Fast Track Selling

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 »

Drew Stevens on Salesopedia

Dr. Drew Stevens puts forth some contrarian opinions in this interview that points the finger at not company, not the sales manager but the sales rep. His research suggests there are at least 11 areas where reps are culpable. He details four of these areas in this podcast. Drew goes on to offer specific suggestions on how sales people can reset their internal GPS. Are you employing your CEO personality? If not, take a listen.

Click here to listen to the Podcast

Posted in Drew Stevens, Drew Stevens PhD, Sales Management Training, Sales Training, Sales marketing, Strategic Selling, Success, lead generation, lead inquiry, lead management, marketing, 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, self help, self mastery, selling effectiveness, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business success, small business techniques | 1 Comment »

Sales Tips for Sales Managers

An open proposal to Selling Professionals from a former Sales Manager:

In the era when the proliferation of technology assists the ease of communication, a striking contradiction is comatose behavior. Sales people complain, sales managers complain but neither desires accountability. The Internet is not an excuse for apathy. If selling professionals desire change, they must engage in self-mastery. The philosophy of self-mastery hinges on the individual to take ownership of obstacles. Once a person understands the necessity of accountability, confidence increases substantially to conceal any barrier. Sales professionals must be accountable.

Dress Code. Dress codes for numerous organizations are abysmal. The casual dress notion is bromide and requires change. I recall when John Molloy wrote his book Women Dress For Success in 1975, corporate America took it to heart- both men and women changed dress codes. Somehow, the concept morphed in the 90’s but derailed by the millennium. Current dress codes reflect casual not business. Selling professionals must emulate by dress code what they represent. If success is desired, then one must dress successfully. That said, invest in good clothing, wear an impressive watch and polish your shoes. Would you visit a physical fitness trainer that did not look fit?

Lexicon. My background and expertise enable me to provide expert advice to an array of associations. Some of these organizations are electronic and enable members to associate with experts to ask questions. On numerous occasions, members request expertise assistance. It is appalling to read incorrectly spelled messages, sentences that grammatically incorrect and paragraphs so lengthy they make War and Peace appear as a poem!

Selling professions if you desire respect and attention, review your work. Decision Makers abhor sloth.  Write with a dictionary, a thesaurus and a writing manual. Use the electronic spelling checker within your word processor. Finally, review your work, poor language stems from laziness to review work.

Investment. Sales Managers do not fear I have you covered. Selling professionals, refrain from the unfair pitch to your manager. If you seek sales guidance, education, etc, then invest in you. Stop expecting your manager, your organization, and your industry to invest in your future. One person controls your destiny- you! If selling professionals seek guidance then buy the best selling books on the market. If professionals seek education, then enroll in a sales training course. If selling professionals desire expertise then invest in a coach. Stop expecting others to invest in you, they will not. Success stems from the ability to invest in you.

The greatest profession in any industry is selling. The most employable position in every organization is selling. The highest compensated position is selling and yet the most excuse laden is selling. Selling is illustrious since is provides freedom, entrepreneurialism and critical thinking. Yet, the independence requires confidence and persistence. Selling professionals if you desire success – take some time ponder these thoughts, take action and invest in you now!
©2008. Drew Stevens Ph.D. All rights reserved.

Posted in Customer Relationship Management, Drew Stevens, Drew Stevens PhD, Entreprenuership, Sales Management Training, Sales Training, Sales marketing, account management, effectiveness, efficiency, lead generation, marketing, marketing help, 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, self doubt, self mastery, selling, selling effectiveness, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business | No Comments »

Marketing Success Tip for Non Profits

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.

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 »

How to increase your selling techniques for Generation Y

For many selling professionals and sales managers selling effectively has become a cumbersome task. The proliferation of the electronic media and instant availability of products and services allows more power into the hands of clients. However, there is one area where the selling professional can achieve more effectiveness by trends and social issues. One of the largest yet daunting areas of research today relates to the Millennials or aptly called Generation Y

To achieve greater selling effectiveness, professionals must realize that we operate in a multi-cultural, multi-gendered and multi-generational workforce. For purposes of this article, our focus relates to generational issues. Many selling professionals, consultants and employers have not taken into consideration that four generations exist in the workforce. There exists four generations:

• Veterans = 20 Million/ages 65 and above
• Baby Boomer = 65 Million /ages 47 – 60
• Generation X = 50 Million /ages 38 - 45
• Generation Y = 78 Million /21 – 40

The manner which each purchases is based on behavior and values. To achieve selling excellence it is imperative to quickly comprehend the value differentiation of each.

Veterans
Veterans have important buying power and been doing so for well over 50 years. These groups because of many socially historical issues usurp brand value. This group tends to remain very loyal to products, services, and do not like change. More importantly, their age creates a need for physical relationship and they find instant communication frustrating.

