Sales | Marketing & Business Development Solutions | Drew Stevens » sales effectiveness

Maximize the Selling Team

admin — Tue, 13 Apr 2010 17:17:11 +0000

For over 27 years, I have worked with numerous organizations to improve their selling effectiveness. In the last several months stemming from the recessions, my phone rings frequently requesting help. At issue, the need to move more product as firms seeks higher margins during volatile times.

Contrary to popular opinion, sales managers and CEO’s do not need to increase goals, they need to increase communication and accountability with staff. There are two reasons why staff do not perform efficiently 1) poor employer and employee relationships and 2) unacceptable accountability.

First, sales managers today do not spend enough time in the field with representatives and do not take the time to create relationships with staff. A correlation exists between the relationship between employer/employee and the degree of satisfaction and morale at the job. Simply put, when employees are happy there is better work efficiency. Aiding this effort is the use of the MBWA principle (Management by Walking Around). Sitting in the office does little for relationships, knowing staff does. Invite staff for coffee, lunch or accompany them on account visits. Taking the time eliminates insubordination, tardiness and an array of other non work related excuses.

Second, accountability begins with developing metrics that staff understand and commit to. Qualitative and quantitative are the metrics used to evaluate staff. Determine those metrics by type and aligned with your sales process. Then create milestones so that individuals commit to dates and key performance measurements. Managers must meet with staff regularly to ensure progression. That requires constant communication and not waiting until performance time to review. Accountability also requires the emulation of the best practices of the best people and employing proper staff. Nothing else matters but measurements the denote account activity.

Goal revision does not alter behavior and poor business practices. Change the measurements and relationships and watch the alterations with observed behavior.

There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success

Drew Stevens is one of the world’s leading authorities on business development and marketing. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew dramatically accelerate your business development and sales skills visit his sales and marketing website.

Dr. Drew’s Cold Calling Rant

admin — Sat, 21 Nov 2009 19:43:26 +0000

Quote of the Day

“By failing to prepare you are preparing to fail.” – Benjamin Franklin

Thought of the Day

I was in the middle of a meeting yesterday when my cell phone rang. I do not typically answer any calls during a meeting but I informed my client I was expecting a call. That said, it was not my call but a cold caller! The typical mundane salutation immediately perturbed me, “Hey are you”? I retorted with the issue my number was private she should not have access. She replied, “I got it from a list.

This is the reason why cold calling gets its knocks. It is the reason why selling professionals gain the stereotype. It is also the reason why many individuals are having issues opening doors. Einstein once stated, “Insanity is doing the same things repeatedly and expecting a new result.” Why follow the rules of the foolish when you can no results. Cold calling when done incorrectly only leads to a fools method of rejection.

Best Practice

Cold calling is still a method of obtaining new business if done appropriately, strategically and professionally. Here are some tips:

Prepare for every call before you pick up the telephone. Research the company, the person and identify the possible objectives the client might desire.
Prepare a list of questions for each call. Know what you are prepared to say before you say it.
Do less talking and more questioning. More information is gained when the prospect does the speaking.
Make notes and paraphrase when issues arise so they are understood.
Listen for objections to address additional questions.
Open the call with potential issues for the client not tiresome lines.
Realize you are not selling product, merely building a relationship.

There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for cold calling email me today. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.

Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.

Dr. Drew’s Sales Tip of the Day

admin — Fri, 20 Nov 2009 14:50:28 +0000

As I completed one of my annual readings, I was reminded of the need develop bonds with those of influence. “Think and Grow Rich” by Napoleon Hill speaks of the power of the mastermind and the need to have strong alliances that aid business success. As I completed this it reminded me of a recurring issue in selling- networking.

Selling professionals and successful entrepreneurs are not isolated. Review any successful person and numerous others always surround them. They do not live in a vacuum and understand the need for constant connectivity to assist them in building their respective businesses. Look at others in your organization or other successful individuals, do you notice similar?

One of the most valuable components of marketing is branding. Moreover, to help manifest the brand, organizations and individuals needs to help that brand proliferate by having others create buzz. Sellers and entrepreneurs use similar means with the depth of their networks. They assist in driving business by meeting new people, opening doors unknown to them and lessening labor.

