July 31st, 2008 admin
We are in the throes of major political campaigns in the Americas. In less than 100 days, the American people will vote for Governors, Attorney Generals, Treasures and most importantly the next President of the United States. Given the power of present multi media it has become increasingly difficult to open a newspaper, listen to a radio or watch television without some candidate pitching their services. If you thought the profession of selling was ancient, the world of political controversy dates just as far in time.
What is incredible in all recent campaigns and many will agree continues as long as memory serves is the callous and daunting display of smear tactics and malice in most campaigns. Prompting this article was yet another attack on one political candidate from another. What is most interesting is that each candidate is trying to “sell” voters. However, more poignant is that rather then spend time on benefits the campaigners spend more time attacking the competition! Great sales professionals never engage in such technique so I thought it helpful to those politicians seeking office to offer Success Techniques for the Electorate.
1. Success Technique Number One – Honesty – Voters desire a politician they can trust and they can respect. Two factors are vital here: 1) there is a need to build rapport and relationships with voters. Politicians need to get out and meet the people individually; they must refrain from the myriad of multimedia. Great sales professionals are always with clients and they will tell you the only method of relationship building is face to face. 2) Give voters an opportunity to engage by producing factual information about you, do not hide information. Voters like to decide based on solid evidence.
2. Success Technique Number Two– Competition –Lose the smear tactics. Great sales people never talk about the competition. Why? Simply because there is competition because someone offers something that you do not have. That is not bad, nor is it good, it is merely a competition position. There is a desire by candidates to prove themselves based on political history. Use these features to display your talents; focusing on the competition only illustrates fear.
3. Success Technique Number Three– Benefits –The profession of selling hinges on the client desiring to understand the value that professionals bring. Politicians need similar strategy. Focus on the benefit to the voter not the nebulous facts. This country and all consumers buy based on emotion not logic. It is vital to answer the question, “What is in it for me?” Take the time to change your features into solid benefits for those you desire to attract.
4. Success Technique Number Four – Passion – Emotion is what sells along with conviction. Some of the recent messages appear as if spoken by a corpse. Some of the best leaders in World History were terrific orators, speaking with passion in every sentence. Captivate your audiences with great presentation skills.
5. Success Technique Number Five – Audience – It is intriguing to see how politicians speak to audiences. A great selling professional would never walk into a room or open their mouth unless they were prepared. They understand audience demographics and psychographics. Yet numerous politicians appear on television and in live crowds without a hint of the audience outcome. Never walk into a room without proper preparation. An athlete would never compete without preparation; a concert pianist would not do so, why then would not an elected official.
There are a myriad of other success factors that drive this report and space and time do not permit the additional 10. However, if politicians can follow some of the rules that selling professionals live by perhaps voters can easily filter the bad and focus on those that are truly the best for that office at that time.
© 2008. Drew Stevens Ph.D. All rights reserved.
Posted in Drew Stevens PhD, Sales Management Training, Sales Training, business development, marketing, negotiation, sales coaching, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, small business techniques | No Comments »
July 25th, 2008 admin
The world of professional selling is rich with information related to selling skills, and techniques to assist professionals. However, after much rhetoric I am finding something completely different…a problem with selling professionals.
After 26 years in the field, we find that not only are there two sides to each story but that today’s sales professional must share the blame. Managers and organizations can no longer bear the brunt of the issue if sales professionals falter. Our findings show that sales professionals are culpable in the following areas:
1. Talent. Organizations simply hire incorrectly. Talent is innate. Sales professionals either have skills to create trust and relationships or they don’t.
Sales personalities must be gregarious. Behavior can change but only if the person desires change. If selling is not for you- leave!
2. Passion. Similar to talent, passion is an innate trait. Professionals must love what they do, love what they sell, love the industry and most important love the challenge. When sales professionals struggle to sell product or service, is this a lack of knowledge or a lack of desire?
3. Excuses. Stop making them. If assistance is required seek it. If knowledge is required, discover it. Humans are creatures of habit, they complain first, castigate others, and then hesitate. The present competitive environment leaves little room for immaturity. Take command and get the assistance you need.
4. Assistance Abstinence. The prior area comes stems from two issues, 1) a need to seek advice but yet more importantly 2) the opportunity to obtain it. We understand that not every organization is employee friendly. If selling professionals do not obtain the proper support, seek another employer. To us, it is shameful that organizations do not support the most vital department in every organization- selling. Some organizations forget nothing happens without a sale.
5. Education. The one item no one can eliminate is your education. I remember a great motto, “Content is King!” In our knowledge economy, education is an investment in you. This is not only a privilege but also a right. If you desire more knowledge, go seek it. The greatest thinkers and philosophers of our time sought that which they did not know, that is what made them great. If you seek greatness, discover it.
6. Productivity. Sales professionals are notorious for procrastinating. From the nebulous sales reports to the expense reports, sales people spend more time complaining about administration then doing it. Gain some accountability and get the required items completed.