Boomers
The 78 million Americans who were 50 or older approximately 5 years ago controlled $28 trillion, or 67% of the country’s wealth. This group has tremendous buying power. However, this group ages by the moment as many Boomers worry about retirement and savings. This group resists spending during economic uncertainty since they pay with cash not credit. To achieve sales excellence it is imperative for selling professionals to create a bond with Boomers.

Generation X
Generation X makes up about 17% of the U.S. population and range in age from 38 to approximately 45 years of age. This generation is very open to technology yet is also well educated. If they need information they know where to get it so selling professionals need to illustrate differentiation. Generation X wants issues resolved expediently and deplore lengthy “sales pitches” in favor of solutions. Coincidentally, the dearth of email has Generation X desirous of personal interaction and paper correspondence. Selling effectiveness is uncompromised using more traditional marketing means.

Generation Y or Millennials
The largest and clearly the most influential group of purchasers since the Baby Boomers, Generation Y is on the minds of many selling and marketing professionals. With 78 million potential buyers, it is impossible to avoid this large group. They are influential, have the money to spend and there are many of them. Generation Y are very well educated. As a group, they believe in real time connection with the Internet a Must medium. Generation Y is all about instant connectivity and most importantly instant gratification.

Our research in this area finds these influential areas pivotal for effectively selling to Generation Y.

Cool. Online and print medium require change. Generation Y desires importance and self-actualization. They buy the now and the hottest item on the market. Those that follow this trend will thrive. Avatars such as Apple are very proactive in this area. Sales of iPods and iPhones flourish. Generation Y desires to be part of the experience. Selling to them requires a value proposition focused on current trends and social issues.

Brand. Generation Y differs from all prior generations. They are not brand loyal. Due to the increased connectivity, Generation Y follows social trends. Millennials have acute attention spans as they await the next trend. A recent Wall Street Journal article illustrates how Six Flags is aligning with Disney (movies and television shows) simply to capture the attention of the Millennials. Do not build a brand for them; rather, build a brand with them. Apple, Southwest, FedEx, Facebook, Google all build products with advice from this influential group.

Content. Content is king. This is true for Millennials. The proliferation of Internet technology allows Generation Y instant access to information. Sellers must provide uniqueness with content not found through regular Internet channels. Further, since content travels at the speed of light selling effectiveness can increase with viral marketing.

Language. Generation Y uses different lexicon. Whereas the other generations use complete articulate sentences, Millennials speak in a language encrypted with message similar to the DaVinci code. Sellers must speak and connect to Millennials in their language.

Risk. The increase of viral marketing and information enable Millennials to take more risks then preceding generations. In fact, due mostly to youth, Millennials are riskier, they have less to lose. Sellers and marketers must challenge Millennials. Buyers represent three purchase groups’ a) early adopters, b) followers c) not a chance. Generation Y devour risk by adopting the “cool” trends. Sellers must understand the trends to advise the consumer to be a recognized leader.

The need to dissect generations is vital to selling effectiveness. Today’s sales professional requires the research skills of the finest detectives, uncovering every clue and unearthing every angle. Additionally, selling effectiveness requires spontaneous information leveraged by the lexicon of the contrary party. It is impracticable to estimate if each issue resonates with a Millennial. Sellers intuitively realize that trends continue to change. The only way to get ahead is to be a leader. Clearly as the Millennials mature there is another entourage. Selling effectiveness requires intuition, content, and resolve.

© 2008. Drew Stevens Ph.D. All Rights Reserved.

Posted in Drew Stevens, Drew Stevens PhD, Positive Selling, Sales Training, Sales marketing, branding, business building, business development, business selling, effectiveness, lead generation, lead inquiry, lead management, marketing, marketing help, sales and marketing, sales coaching, sales effectiveness, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends, self development, selling, selling effectiveness, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business | No Comments »

10 Tips for Unsuccesful Selling Professionals

The world of professional selling is rich with information related to selling skills, and techniques to assist professionals. However, after much rhetoric I am finding something completely different…a problem with selling professionals.

After 26 years in the field, we find that not only are there two sides to each story but that today’s sales professional must share the blame. Managers and organizations can no longer bear the brunt of the issue if sales professionals falter. Our findings show that sales professionals are culpable in the following areas:

1.    Talent. Organizations simply hire incorrectly. Talent is innate. Sales professionals either have skills to create trust and relationships or they don’t.
Sales personalities must be gregarious. Behavior can change but only if the person desires change. If selling is not for you- leave!
2.    Passion. Similar to talent, passion is an innate trait. Professionals must love what they do, love what they sell, love the industry and most important love the challenge. When sales professionals struggle to sell product or service, is this a lack of knowledge or a lack of desire?
3.    Excuses. Stop making them. If assistance is required seek it. If knowledge is required, discover it. Humans are creatures of habit, they complain first, castigate others, and then hesitate. The present competitive environment leaves little room for immaturity. Take command and get the assistance you need.
4.    Assistance Abstinence. The prior area comes stems from two issues, 1) a need to seek advice but yet more importantly 2) the opportunity to obtain it. We understand that not every organization is employee friendly. If selling professionals do not obtain the proper support, seek another employer. To us, it is shameful that organizations do not support the most vital department in every organization- selling. Some organizations forget nothing happens without a sale.
5.    Education. The one item no one can eliminate is your education. I remember a great motto, “Content is King!” In our knowledge economy, education is an investment in you. This is not only a privilege but also a right. If you desire more knowledge, go seek it. The greatest thinkers and philosophers of our time sought that which they did not know, that is what made them great. If you seek greatness, discover it.
6.    Productivity. Sales professionals are notorious for procrastinating. From the nebulous sales reports to the expense reports, sales people spend more time complaining about administration then doing it. Gain some accountability and get the required items completed.
7.    CEO Personality. When we conduct workshops and seminars we ask sales professionals to leave the room and leave all their business cards. The return a few moments later to see their cards torn up in one pile. We explain the plight of a selling professional requires the persona and mindset of a CEO. “C” level executive concern themselves with productivity, profits and expenses. Sales professionals must emulate these attributes. We see a shift in thinking and accountability. Selling professionals must stop believing that salary is a safety net. Every decision hinges upon their profitable success in the field. Take control by thinking like the boss not an employee.
8.    Empowerment. Selling professionals are venturesome. Yet too many seek permission before forgiveness. Be bold take a risk make a mistake that is selling. If I had a dime for every mistake I made I would be much wealthier than in my present business. We all make mistakes; it helps our knowledge. Selling is about risk take it. Selling requires more moxie than your expectations.
9.    The Art of Persuasion. I was taught that the first sale must persuade you. You must be convinced you are selling the right product, to the right client in the right territory. Lack of conviction flows through you like fresh lava from a steaming volcano.  To sell well you must have conviction, presence and energy.
10.    Self Doubt. The sales business is the rejection business. Selling professionals go through numerous rejection get over the self-pity, no one cares! Great selling professionals emulate confidence. Self-doubt is unavailable when professionals rebound obstacles.
11.    Bonus 1.  The profession of selling requires individual growth and individual employment. As a micropreneur one must engage in self-mastery. The ability to overcome obstacles and continue learning is paramount. Learned professionals create mastermind groups, seek expert advice, believe in continuous learning and elicit confidence. The best simply never stop.
12.    Bonus 2 – Refrain from being cheap. I read a forum recently that a sales professional paid $25.00 for an online sales training course. Do you shop for a physician based on price? Would you shop price for a relative’s funeral? So why sales training. If you cannot invest wisely in you, then you will never reach your destiny.

During the infomercial craze of the 1990’s Susan Powter coined a phrase “Stop the Insanity”. How true! Sales professionals must stop the insanity. Sales professionals must reset their internal GPS so that more is accomplished without rote excuses. To survive in this crazy competitive world requires moxie, confidence and willingness for chronic success. Defy the odds and by taking control of your destiny.

© Drew Stevens PhD 2008. All rights reserved.

Posted in Drew Stevens, Drew Stevens PhD, Positive Selling, Positive Thinking, Sales Training, Sales marketing, account management, brand recognition, branding, business development, business selling, lead generation, lead management, marketing, 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 skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business | No Comments »

Sales Effectiveness Principle - Know the Customer

I was reviewing Internet posts the other day and came up an interesting post by Bob Sullivan. Too Little Customer Knowledge discusses the imperative nature of knowing your client. I agree with Bob wholeheartedly. Sales Managers and their selling professionals are so involved with a myriad of issues that they fail to understand the issues and compelling customer needs.

The issues discussed stem from a recent CMO Council research study that depicts:

- 6.8% have excellent customer knowledge
- 40.4% have fair customer knowledge
- 45.6% have poor customer knowledge
- 7.2% was split between good and not sure customer knowledge

I have been emphasizing these issues for years in my workshops, seminars and consulting work. It is imperative that selling and marketing professionals understand the client, the industry and the competition. I find it embarrassing that selling professionals today have little knowledge about those they want to sell to. Clients desire conducting business with those that can aid the organization by providing value. Stop the rote sales and marketing product pitches and read about the client and the issues they face.

Some techniques include:

-Read the Annual Report. This includes of wealth of knowledge related to your clients vision and future.

-Read The Wall Street Journal. Frankly it is embarrassing that managers do not encourage new staff to read this daily financial periodical. To understand money and trends you need to read about it.

-Subscribe to a news service. We are in a knowledge economy and everywhere we turn we are surrounded by numerous media outlets. Subscribe to one of the business and financial services you will be glad you did.

