December 3rd, 2008 admin
In response to the demand for low cost quality information to gain more business in rocky times, I’m excited to announce my FREE Teleseminar on Thriving in a Volatile Economy.
I have been living and teaching accelerating business growth for over 30 years; the principles in this program have allowed me to operate five successful businesses during three recessions. Now, I will show you how to thrive in economic uncertainty and where to find hidden treasures of gold.
Remember, to be on the field of play you need to take action. I have reserved a spot for you to be one of the first to learn about this program. Take action and join us on Thursday December 18, 2008, learn the “Secrets” and start your New Year in blazing speed.
If you would like to make a reservation, please visit:
Click here to Register or follow this link: http://TinyWebLink-001.com/?pid=4542695
You need to register today, my lines are limited and the last one was completely sold out.
Wishing you success,
Drew Stevens
P. S. For the first 50 registrants I am offering my FREE Special Report - “Thriving in the Current Economy”. This 15-page report provides techniques and strategies to find business now!
Posted in Drew Stevens, Sales Management Training, Sales Training, Sales marketing, Selling in a Bad Economy, Strategic Selling, sales and marketing, sales coaching, sales effectiveness, sales help, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends, self development, 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 | 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 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 »
October 9th, 2008 admin
The economy has taken a dramatic turn for the worst and people are scrambling for numerous reasons. One of the most daunting is the number of individuals being terminated. Unemployment is up and this is not time for that faint of heart.
Terminated 3 times in a six-month period is how to begin a consulting organization, I can attest to the stress. After all, I am an OPP – Out placed Professional. Ironically, it was not long before I began a new career, discovered a new attitude, and controlled by destiny. The key to your success is to use existing selling skills.
1. By natural tendency, selling professionals are inquisitive individuals. The best professionals are detectives and consistently seek new methods for success. Out placed individuals must emulate selling professionals. The best people continually read the press, and research organizations that might need new talent.
2. Selling professionals create communities. Job seeking individuals must tap into existing networks to provide the leads for new opportunities.
3. Conducting searches requires competitive intelligence. The newfound time requires a makeover of your resume to decipher the differentiation you bring to a new opportunity. Draft your resume as a proposal, thinking about outcome and value not about you!
4. Selling professionals never stop asking provocative questions. Job seekers must too. Draft a series of questions that provide insight into opportunities and to the three F’s- Fit, Finances, and Find. Develop questions that provide methods to seek new organizations.
5. Selling professionals know how to close. Job seekers must use closing techniques that advance the search. If you desire employment, you must ask for it. It is imperative to follow up. To discover great closing questions review Split Second Selling
6. Job seekers must have a competitive spirit. I recall a young woman I interviewed. She arrived with three manila folders, one for her resume, one with historical information on the company and its products and one on the competition. I hired her on the spot. She was prepared, enthusiastic, and ready for success. When arriving for the interview ensures success, knowing something about the organization you seek employment.
Present employment seekers must be aggressive. The competition is fierce, the opportunities small and the differentiation about equal. Attempt your best efforts using the success stemming from successful selling professionals.
2008. Drew J. Stevens. All rights reserved.
Posted in Drew Stevens, Drew Stevens PhD, Sales marketing, networking, sales and marketing, sales coaching, sales effectiveness, sales help, sales selling, sales skills, sales strategist, sales strategy, sales success, sales techniques, self development | No Comments »
October 3rd, 2008 admin
The economy has taken a dramatic turn for the worst and people are scrambling for numerous reasons. One of the most daunting is the number of individuals being terminated. Unemployment is up and this is not time for that faint of heart.
Terminated 3 times in a six-month period is how to begin a consulting organization, I can attest to the stress. After all, I am an OPP – Out placed Professional. Ironically, it was not long before I began a new career, discovered a new attitude, and controlled by destiny. The key to your success is to use existing selling skills.
1. By natural tendency, selling professionals are inquisitive individuals. The best professionals are detectives and consistently seek new methods for success. Out placed individuals must emulate selling professionals. The best people continually read the press, and research organizations that might need new talent.
2. Selling professionals create communities. Job seeking individuals must tap into existing networks to provide the leads for new opportunities.
3. Conducting searches requires competitive intelligence. The newfound time requires a makeover of your resume to decipher the differentiation you bring to a new opportunity. Draft your resume as a proposal, thinking about outcome and value not about you!
