest in their greatest asset- sales. If you work for such an organization or your present manager shares such beliefs- leave. Trust me the business will not be around long.
So many even those reading this post feel victimized by customers, competition, the recession, etc. These are excuses not solutions. Stop hiding behind rocks, rugs and rooms and begin to invest in things that help you become innovative. While there is much uncertainty during a recession, there are assurances. 1) Growth and innovation spark during recessionary times. 2) Those that move are not captivated by fear. 3) Those that go against the tide thrive. Start learning, growing and educating not getting stuck in the malaise of Internet promises. Create your own original opportunities. By gosh do something!
There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for selling efficiency email me today. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.
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.
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.
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
If you want to know what gets the doctor steamed about buffoonery in organizations, then listen to Dr. Drew prescribe cures for organizational malice. Dr. Drew knows that investments in vital assets are key but not everyone else has a similar attitude. If you want the cure, then listen to the doctor tell it like it is.
I am watching the Discovery Channel the other day watching an interesting program about goldfish memory. The Discovery Channel’s popular show Mythbusters tested rumors that goldfish only had a memory span of 8 seconds. Long thought to be true, goldfish actually have selective memory. I found an interesting comparison to customer service and selling professionals.
If customer service is such a vital aspect of selling, and, if proper account management requires proper service, then why are selling professionals so selective? Are selling professionals like goldfish? Do they have a memory of only 8 seconds, or is there more. The problem with customer service and selling is two fold, 1) there is a lack of focus and concern for many and 2) according to research 92% of most selling professionals lack a proper selling methodology including service.
So with time on your hands due to recessionary issues and with 92% of individuals lacking in proper methodology why not invest in resources for you and your team? Debunking myths and increasing value to your customers is the best medicine in recessionary times. Make yourself competitive proof by investing in both you and your customer base. Do not allow your customer to be selective with other vendors and suppliers because they cannot remember the last time you met with them.
Copyright 2009 Drew Stevens PhD. All rights reserved.
I had the opportunity to meet a dear friend for dinner at a local steakhouse near my home. As we were seated, Danny Devito’s twin greeted us. Oscar aka Danny took almost 25 minutes to return to our table taking drinks and our meal order. Mind you this was not a very busy evening, but you could tell from the moment we were seated Oscar did not want to be working.
During our order I desired one of two choices: fish or steak. Naturally I asked Oscar which he believed best. His glib reply, “Well this is a steakhouse”. My friend and I were aghast but continued our meal.
No one needs to be treated disrespectfully whether eating a meal or simply sitting in the waiting room of a physician’s office. The fact is that customer service is a vital aspect for each business; product or service.
Here are some thoughts for sales professionals, managers, and business owners.
1. Smile – The first thing consumers see when they are getting serviced. Ensure there is a smile on every agents face. When was the last purchase you made from David the Depressed?
2. Enthusiasm – Smart people like, smart-ass people can live without. If your people do not like what they do, ask them to leave.
3. Engaging – Service does not have to look similar to Thanksgiving Dinner with the family but it does require being genuinely interested in others. Ensure conversations occur.
4. People Make a Difference – Hire the right people for the right job. Clearly Oscar had no business waiting tables on a busy Saturday evening.
5. Check your Baggage – Like you there are good days and bad days, everyone has them, however consumers do not care. Leave the misery and angst at the door; service everyone equally and respectfully.
(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.
RSS Feed
