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 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 »
November 6th, 2008 admin
Do not believe the rumors. Selling is not difficult now. People are attending sporting events, they are eating out, and they are buying beer! Now is not the time to avoid pressure but to increase it for your competition. While others fold, you must build. Listen to Drew Stevens Coach you through the malestrom and get you into competitive grear! This podcast promises to get you to Make it Happen!
Selling in a Volatile Economy:
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Posted in CEO challenges, Communication Training, Customer Relationship, Drew Stevens, Management, Positive Selling, Positive Thinking, Sales Management Training, Sales Training, Sales marketing, account management, attention management, brand recognition, branding, business building, business development, business selling, charismatic leadership, customer loyalty, customer service, customer service consulting, marketing, marketing help, sales help, sales selling, sales skills, sales success, sales techniques, self development | No Comments »
August 26th, 2008 admin
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.
Marketing Success Tip:
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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 »
August 8th, 2008 admin
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 »
July 25th, 2008 admin
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 »
July 4th, 2008 admin
Discover techniques to gain back time and end the reckless interruption of people, problems and processes. Drew Stevens illustrates productivity techniques that dramatically provide results!
Pump Up Your Productivity [6:02m]:
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Posted in Organizational Skills, Positive Selling, life balance, motivation, positive results, prioritization, sales coaching, sales help, sales selling, sales skills, sales strategy, sales success, sales techniques | No Comments »
April 7th, 2008 Drew Stevens
There is research and some text to illustrate that politicians and selling professionals share similar characteristics. “Research for a forthcoming book on selling illustrates that sales representatives and politicians especially the new congress and incoming presidential candidates can learn something from each other”, states Drew Stevens PhD of Getting to the Finish Line an international management consulting firm with expertise in selling and customer service. “My initial research illustrates that there are seven main factors that assist each with their expertise,” he adds.
1. Charisma – The best selling professionals and politicians are charismatic. The best selling politicians of all time are Clinton and Kennedy respectively and the best selling representatives are Zig Ziglar and Donald Trump. Charisma attracts buyers and followers.
2. Relationships – Politicians and selling professionals hold a large base of relationships and contacts. They remain in constant contact with these individuals in good and bad times and whether services are needed.
3. Passion – Selling professionals and politicians have passion for their work. Voters and buyers disdain apathy. The best speak with conviction, with honor and love of work.
4. Risk – Each love to take risks albeit when and where appropriate. Each will take a risk to honor and serve their base.
5. Amiable – The best are good orators as well as easy to speak to. Each is pleasant with a peaceful demeanor and relates well to their respective base.
6. Language – Admittedly selling professionals by nature have the gift of gab, the lexicon of politicians and sales persons is wonderful. Solutions learn a new word each day!
7. Knowledge – Interestingly, both conduct incredible research to understand markets, trends, industry, consumers, constituents, etc. The prepared person is always ready to handle change.
The following list contains some of prevalent attributes. Further research is being conducting and more information will be available soon. For additional information please contact Drew Stevens PhD.
Posted in Drew Stevens, Positive Selling, Sales Training, cold calling, politics, sales help, sales techniques | No Comments »
February 23rd, 2008 Drew Stevens
We’re all very good at creating negative thoughts and patterns. These come in the words that we use these, now are behaviors and he’s come from thoughts. One way to gain yourself doubt is to bombard your subconscious mind with new thoughts and images. You simply must stop the “Pitty Pot” and learn to move forward. Stop letting the negative energy drive you. Rather let positive thoughts and emotions drive you to a new destination.
I know many people with stage four cancer and I know the five year old that is in dire need of a bone marrow transplant. When in the same room with these people one would never know that they suffer from life threatening ailments. Why? They use affirmative statements that stop the pain and suffering and make them live in each day as if it were they last. I am not diminishing your pain and suffering but I am trying to establish a method for you to see things differently.
1. Live in the present. If you have a dream and you want to accomplish something then describe what you desire as though you already have it as if the dream has already been accomplished.
2. The affirmative. State your affirmations and the positive. Your brain does not do well with negative comments. When you talk in the negative it becomes that. When you speak in the negative you’re simply affirm your fears. End your negative thoughts by becoming more positive.
3. Use power words. Words are as important as the affirmations that we use. If we want to change our lives we need to select words that allow was to expand our level and create positive results. Words shape our beliefs, and they create action. Alternatively, they create inaction. I have found over the years that words that are used this and power me and create self doubt.