4. Selling professionals never stop asking provocative questions. Job seekers must too. Draft a series of questions that provide insight into opportunities and to the three F’s- Fit, Finances, and Find. Develop questions that provide methods to seek new organizations.
5. Selling professionals know how to close. Job seekers must use closing techniques that advance the search. If you desire employment, you must ask for it. It is imperative to follow up.
6. Job seekers must have a competitive spirit. I recall a young woman I interviewed. She arrived with three manila folders, one for her resume, one with historical information on the company and its products and one on the competition. I hired her on the spot. She was prepared, enthusiastic, and ready for success. When arriving for the interview ensures success, knowing something about the organization you seek employment.
Present employment seekers must be aggressive. The competition is fierce, the opportunities small and the differentiation about equal. Attempt your best efforts using the success stemming from successful selling professionals.
2008. Drew J. Stevens. All rights reserved.
Posted in Drew Stevens, Drew Stevens PhD, Employee Performance, Human Resource Management, Sales Management Training, Sales Training, account management, business selling, effectiveness, efficiency, sales and marketing, sales coaching, sales effectiveness, sales help, sales manager training, sales skills, sales strategist, sales strategy, sales success, sales techniques, sales trends, self development, self help, self mastery, selling, selling effectiveness | No Comments »
September 29th, 2008 admin
Cures for Building a Physicians Practice
Today’s market requires differentiation. Year’s prior finding a good physician was easy. Approximately 20 years ago, the number of physicians was less than today. In addition, many physicians were General Practitioners, not requiring the specialization in present markets. With the proliferation of competition, diversified practices, and healthcare changes, profitability for physicians is difficult.
Thankfully, physicians can undertake several items for their practice. Each principle is holistic and requires little time and energy but changes can reap rewards. If there were a way to increase your profits with less labor, would you be interested?
1. Customer Service. So much is written about the topic, but such empathy exists. Recently I visited a physician only to be greeted by the “Glass of Death”. You know what I speak of; there is a glass partition at the reception counter. Behind the smoked glass, you can view silhouettes of nurses complaining of the rude, unhealthy, or foul mouth prior patient. Why is it imperative to play a Springer rerun? To increase client experience and help with referrals it is imperative that physician ensure the following 1) all staff greet patients with a smile, 2) all rumor and office gossip remains in the break room not the reception room and 3) remove the barriers. Clients desire accessibility and empathy not a prison.
2. Sales. If physicians think they are not in the sales business-, think again. Every time you are with a patient, you have an opportunity to reinforce your relationship and provide additional services. A recent chiropractor spends 10 minutes with each client enhancing his relationship and encourages his patients to take advantage of his new healing center. He offers nutrition advice, biofeedback, and massage therapy. His center has one thing in mind- the patient.
3. Marketing. Physicians constantly rely on luck to fill their waiting rooms. If you desire more patients then you must do things to brand the name and let others know who you are. Write articles, provide seminars, produce personal brochures, write an Internet blog etc. If you want to create attraction, you need conduct activities that provide a return on time and investment.
4. Referrals. For over 26 years, I have conducted research with thousands of medical practitioners and less than one percent ha a referral program. New patients are the fruit from your current patient tree. It is prudent to nourish and fertilize the tree to maintain your waiting room.
Medical practices are no different from other profitable ventures. Business requires sales, marketing, customer service and accountability. Business also requires a focus on the most imperative asset- the patient. A physician gains a profitable practice by integrating this principles into the practice for the purposes of having phones ring, schedules filled, waiting rooms busy and staff busy. Successful practitioners are working their business. Are you working yours or is it making you ill. Seek some cures today and gain new insight, new revenues and more discretionary time!
Copyright 2008. Drew J. Stevens Ph.D. All rights reserved.
Posted in Drew Stevens, Drew Stevens PhD, Sales Management Training, Sales Training, Sales marketing, Strategic Selling, marketing, marketing help, sales and marketing, sales coaching, sales effectiveness, sales help, sales manager training, sales selling, sales skills, sales strategist, sales success, sales techniques, sales trends, self development, selling effectiveness, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling tips, small business, small business success, small business techniques | No Comments »
September 25th, 2008 admin
And the Contract Goes to…
For over 27 years, I have been involved in the world of selling. For me nothing emotes more passion and energy and requires more thinking. Interestingly, I am a commercial actor and realize that selling and acting have many similarities. One of my acting books Audition by Michael Shurtleff talks of guide posts for actors. To help you with similarities I provide guidepost for selling.