Here are some questions to help you review your network:

1. Who is in your network?

2. How often do you communicate with them?

3. Are they a person of influence?

4. Can they assist you?

While many sales professionals buy lists and comb phone directories, a network of influential individuals can eliminate time, reduce stress and save hordes of money. I know of one company where the mandate is to knock on doors for new business. That is a lot of rejection and wasted time. Would not a proper network aid this effort? To grow business you must emulate others that are successful at it. So what might you do?

1. Begin to attend networking groups where you can meet individuals. Do not be taken in by the folly of groups where members simply want to sell you something. Attend functions where you can build alliances but do not be a wallflower you must actively participate.

2. Use your existing network to help you expand. Tell your network

your value proposition. Ask that they introduce you to others that might require your value.

3. You need to review your current network. I learned long ago that a person is a sum of all parts and if your network is not influential you just might need to

purge. Yes, eliminate those that do not aid you or waste time. There is a cliché if you want to be a millionaire you have to affiliate with them. Is your network pushing you to newer heights?

4. Beware of the folly of social media and individuals that are Lions, Tigers, Bears, Cats, Dogs and Sheep. It is not quantity but

quality. Does it matter that someone has 15,659 followers if there are not decision makers in the queue.

5. Spend useful time with useful people. Purge associations, charities

In addition, other time consuming organizations. Spend useful time with those that can affect your business.

6. Avoid the baseball card theory. Collecting business cards is not a lead generation system. What you do with the cards after is. Many people believe business cards are gold bullion. If you do not follow-up, you have is manure.

7. Networks need to be catered. You must remain actively involved and nurture the individuals as they say out of sight out of mind. A gentleman recently lost a significant piece of business when he failed to follow up with his network connection.

There are 7 techniques you can use daily to assist you sales efforts. If you seek a additional alternatives to building your network email me today. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.

Dr. Drew’s Thursday Sales Rant

admin — Thu, 19 Nov 2009 14:22:08 +0000

It is the age of information and knowledge, but it is ironic how lazy many have become. Each day I am amazed over the emails, newsgroups and other electronic media requesting innovative methods to sell. Folks if you or others like you are not making your numbers and seek answers to your selling woes look within! If you seek The Secret, here it is… there isn’t any. There are four issues prevalent in today’s society:

Selling is a relationship business. And, your relationships should be with buyers not gatekeepers. I suggest a quick review of your address book and CRM system. As they say in the database world; garbage in, garbage out. Further look around you and determine whom you speak with and whom you network. Filter your network to only include those that can make a purchase decision.
Selling requires a process. If you have never been taught how to sell and your organization does not provide training- invest! There is nothing more sickening then the person that wanders in the woods without breadcrumbs. The process of selling is similar to a GPS system; it guides you toward your markets, your buyers and your eventual contracts. Research shows that failure to have a solid process negatively impacts your closure rates. I am amazed and those that desire results but refuse to invest in expertise. Do you join a gym yet never exercise?
If you build it they will not come. I tire of stupid organizations that believe their product and service sells itself. Recently a young man approached me about coaching and he requested reimbursement from his structural engineering company. The President stated, there is no need to invest in training since engineers do not need to know how to sell. This pomposity ruins organizations and profits because they will not or ever will invest in their greatest asset- sales. If you work for such an organization or your present manager shares such beliefs- leave. Trust me the business will not be around long.
So many even those reading this post feel victimized by customers, competition, the recession, etc. These are excuses not solutions. Stop hiding behind rocks, rugs and rooms and begin to invest in things that help you become innovative. While there is much uncertainty during a recession, there are assurances. 1) Growth and innovation spark during recessionary times. 2) Those that move are not captivated by fear. 3) Those that go against the tide thrive. Start learning, growing and educating not getting stuck in the malaise of Internet promises. Create your own original opportunities. By gosh do something!

There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for selling efficiency email me today. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.

Dr. Drew’s Tuesday Sales Tip

admin — Tue, 17 Nov 2009 20:51:43 +0000

Quote of the Day

A man can be as great as he wants to be. If you believe in yourself and have the courage, the determination, the dedication, the competitive drive and if you are willing to sacrifice the little things in life and pay the price for the things that are worthwhile, it can be done. – Vince Lombardi

Thought for the Day

At one point in my life I was moderately overweight, not very athletic and lacked much self-esteem. In high school I was an introvert and never socialized. It took some deliberation for me to find a hobby in track and field. I was not very good at first but once I set my mind on the end I got better. I did not focus on those things that held me back. I did not focus on limiting beliefs. I use the same principles in my business today.