4. Change your state. Self doubt stems from our state. To illustrate my point imagine for a moment the body language of a homeless person. Picture that homeless person lying on the street, with dirty clothes, situated in a corner of a large building. They are cowering and have a sad sullen look on their dirt speckled face. You can see the sorrow; you can visibly see the pain and the suffering.
Now, imagine yourself when you are depressed and believe your life is in total disarray. Are your shoulders slumped? Is your face sullen and sunken? Does your self doubt create your body language?
Your body language changes with self doubt because your brain runs low on a chemical known as endorphins. These neurotransmitters found in the brain have pain-relieving properties similar to morphine. If you know or are a runner this is typically found to create a “runners high”. If you are depressed or saddened and do something to change your state endorphins are released creating euphoria and alleviating the pain. So for no money, little time and using your own body, your can end your pain in a split second, release the endorphins and quickly release your self doubt.
5. Visualize the Result. Visualize what it would look like if you reached your pleasure without the doubt. See things are you want them to be. Picture yourself in the dress, in the car, with the boyfriend, etc. Create the feeling in your head as if you were all ready living the dream.
6. Belief in the Lord. I have found that this is also one of the best ways to end self doubt. Many years ago I was lost in my journey until a friend of mine gave me a sentiment piece with the inscribed words, “Be Still and Know”. “Be Still and know that I am God” (Psalm 46:10) is one of my favorites. It reminds me to let go and trust God to do God’s will.
I have learned in many years that God will not and does not want us to fail. He wants us to believe but he also wants us to learn. While each and every moment is a lesson it is a lesson from God. While I like you have suffered I also understand that God has a purpose and we must fulfill it not on our time- but his. There is a time and purpose for all but this is the greatest mystery that he provides us with.
Self Doubt can manifest and those only way to stop it, is to do something about it. Life is difficult, life has hurdles but one thing about life- we are above the ground and living it. We are able to see love and share, understand your purpose, your passion and your creativity and learn to love yourself right now!
©2008. Drew Stevens PhD. All Rights Reserved.
Posted in Positive Selling, Sales Training, Sales marketing, self development, selling tips | No Comments »
September 24th, 2007 Drew Stevens
Selling professionals are too technical in today’s competitive global market. Here are three simple techniques to help your organization to become more strategic.
Drew Stevens, PhD, “The Sales Strategist”
Sales forces today are too tactical. In the increasing age of globalization and Internet, competition rises. Attempting to thwart competitive forces, organizations typically hire more talent to sell more products or push one brand over another. Today’s organizations must sell smarter, not harder. This will include focusing on three areas:
Tactical Selling Teams – Tactical sales forces don’t work in today’s complex and connected world. Sales representatives are myopic to the needs of the organization and focus only on the “product/service” of the day. For many of the larger firms, clients see multiple representatives from the same firm. Thus, bargaining power, positioning and value to the client is lost.
The solution is to find the driving forces of your organization and reposition sales representatives so that your core values and related benefits are aligned with client solutions.
Alignment With Customer Values – Most clients comprehend your company’s information prior to the sales visit. Prospective clients seek to parallel a selling firm’s values with their own. Thus, if a potential client seeks to gain marketshare using productivity efficiency then your offering must focus on efficiencies.
The solution is that sales representatives need to research clients and offer them value not price.
Customer to Customer Influences Are Too Strong – One exceptional client experience gains another; one poor experience gains a feature story in The Wall Street Journal. One strategic driver for all organizations must be uncompromised client service. Southwest Airlines, McDonald’s and Starbucks exist to please the customer – each firm takes pride in the customer experience.
The solution is to review your customer experience to understand how your clients mesh with your corporate strategy.
About Drew Stevens Ph.D.
Drew Stevens PhD is the Sales Stategist. Drew is a sales expert provides a winning game plan to become more productive with no capital investment. Drew is the author of seven books including Split Second Leadership, Split Second Selling and Split Second Customer Service. Drew is frequently called on the media for his expertise. For more information, contact Drew at 877-391-6821 or drew@gettingtothefinishline.com.
©2007 All Rights Reserved. Drew Stevens Ph.D.
Posted in Positive Selling, Sales Training, Strategic Selling, customer service, marketing | No Comments »
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