Guidepost 1 RELATIONSHIPS – The first step toward selling.
Relationships are the heart of every selling transaction. In fact, research indicates that relationships influence 65 percent of every transaction. Consumer’s purchase from those they know and respect.
Guidepost 2 CONFLICT – What do you want?
Conflict is apparent in every acting scene as actors search for the issues that must be resolved. Interesting, so must selling professionals. Consumers have issues and they must spontaneously be resolved. Selling professionals must understand the conflict and what they must do to amend it.
Guidepost 3 – THE MOMENT BEFORE
Actors must understand the issues of a scene to integrate conflict and relationships. Selling professionals must identify with prospect’s issues. It is imperative that selling professionals prepare for every call. Professionals must understand the customer, the competition, and the industry- the proper competitive analysis provides the sample of prospective client issues. When selling professionals understand the foundational issues, they can identify conflict and build better relationships.
Guidepost 4 – HUMOR – Jokes are not the answer
There is too much cynicism and humor in business meetings. Be succinct and get to the heart of issues. Humor is meant for special times not often.
Guidepost 5 – OPPOSITES – What is the motivation?
Whatever you decide is your motivation for the actor is fine. The same holds true in selling. Understand what you motivation is but also that of the client. Be open to opposites and additional conflict. Always keep motivation of your client top of mind.
Guidepost 6 – DISCOVERIES – The Learning Channel
Provocative questions and proper listening lead to discoveries. Similar to the actor that makes discoveries as they build upon relationships in each scene, the selling professional too makes frequent discovery. Always be ready to ask questions, never illustrate surprise and understand when you believe you are complete there might still exist new information.
Guidepost 7 – THE COMMUNICAITON CYCLE
Communication is imperative for every actor and selling professional. Both verbal and non- verbal skills are communication. Ensure success by emulating style, being open and articulate, asking good questions, and seeking information. Both situations include senders and receivers and each requires understanding for success.
Guidepost 8 – IMPORTANCE – Locating The Dramatic Core
Selling professionals must discover the core issues, periods, and decision makers. The core of selling is taking the risks needed and asking the difficult questions to gain the core. Similar to fitness today that uses CORE to reach individual goals, selling professionals too require core for compensatory success.
Guidepost 9 – FIND THE EVENTS – A series of things?
Selling situations progress from a series of events. Selling is a mosaic that requires several events to formulate the picture. Seek first to understand. Do not rush; ensure that each transaction is a part of the completed result.
Guidepost 10 – PLACE – Remember Ghandi
A wonderful quotation from Mahatma Gandhi depicts this guidepost, “Be the change you want to see”. Visualize your success, your conversations, and the occurrences with prospect. Visualization places you in the moment so that you eliminate surprises and ensure preparation. Be in the moment!
Guidepost 11 – GAME PLAYING AND ROLE PLAYING – Play for purpose
Knowing the game and role you, play helps you immeasurably to provoke conflict. Continue to remain in the moment. Know your role and how you create the events that shape closing the sale.
Guidepost 12 – MYSTERY AND SECRET – Surprise, Surprise
Ask questions first to keep the client guessing. You need not offer full disclosure unless you too have useful information. The best selling professionals seek first to understand then to be understood.
Each selling situation is similar to an acting scene. Each as an antagonist and protagonist. Each has its conflicts and its desire for resolution. In addition, each requires some facade to emote decision and action. As William Shakespeare once penned, ““Sweet are the uses of adversity”, conflict is the creation of the sales scene. Remember the conflict, build the relationship, develop trust, formulate emotion, and then close the business.
The End.
Posted in Business Communication, Drew Stevens, Drew Stevens PhD, Expertise, Marketing Non Profit Organizations, Sales Management Training, Sales Training, Sales marketing, business building, business development, business selling, effectiveness, efficiency, marketing, marketing help, motivation, 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, selling effectiveness, selling skills, selling skills sales seminars, selling strategies, selling strategy, selling techniques, selling tips, small business techniques | No Comments »
September 19th, 2008 admin
For one salesman, two lost jobs opened the door to a new career.