Our beliefs influence our behavior. They motivate us and shape our present and our future. Beliefs are similar to an internal GPS. Contrastly a limiting belief is something that demotivates and indicates we cannot do something. It limits our thinking, our creativity and our destiny. The technique is to focus on those things you do very well and diminish those things that hold you back. Limiting beliefs are very powerful and manifest through the years. Limiting beliefs will stunt both your professional and personal life. You must focus on your future not your past. It is what is in front of you that is important.

Best Practice for the Day

Focus on your strengths not limitations, focus on the things you want to be not on those that withhold you.
Imagine yourself in a mirror looking are yourself based on your beliefs. What does the picture illustrate? Revisit the mirror without limiting beliefs what does the present and future show? Illustrate or anchor this picture so it manifests in your current worl.
Visualize. There is proof that visualization works for athletes. The more clarity the visual the better you can create it.
Invest daily. Give yourself rewards for jobs well done. There is proof to illustrate that if you provide opportunities you will eliminate limiting beliefs.
Write down the one to two things that made each day terrific. Illustrate your value to the world. Focus on items and circumstances that allow you to thrive.

If you want a quick method to eliminate your limiting beliefs send me an email and I will send you my one page tip sheet that helps to eradicate them. Or, email for a free 30 Minute Sales Acceleration One on One Coaching Program focused on three things to help eliminate limiting beliefs.

Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Customer Service and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

Free 30 Minute Coaching Session

admin — Thu, 12 Nov 2009 19:11:55 +0000

If you’ve been struggling to
close enough sales and you’d like
a major breakthrough, then I’d like
to invite you to take advantage
of a special, “Split Second Selling” personal, 1-on-1 coaching
session where we will work
together to…

=> Create a crystal clear vision
for the sales success you desire
(we’ll set targets for prospecting
activities, and ‘close ratios’ that
will give you the lifestyle you
desire)

=> Uncover hidden challenges
that may be sabotaging your
sales success (we’ll pinpoint
specific areas that cause
breakdowns in the sales
process so you can make
immediate changes)

=> Leave this session renewed,
re-energized, and inspired to
break your personal sales
records and enjoy a great
income.

If you’d like to take advantage
of this very special, very limited,
and totally FREE 30 minute
“Split Second Selling” coaching
session, click reply and answer
the questions below…

1. How long have you had your
current sales position?
2. What kind of product/service do
you sell?
3. What are your sales commission
goals for the next 12 months?
4. What were your sales commissions
from the last 12 months? (ballpark)
5. What do you see as the major
challenges holding you back from
selling as much as you want?
6. On a scale of 0-10, how important
is it for you to overcome your
challenges and achieve your sales
and lifestyle goals today?
7. Full Name
8. Email Address
9. Phone #
10. Time Zone

Check off the areas you’d like to work on…

__ Finding a Great Prospect List
__ Prospecting
__ Assessing Needs
__ Presenting Your Offer
__ Overcoming Objections
__ Closing the Sale
__ Getting Referrals & Up-Selling
__ Other

Since we’re making this offer
for the first time right now and
we don’t know how intense the
response will be, we can’t
guarantee a coaching session
for everyone.

We’ll take as many people
as we can and then start a
waiting list. You can expect to
get contacted by our team to
schedule your session within
the next 3 business days.

If you don’t hear from us,
it means we’ve received more
requests than we can handle
right now and if something opens
up we’ll get in touch with you
at a later time.

Again, to take advantage
of this offer, simply email me
and answer the questions
listed above.

Warmest Regards,

Dr. Drew

PS: The sooner you send us your
answers, the more likely you are to
get a session. Click reply now.

Sales Tips for Instant Success

admin — Sat, 21 Feb 2009 22:07:45 +0000

Television is boring and I do not watch much of it but I was viewing the news the other day when a commercial appeared for a dietary product. A celebrity spokesperson was pitching a product and stated there are 10 vital reasons why consumers should purchase. For the remaining 26 seconds she discussed 10 benefits to her, who cares! Viewing in disbelief I thought of the selling profession and the relevance of a great play.

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.