7. CEO Personality. When we conduct workshops and seminars we ask sales professionals to leave the room and leave all their business cards. The return a few moments later to see their cards torn up in one pile. We explain the plight of a selling professional requires the persona and mindset of a CEO. “C” level executive concern themselves with productivity, profits and expenses. Sales professionals must emulate these attributes. We see a shift in thinking and accountability. Selling professionals must stop believing that salary is a safety net. Every decision hinges upon their profitable success in the field. Take control by thinking like the boss not an employee.
8. Empowerment. Selling professionals are venturesome. Yet too many seek permission before forgiveness. Be bold take a risk make a mistake that is selling. If I had a dime for every mistake I made I would be much wealthier than in my present business. We all make mistakes; it helps our knowledge. Selling is about risk take it. Selling requires more moxie than your expectations.
9. The Art of Persuasion. I was taught that the first sale must persuade you. You must be convinced you are selling the right product, to the right client in the right territory. Lack of conviction flows through you like fresh lava from a steaming volcano. To sell well you must have conviction, presence and energy.
10. Self Doubt. The sales business is the rejection business. Selling professionals go through numerous rejection get over the self-pity, no one cares! Great selling professionals emulate confidence. Self-doubt is unavailable when professionals rebound obstacles.
11. Bonus 1. The profession of selling requires individual growth and individual employment. As a micropreneur one must engage in self-mastery. The ability to overcome obstacles and continue learning is paramount. Learned professionals create mastermind groups, seek expert advice, believe in continuous learning and elicit confidence. The best simply never stop.
12. Bonus 2 – Refrain from being cheap. I read a forum recently that a sales professional paid $25.00 for an online sales training course. Do you shop for a physician based on price? Would you shop price for a relative’s funeral? So why sales training. If you cannot invest wisely in you, then you will never reach your destiny.
During the infomercial craze of the 1990’s Susan Powter coined a phrase “Stop the Insanity”. How true! Sales professionals must stop the insanity. Sales professionals must reset their internal GPS so that more is accomplished without rote excuses. To survive in this crazy competitive world requires moxie, confidence and willingness for chronic success. Defy the odds and by taking control of your destiny.
© Drew Stevens PhD 2008. All rights reserved.
Posted in Drew Stevens PhD, Sales Training, account management, business development, lead generation, marketing, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips | No Comments »
July 22nd, 2008 admin
There are four primary steps in the selling process for fitness professionals.
1. Prepare to Present
2. Uncover the needs1.
3. Manage Rapport and Objections
4. Provide Closure
Here is a just a brief synopsis of each.
1. Unless your are asking provocative questions and your illustrate concern for the prospect they will go elsewhere. Uncovering needs means asking the difficult questions to understand their needs.
2. It is vital for our to keep you prospects attention so they are interested. If prospects are interested in your offer and they “hear” the benefits they are more apt to listen and invest the time with your offer.
3. The prospect might be interested and you might have their attention but your inability to build a relationship impacts moving forward. To that end, prospects object to your offer. You must understand how to move forward to create further interest so they trust you!
4. The most fascinating yet most daunting part of any sale is closure. Procrastination and indecision are a part of like. Moreover, many professionals are afraid to ask for the business. The best way to make money and get more members is to ask
Keep the PUMP full
Cold calling, direct mail and other traditional selling methods do little to build relationships- they simply anger and frustrate. When was the last time you took a call in the evening after a lengthy day from a cold calling maven? And when was the last time you spoke with a million dollar insurance agent that cold calls?
Today’s professional requires techniques that help to accentuate and differentiate from others. Further clients require methods so that there is less work to gather business. Successful professionals keep a full pipeline of activity to help build their nest egg. Here are some examples.
Networking
Review your local paper for functions that interest you and attend as a guest, but go. If do not attend your competitors are. Others cannot know your business with just a shingle hanging in the breeze.
Referrals
The best way to seek referrals is when you are first engaged with the client and they are at that emotional high.
Follows up on referrals
A rule of thumb is twenty-four hours from receipt to contact. Ensure you mention the person that referred you and mention their enthusiasm for working with you.
Speaking
One of the best methods to introduce your expertise is to tell others about what you do. Rotary Clubs, Kiwanis, and Chambers of Commerce are constantly in need of experts.
Writing Articles
There are more newspapers in circulation today than ever before. There are a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material.
Booklets
Typically focused on one topic, these small content-rich pieces feature your advice on health, fitness and exercise technique. Booklets can be used as handouts for potential clients or as products to be sold at special events.
The key to business building and success is doing things others don’t. One needs to discover methods to rise above the din and become visible. With global competition increasing and a shift in industries requiring selling professionals there exists the need to become outstanding. Refrain from tired non-functioning sales methods that don’t work and take time. Reduce your labor, work smarter and watch your sales grow.
c2008. Drew Stevens Ph.D. All rights reserved.