Drew Stevens, 46, can empathize with the thousands of employees who will be laid off from Starbucks as the coffee chain shutters 600 stores in a rolling series of closures through early 2009.
While it’s not uncommon to be laid off several times throughout a career, the sudden end of a job – even when announced in banner headlines – is still a shock.
Read more here:
http://www.nydailynews.com/money/2008/09/18/2008-09-18_for_one_salesman_two_lost_jobs_opened_th.html
Posted in Drew Stevens, Drew Stevens PhD, Hope, Inspiration, Sales Management Training, branding, business building, effectiveness, internet marketing, interview help, interview skills, job candidate, job hunting, job training, sales and marketing, sales coaching, sales help, sales manager training, sales selling, sales skills, sales strategist, sales success, sales techniques, self development, self doubt, self help, self mastery, selling, selling effectiveness | No Comments »
September 17th, 2008 admin
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 »
September 8th, 2008 admin
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 »
September 2nd, 2008 admin
Ethics and professionalism are typical concerns of consumers for selling professionals. The independence of the professional provides instant scrutiny. Selling professionals learn to muster diligence given constant observation. That said, professionals must maintain patience when dealing with difficult clients and the plethora of sales issues.
Every profession contains issues and selling is no exception. One prevalent thematic issue is client pet peeves. These issues are not only exasperating to the selling professional but serve as closing obstacles. Identification of these issues can aid in daily efficiencies and sales effectiveness.
Unreturned telephone calls. Nothing is more exasperating then consumers that do not return phone calls. In the day of spontaneity and speed to market, response times are critical. Selling professionals do no call simply to sell product but to follow up on imperative information. Nothing is more disturbing to a professional than a lack of response. Selling professionals leave your message and move on. Lamenting over unresponsiveness creates negative energy. Move your attention to positive areas; negative energy simply exerts energy that is more negative.
Hurry up and wait. The idiom delays after a quick activity. Conflict occurs from an indecisive decision maker or simply happenstance. However, the conflict occurs more often then not. Selling professionals benefit with calls to action and deadlines, instruct prospective clients that proposals, agreements and other paper work require 24-hour decisions; failure to comply terminates any current agreement. Hold consumer’s accountable, desire their representatives.
Duck and hide. Avoidance avoids conflict. There is a systematic issue in today’s culture; consumers do anything to avoid conflict. Rather than confront selling professionals and issues such as price etc, consumers simply avoid conflict. Consumers hide behind “caller id” they do not voice mail and email. Consumers desire people they can trust and respect, so do selling professionals.
Incorrect information. There is no purpose in leading selling professionals astray with poor and useless information. Selling professionals are like great detectives, if pushed they eventually discover pertinent data, however nothing is more disrespectful then lying.
Hiding the decision maker. All selling professionals understand that all closing decisions require a decision maker. Gatekeepers provide numerous obstacles. Decision makers require value to alleviate issues that inhibit profits and productivity. There is no reason to hide the one person that can make the decision that benefits the entire organization. Sales costs increase when others inhibit the process and progress.
Caesar Syndrome. Andy Warhol once stated that everyone in their lifetime is due 15 minutes of fame. With selling professionals, fame is not an option. Selling professionals exist to fulfill the wants and needs for clients. Clients have more information with the proliferation of the internet, however while content is king, consumer self worth is not part of the selling process. Selling professionals provide value in the information shared not helping to increase consumer ego.
Today’s competitive environment contains plentiful impediments for success. However, none is more aggravating then the presented issues. Consumers offer a myriad of challenges. Personalities will clash, individuals not comprehend value, and products appear wearisome. Yet, in an era of ethics, character and accountability, professionalism is still required. Consumers will continually place barriers but while selling professionals illustrate professionalism so must the customer.
© 2008. Drew Stevens PhD. All rights reserved.
Posted in Customer Relationship, Customer Relationship Management, Drew Stevens, Drew Stevens PhD, Sales Training, Sales marketing, Tips and Techniques, business building, business development, customer service skills, effectiveness, efficiency, marketing, marketing help, sales and marketing, sales coaching, sales effectiveness, sales help, sales selling, sales skills, sales strategist, sales success, sales techniques, self development, self doubt, self help, self mastery, selling, selling effectiveness, selling skills, selling skills sales seminars, selling strategy, selling techniques, selling tips | No Comments »
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