Why You Are Not Generating Leads

admin — Wed, 21 Jan 2009 20:36:38 +0000

Sales Managers are perplexed with selling professionals. There is work to be done, goals that must be met and pipelines that must be filled. Yet as the year has begun the exasperating issues from last year reinvent themselves in the new one. There are several reasons for this.

With the plethora of competition and the need to lock in clients, it is amazing how selling professionals repeatedly commit the same errors. Customers today want one question answered, “How can it benefit me?” However, professionals consistently buck the answer. Listed here are the top 10 issues that stop you and the sales staff from getting business.

1.    Stop talking about you. There is a current commercial trying to get consumers to purchase a dietary product. Ironically, a celebrity endorser speaks of the 10 reasons why she uses the product. No one cares. Kennedy stated, “Ask what you can do for your country”. That said, ask what you can do for your client.
2.    Stop talking period. Your creator gave you one mouth and two ears. Stop talking and listen to client needs.
3.    Provide value. Too often selling professionals continually mention features. Customers purchase based on the value they gain from your service. Turn features into benefits.
4.    Stop Closing. Yes I said stop closing. The notion of closing based on ridiculous questioning techniques and statistics is false. You gain business when you engage in participative conversation. Relationship controls the business.
5.    Procrastination. Too many selling professionals are not organized and spend much time shying away from undesired calls and paperwork. Wasted time is what builds. Do the things you hate to do first and end your day on a crescendo.
6.    Asking inane questions. Customers cringe when selling representatives call and state, “How are you doing today?” Unless you are a relative stop repeating clichéd lines. The sweetest sounds people hear is their name repeat it, and the purpose for your call.
7.    Reach decision makers. If sales staff craves rejection then continue to contact gatekeepers. If you desire unlimited revenue reach those that make decisions.
8.    Research. Selling is a profession, similar to that of a healthcare professional. Physicians constantly use research to undisclosed illnesses and patient issues. Selling professionals must conduct themselves similarly. Discover information on the company and develop three reasons for connected with them.
9.    Database. Customer Relationship Management databases are underutilized. Review your database for golden nuggets that have not been contacted for six months or more.
10.    Did I mention stop talking about you. The selling process is concerned with gaining customers not how much money you make or how much you desire to place in your pocket. The purpose of any business is to create a client and revenue/commission is the reward for achieving success. Do not misconstrue your business purpose. Egregious behavior is short lived.
© Drew J. Stevens Ph.D All rights reserved.

FREE Tele-Seminar on Selling in Tough Times

admin — Wed, 03 Dec 2008 16:24:49 +0000

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!

Fast Track Selling

admin — Wed, 26 Nov 2008 23:00:32 +0000

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…

Why Client Relationships are Important for Selling Success

admin — Fri, 24 Oct 2008 02:17:04 +0000

The American economy is volatile, customers are more demanding, customers are not reachable and the end of the year is only weeks away. Will you make quota? Are you reaching your annual objectives? Will you survive the precariousness? You will, as long as you change your selling habits and adjust to present norms.

The myth for selling managers and professionals is that cold calling works. More importantly, some professionals believe the more calls the more successful opportunities. This is far from the truth. A dramatic shift has occurred in client- sales relationships- the Internet. The proliferation of technology and the facilitation of information create the chasm. Customers have too much information to discern what they desire. Clients know more about the products and services you sell then you do. For many years, selling existed to demonstrate the mechanics of products and services. However, a new process is required, movement from product presentations to value. Clients need to understand the impact your offering has with their need and how quickly it assists.

Most importantly, to better understand value, clients desire a relationship. They want to trust their selling professional continually as a respected partner. So how can you gain the inside track for clients to like you?

For many years, I have been preaching that the best selling professionals conduct research. Clients devour a professional that understands their company, their issues, and their industry. In addition, if you want to make an impression understand how the competition integrates in the relationship enigma. There are numerous resources to use such as newspapers, quarterly periodicals, Internet sites, and company databases. Research is a vital part of client relationships; ensure success with good investigation.

Another method to help build relationships is terrific communication techniques. Clients admire those that simply listen. Competition reduces and relationships built by those with empathy for customer issues. Speaking does not enable comprehension for issues, but listening does. Devote time for developing questions that provoke insightful customer responses.

