(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 23^rd, 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.

For those of you that every watched the play or movie “Phantom of the Opera” there is a beautiful scene when Christine Daae looks in the mirror located in her dressing room and is introduced to the Phantom. During this scene the Phantom sings the words, “Look at your face in the mirror I am there inside…” Christine sees the Phantom- not herself. The metaphor between the Phantom and the ridiculous commercial is this, how often do selling professionals make presentations where focus is on the sales person. Who cares?

There is only one item that a selling professional must focus-the customer. One does not do so by allowing focus on them. Too many professionals spend too much time worried about their compensation, and their territory, they lose focus on the most important asset- the client. It is disheartening that professionals have become egocentric. Selling professionals must direct conversation to the client. Sales professionals can create better music with few alterations.

Preparation
One of the most daunting items I experience when coaching sales managers are the numbers of selling professionals unfit to speak to clients. Some, not all, have little knowledge of the client, the industry, the competition and the issues. Selling professionals simply cannot engage in meaningful value driven dialogue if there is no understanding of the client’s issues. It is imperative to read the press, conduct some research, view the website, anything possible to better understand whom you are speaking with.

Stop Feature Selling
Prospective customers are only concerned about what the product or service will do for them. Focus on value not on features. No one buys features.

Emotion makes the sale
Customers make a purchase because of the emotion evoked with the use of the product. Marketers are masters at creating sensory awareness and this is a useful tool for selling professionals. Consumers never make rational decisions. In fact logic makes people think, however if you want them to purchase then you want them to act. Enlighten emotion by engaging the five senses with benefits and value.

Conversation
The best selling professionals understand how to engage in conversation. Yet all questions and comments focus on the value to the prospective client. Good selling professionals provoke questions that engage the customers pride, passion, purpose and painlessness. In fact, the better the questions the more engaged the customer creating more listening for the selling professional.

Focus
Some selling professionals are anxious to make a sale. In doing so, they are focused on the future and not the present. Professionals must avoid distractions such as cellular phones, email etc and live in the moment to maintain energy, direction and speed on the client issues.

Stop Closing
Too many selling professionals spend more time attempting to close business rather than create relationships. People buy from those they know and those they trust. Closing techniques only annoy and frustrate, if you want business, make friends first.

The best plays like Phantom harmonize perfectly because of the outward focus of both actors and musicians. All the comprehensive pieces perform melodically to engage and entertain the participant. Selling requires a similar methodology. The core of selling harmoniously requires professionals to be outwardly focused and intently maintaining the moment. Orchestrate your next appointment with proper questions, enough homework and the desire to create relationships.

©2009. Drew J. Stevens Ph.D. All rights reserved.

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…

Here is a brief description of our discussion:

Conceptually sales and marketing departments have different philosophies and different cultures. Marketing continually blames sales if revenue falters and sales blames marketing for poor development. A classic case is a firm that spent almost $300,000 on a trade booth. Marketing helped to create a stellar eye-opening booth but not one sale was attributed to the show. The most imperative culture issue is that marketing believes that selling professionals are too focused on meeting customer budget not needs and sales believes that marketing is out of touch with client issues.While the two groups are working towards a similar goal, client acquisition, both follow opposing paths to achieve the same result. In order to refrain from conflicts and to achieve efficiency in the process, culture must change. Selling culture is achieved from sales closure; marketing culture is attuned to programs. Based on recent research with several clients, aligning the culture reduces conflict and speeds efforts. Further recent 2007 surveys illustrate that average quota attainment is below 60%; forecast accuracy hovers at 50/50 requiring a better method to achieve selling efficiency and who better to help than the marketing department.
In order to help augment culture, influence is required. Sales and marketing behaviors are influenced by both beliefs and attitudes. Once behaviors change, departments enact interdepartmentally, sharing responsibilities and becoming more strategic with accounts and more importantly eliminating the fences that divide.

Listen to this fabulous eye opening session and gain new insight.

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About Drew Stevens

Drew Stevens helps individuals dramatically accelerate business growth. Drew has built four profitable and growing businesses during three economic downturns. Drew’s coaching and mentoring you with a return on investment never to look back!

About Linda Popky

Linda Popky is the founder and president of L2M Associates, Inc., a strategic marketing company that helps organizations dramatically improve their bottom line by more effectively leveraging their investments in marketing programs, processes, and people. She can be reached at http://www.l2massociates.com/