-Network. To understand the know you have to be in it. Attend networking groups and ask questions.

I still remember a lesson from my former track and field coach. One day during summer intersession he sent me a note that stated, “Are you sitting on your past?” While they brought a smile then, what I did not realize is these words became the antithesis of my business success and now should be that for your business success.

If you want to be more effective in your selling skills and you desire more business, then my question to you is, “Are you sitting on your past?” Make a new future, change the rules and know your customer.

©2008 Drew Stevens Ph.D. All rights reserved.

Posted in Drew Stevens, Drew Stevens PhD, Employee Performance, Sales Training, Sales marketing, account management, business building, business development, business selling, efficiency, inquiry managment, lead generation, lead inquiry, marketing, sales and marketing, sales coaching, sales help, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends | No Comments »

PUMP UP Your Sales Skills - Lesson 3

There are four primary steps in the selling process for fitness professionals.

1. Prepare to Present
2. Uncover the needs1.
3. Manage Rapport and Objections
4. Provide Closure

Here is a just a brief synopsis of each.
1. Unless your are asking provocative questions and your illustrate concern for the prospect they will go elsewhere. Uncovering needs means asking the difficult questions to understand their needs.
2. It is vital for our to keep you prospects attention so they are interested. If prospects are interested in your offer and they “hear” the benefits they are more apt to listen and invest the time with your offer.
3. The prospect might be interested and you might have their attention but your inability to build a relationship impacts moving forward. To that end, prospects object to your offer. You must understand how to move forward to create further interest so they trust you!
4. The most fascinating yet most daunting part of any sale is closure. Procrastination and indecision are a part of like. Moreover, many professionals are afraid to ask for the business. The best way to make money and get more members is to ask

Keep the PUMP full

Cold calling, direct mail and other traditional selling methods do little to build relationships- they simply anger and frustrate. When was the last time you took a call in the evening after a lengthy day from a cold calling maven? And when was the last time you spoke with a million dollar insurance agent that cold calls?

Today’s professional requires techniques that help to accentuate and differentiate from others. Further clients require methods so that there is less work to gather business. Successful professionals keep a full pipeline of activity to help build their nest egg. Here are some examples.

Networking
Review your local paper for functions that interest you and attend as a guest, but go. If do not attend your competitors are. Others cannot know your business with just a shingle hanging in the breeze.

Referrals
The best way to seek referrals is when you are first engaged with the client and they are at that emotional high.

Follows up on referrals
A rule of thumb is twenty-four hours from receipt to contact. Ensure you mention the person that referred you and mention their enthusiasm for working with you.

Speaking
One of the best methods to introduce your expertise is to tell others about what you do. Rotary Clubs, Kiwanis, and Chambers of Commerce are constantly in need of experts.

Writing Articles
There are more newspapers in circulation today than ever before. There are a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material.

Booklets
Typically focused on one topic, these small content-rich pieces feature your advice on health, fitness and exercise technique. Booklets can be used as handouts for potential clients or as products to be sold at special events.

The key to business building and success is doing things others don’t. One needs to discover methods to rise above the din and become visible. With global competition increasing and a shift in industries requiring selling professionals there exists the need to become outstanding. Refrain from tired non-functioning sales methods that don’t work and take time. Reduce your labor, work smarter and watch your sales grow.

c2008. Drew Stevens Ph.D. All rights reserved.

Posted in Sales Management Training, Sales Training, Strategic Selling, lead generation, lead inquiry, lead management, sales and marketing, sales coaching, sales help, sales selling, sales strategist, sales strategy, sales trends, self development, selling, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business | No Comments »

Salesopedia Clayton Shold Interviews Dr. Drew

Drew Stevens is a featured author for the top sales site Salesopedia. This month Clayton Shold the Founder and Editor interviews Drew.

Dr. Drew Stevens has been on the front line in sales and now consults for sales organizations. He speaks to some of the current challenges sales forces are facing today. Dr. Stevens is a big advocate of being both a farmer and a hunter. Knowing how to generate your own leads is critical to success. Find out why referral selling is his preferred methodology and how his 25 X 30 X 50 rule can help you reach new levels of success. Also discover how Drew’s sales process has methodically and dramatically helped others without just training them. You are certain to enjoy this interview.

Click here to listen to Clayton Shold and Drew Stevens

Posted in Sales marketing, lead generation, lead management, marketing, sales and marketing, sales coaching, sales help, sales selling, sales skills, sales strategist, sales success, sales techniques, self development | No Comments »

How to Convince a Prospect Podcast

 

 How to Convince a Prospect Podcast: Play Now | Download

Posted in Drew Stevens PhD, Expertise, Tips and Techniques, Training, business building, lead generation, lead inquiry, lead management, sales help, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, self development, self help, selling, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips | No Comments »