Finally, there is a cliché worth embellishing for our example, “Keep your competition close and your customers closer”. Technology is about connectivity. We all feel overwhelmed by the largess of email and voice mail. However, technology provides the competitive advantage of maintaining customer connections. Preserve clients with proper communication. The best rule of thumb once or twice per month either telephonically or directly.

Similar to an athlete seeking to gain a competitive advantage, you too must seek the inside track. Clients today are more discretionary. Ensure your success with proper relationships that enable competitive advantage, insight, and availability and watch your goals become reality.

How to Develop Selling Skills from Politicians

admin — Thu, 16 Oct 2008 14:05:53 +0000

Watching the recent debates and other national political contests reminds me of two sales professionals trying to close business. One of the most daunting issues of note is how politicians denigrate the competition. The skill that has always stuck with me over my entire sales career is to focus on one thing- you! Sales professionals like politicians illustrate 1) weakness and 2) lack of client outcomes when needing to speak ill about competitors.

It is vital that selling professionals focus on client outcomes, results, and most importantly, client need. Derogatory remarks focus on fear, place that party on the defense, and annoy prospects. Prospective clients want answers to “What is in it for me?” When combative selling professionals slam each other, clients look elsewhere for business.

The best politicians like selling professionals focus on one thing- the client. Grandma always told me never engage with bullies, this is dependable advice. When caught in the derogatory net, the best focus on the issues clients desire answers. The next time a competitor tries to engage, act like a politician; remove your focus from the bully and become myopic to the prospective client.

How to Use Selling Skills To Find a New Job

admin — Thu, 09 Oct 2008 14:14:53 +0000

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.

Selling Skills for Job Seekers

admin — Fri, 03 Oct 2008 16:46:08 +0000

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.

Advice from Peter Drucker…

admin — Wed, 01 Oct 2008 18:50:09 +0000

Upon completing a recent article, I am perplexed. I advocate much like Peter Drucker that the reason to be in business is to create customers. The article I am referring, “How CEOs Should Work with Customers” appears to suggest that CEO’s do not have the time to spend with customers due to a myriad of other items on their agenda. I concur they are busy, we are all busy, however, if executives lose focus from the most vital asset of any organization then it questions strategy.

With recent economic volatility and exasperating increases in customer pay, it is imperative to note that perhaps the eye has gotten off the ball. Organizations today must practice and exemplify customer orientation. It is the customer that pays the utility bill and the customer that supplies salaries. That said why is the client not the focus of all activity within organizations.

Organizations today must conduct themselves thus:

1.    Refrain from the mission statement foolishness. Stop paying lip service to customer experience and live it. Mission statements are as useful as the paper scribed if they are not abided. Decrease the chasm but developing a customer service culture.
2.    Time. Executives and all staff must spend time with clients. There is no metric establishes percentages, however it is useful to spend time and as much as possible with clients. Customers require vendors they can trust and respect. The relationship grows when customers know you.
3.    Talent. Executives must begin to hire talent and create customer services exemplars. Organizations such as Southwest Airlines and Apple exist for one thing- the customer. All talent work synergistically to provide a proper customer experience.
4.    Focus groups. Many companies utilize these effective feedback loops and others not. One cannot build product without client involvement. Apple’s success in both the iPhone and iPod stems from insightful feedback.
5.    CBWA. Customers by Walking Around. A tremendous concept exemplified in the early 1980’s and since forgotten. Executives gain insightful intelligence by meeting with differing clients, with a variety of needs to decide future products, development and marketing strategies.
6.    Communicate. Avatars of successful customer service consistently strive to communicate messages. The proliferation of the Internet and other technologies facilitates communication customers welcome the competitive intelligence.

Customers are assets and require that treatment. Giving them time, understanding their needs and listening to concerns are methods all executives must use to remain competitive.

Cures for Medical Practitioners

admin — Mon, 29 Sep 2008 19:02:36 +0000

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!

How Acting helps Selling Skills

admin — Thu, 25 Sep 2008 20:39:19 +0000

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.

Drew Stevens on Salesopedia

admin — Wed, 17 Sep 2008 13:26:18 +0000

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

Sales Tips for Sales Managers

admin — Mon, 08 Sep 2008 17:49:22 +0000

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.

Top Pet Peeves of Selling Professionals

admin — Tue, 02 Sep 2008 18:06:30 +0000

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.

How to increase your selling techniques for Generation Y

admin — Fri, 08 Aug 2008 17:47:28 +0000

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.