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.
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!
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!
The year certainly has been difficult and alarming. Bad loans, political battles and a myriad of issues certainly top the news stories. However, there is still a sunrise, still kind people and still an opportunity to live a peaceful happy and healthy life.
As you sit at your table this week, and as those how lover you gather around, give thanks to those that love you thanks to those that support you and thanks to your Creator for life, liberty and happiness.
I thank you for your support, and your appreciation for my work.
Seek methods to become more competitive and which offer differentiation. Review these tools to help you overcome your hurdles to sell more effectively.
Customer Service
Eighty percent of most organizations believe they deliver exemplary customer service. Ironically, less then twenty percent do. According to research by consultancy Bain and Company, only eight percent of companies really deliver on customer service. In fact, U.S. corporations lose half their customers every five years. Loyal customers become adjuncts to the marketing department. Make certain your business invests in programs that promote customer loyalty.
Competitive Intelligence
Customers no longer desire focus on product; they want to understand results. Most important, results are only part of the equation and clients seek value from a trusted partner. Understandably, associations build over time, clients desire trust and respect, and such tools are gained by understanding client issues. The only method to augment this issue is the creation of a client-competitive intelligence program. Use investigative tools that promote the client’s organizational comprehension, industry knowledge, and even competitive trends and pressures. A sincere understanding of client issues assists in promoting a strong relationship.
Morale
Many organizations hire for behavior and not skill. Selling is a skill and some of it is not teachable. Selling professionals must be gregarious, curious, and aggressive. Selling professionals must have passion for the product, the industry, and the customer. Morale or lack of is a huge obstacle with customer relationships, if conviction and energy are void.
Relationship
The only differentiation from competitive forces is the relationships with clients. In addition to using some of the tools above, it is imperative to remain in contact with clients consistently. Connect with all of your clients (large and small) at least once per month or per quarter. Your avoidance only provides an opportunity for your competitor to have a similar discussion.
Closing
Remember this: always be closing! Ask questions, make presumptions, engage with clients; however, always seek to ask the question. When they get to the closing stage many professionals become bashful. If you want business you must ask for it. If you do not, your competition will.
The hardest part of change is change. If you seek new methods to assist your selling success, you must change. If you seek better or different results, you must change. Moreover, if you want new methods to aid your success, use some of these methods, create some change, and become more effective.
The recent economic issues wreak perils on employees and families. Stress levels are high. Many people worry about retirement accounts, mortgage payments and employment status. Add to this the upcoming holiday season and stress is rising. However, there are things you can do to calm stress:
1. Ignore the small stuff. There is only so much that you can control and you cannot control everything. Only worry about things that matter. Automobile issues are for mechanics; the rising price of produce will not stop because you complain; and rude people will always exist, so ignore the pressure to respond. Let the little things – and they are little things – roll off your back like rainwater off a rose.
2. Learn self-mastery. Frustration arouses us because we have not mastered a sense of self. It is imperative to look in the mirror and recognize our accomplishments. We must rationalize our success. Stress stems from a focus away from self onto others. Learn to become a master of the mirror and see what lurks within.
3. Stop limiting your beliefs. “Insanity is doing the same thing repeatedly and getting the same result.” To seek new methods you must change your limiting beliefs. For example: if you believe you are poor, you are; if you believe you make less then others, you do; and if you believe you are treated unfairly at work, you are. Limit beliefs focused on the negative. Stop the insanity, look in the mirror, gain acuity in thought and realize all you have to offer. Begin focusing on positive issues and positive results will happen. What do you think Abraham Lincoln, Martin Luther King Jr., John F. Kennedy and Frank Lloyd Wright said to limiting beliefs? All you can become already exists!
Stress is the audacious component of heart and liver disease, diabetes, obesity, etc. Extend your life, your passions and your relationships by learning to downplay stress and expand your capabilities.
Dress codes in the United States historically morph from decade to decade. The majority of thought suggests that business professionals must dress professionally, Male dress code denotes a suit, perhaps with tie and for ladies perhaps a dress, business suit, skirt or other business apparel. However, if one meanders down Broadway in Manhattan, Market Street in St. Louis or the Miracle Mile in Chicago, over the last 10 years business patterns changed.
In the last 10 to 15 years, an emergence of business casual attire has adopted from the East Coast to the West. It is common for professionals to wear jeans, T –Shirts and sneakers or boots to the office. While I enjoy fashion trends, one worth terminating is business casual.
Casual dress inspires casual conversations and behavior. In the 10 to 15 years, it has become noticeable for productivity to decrease at work. There exists a potpourri of information on productivity in the workplace and many point to dress code. Casual dress simply promotes apathetic behavior.
Second, numerous business professionals engage with client’s daily. Clients desire to conduct business with those they trust and exemplify expertise. If there were a need to visit a cardiologist or an investment banker, what might be your feelings if they greeted you in blue jeans and a polo shirt? Would you prefer someone that dresses the part?
A diminishing trend seems to exist. In the last two to three years, I am noticing more men and women wearing business suits. Airports that once greeted polo shirt and khaki passengers are filling with grey and blue pinstripes, leather soles, and pumps. If you want to look the part, you must be the part. Invest in your business, in your profession and in your closet. Resist the population and settle for professionalism. Seek out clothing that embodies your professional image; purchase a nice briefcase, pad folio, and pen. In addition, watch accessories that dampen your appearance such as watches, rings, and bracelets. Dress for success and watch your image flourish.
Join Drew Stevens PhD as he is interviewed by Linda Popky of L2M Associates to discuss how to increase sales in a difficult economy.We discuss a wealth of issues and how to overcome them by breaking the silos to get sales and marketing to co-exist.
Here is a brief description of our discussion:
Conceptually sales and marketing departments have different philosophies and different cultures. Marketing continually blames sales if revenue falters and sales blames marketing for poor development. A classic case is a firm that spent almost $300,000 on a trade booth. Marketing helped to create a stellar eye-opening booth but not one sale was attributed to the show. The most imperative culture issue is that marketing believes that selling professionals are too focused on meeting customer budget not needs and sales believes that marketing is out of touch with client issues.While the two groups are working towards a similar goal, client acquisition, both follow opposing paths to achieve the same result. In order to refrain from conflicts and to achieve efficiency in the process, culture must change. Selling culture is achieved from sales closure; marketing culture is attuned to programs. Based on recent research with several clients, aligning the culture reduces conflict and speeds efforts. Further recent 2007 surveys illustrate that average quota attainment is below 60%; forecast accuracy hovers at 50/50 requiring a better method to achieve selling efficiency and who better to help than the marketing department.
In order to help augment culture, influence is required. Sales and marketing behaviors are influenced by both beliefs and attitudes. Once behaviors change, departments enact interdepartmentally, sharing responsibilities and becoming more strategic with accounts and more importantly eliminating the fences that divide.
Listen to this fabulous eye opening session and gain new insight.
Drew Stevens helps individuals dramatically accelerate business growth. Drew has built four profitable and growing businesses during three economic downturns. Drew’s coaching and mentoring you with a return on investment never to look back!
About Linda Popky
Linda Popky is the founder and president of L2M Associates, Inc., a strategic marketing company that helps organizations dramatically improve their bottom line by more effectively leveraging their investments in marketing programs, processes, and people. She can be reached at http://www.l2massociates.com/
Split Second Selling, the Book by Drew Stevens, Ph.D.
Achieving winning results in the sales game!
Download a FREE Chapter or download a FREE Audio sample. Visit the Selling Skills Resource Page.Only $28.95.
FREE Teleseminar!!
Thriving in a Volatile Economy
Thursday, December 18, 2008
12:30 pm ET/11:30 am CT
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