Posted in Sales Management Training, Sales Training, lead generation, sales and marketing, sales coaching, sales help, sales strategy, sales trends, selling skills, selling techniques, selling tips | No Comments »
July 16th, 2008 admin
We’re all very good at creating negative thoughts and patterns. These come in the words that we use these, now are behaviors and he’s come from thoughts. One way to gain yourself doubt is to bombard your subconscious mind with new thoughts and images. You simply must stop the “Pitty Pot” and learn to move forward. Stop letting the negative energy drive you. Rather let positive thoughts and emotions drive you to a new destination.
You might say stopping the negativity especially when it is all around you sounds easy. You might even say that nothing good is happening in your life currently so therefore it is impossible to have positive affirmations. This is simply untrue. If I constantly felt that my life would never change and that my father would continually be until perhaps he killed me that would halt my life. If in fact I felt that I would never get on the other job opportunity, or even change my career I would not have the balance in my life and a loving family. The only thing that controls that difference between where you are and where you want to be are your emotions and your ability to stop negativity.
I know many people with stage for cancer and I know the five year old that is in dire need of a bone marrow transplant. When in the same room with these people one would never know that they suffer from life threatening ailments. Why? They use affirmative statements that stop the pain and suffering and make them live in each day as if it were they last. I am not diminishing your pain and suffering but I am trying to establish a method for you to see things differently. Here are some methods to help you to reach a more positive state.
1. Live in the present. If you have a dream and you want to accomplish something then describe what you desire as though you already have it as if the dream has already been accomplished. When I first got terminated and I dreamt of becoming a professional speaker my original statement was
“I’m going to be a professional speaker.” I simply change the formula by living in the present. The statement that in the present was changed to “ I am that Tony Robbins in my market.”
2. The affirmative. State your affirmations and the positive. Your brain does not do well with negative comments. When you talk in the negative it becomes that. When you speak in the negative you’re simply affirm your fears. End your negative thoughts by becoming more positive. Rather than say “I will never make enough money.” State the obvious, “I have more money than I have ever dreamed of”.
3. Use power words. Words are as important as the affirmations that we use. If we want to change our lives we need to select words that allow was to expand our level and create positive results. Words shape our beliefs, and they create action. Alternatively, they create inaction. I have found over the years that words that are used this and power me and create self doubt.
4. Change your state. Self doubt stems from an not only our vocabulary but our state. To illustrate my point imagine for a moment the body language of a homeless person. Picture that homeless person lying on the street, with dirty clothes, situated in a corner of a large building. They are cowering and have a sad sullen look on their dirt speckled face. You can see the sorrow; you can visibly see the pain and the suffering.
5. Visualize the Result. Visualize what it would look like if you reached your pleasure without the doubt. See things are you want them to be. Picture yourself in the dress, in the car, with the boyfriend, etc. Create the feeling in your head as if you were all ready living the dream.
6. Belief in the Lord. For those of you reading this book with a belief in God, I have found that this is also one of the best ways to end self doubt. Many years ago I was lost in my journey until a friend of mine gave me a sentiment piece with the inscribed words, “Be Still and Know”. “Be Still and know that I am God” (Psalm 46:10) is one of my favorites. It reminds me to let go and trust God to do God’s will.
©2008. Drew Stevens Ph.D. All rights reserved.
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July 13th, 2008 admin
This week Drew Stevens will have featured his article “Love my Alliances, Hate Negotiation” on Salesopedia Home Page. Click here to read Drew on Salesopedia Now!! find this article on how to get what you want and negotiate anything.
Salesopedia is one of the strongest reference forums on the Internet, devoted, engaging and providing introspective information on the profession of selling.


Posted in Customer Relationship Management, Customer Service Training, Management, Sales Management Training, Sales Training, Uncategorized, customer loyalty, customer retention, customer service seminars, negotiation, sales and marketing, sales help, sales skills, sales strategy, sales techniques, selling skills | No Comments »
July 12th, 2008 admin
It was approximately 54 years ago, but Peter Drucker was correct about the past, the present and most certainly the future. In his award winning book “The Practice of Management” Mr. Drucker wrote, “The only valid definition of business purpose: to create a customer. …It is the customer who determines what a business is”. Unfortunately for many businesses, their focus is not on the customer but on greed- how foolish.
All businesses make money, yet those that are customer focused are more profitable. Untrue you say, seek avatars such as Harley- Davidson and Southwest Airlines. The extreme loyalty factor from both firms enables them to remain profitable even in these poor economic times. In fact, both refer to customers more as family rather than clients.
There are several reasons why many firms seemingly do not follow the exemplars, these include:
1. Misalignment of the organization – We find that organizations today lack strategic focus. Organizations must research their motives and align them with their client needs. The client determines value and vision and management must not even guess the answer, the customer should systematically provide the response.
2. Lack of focus – Organizations typically loss focus on where they are and where they need to be. Diversification is for hedge funds; product and service companies should follow the shortest path to customer needs and profitability.
3. Greed – A famous line from the 1984 blockbuster movie Wall Street, “Greed is good”, was a mantra during crazed economic prowess. When organizations get greedy they lose focus with stakeholders with employees and more importantly clients. It is better to provide minimum service to clients rather than great service only to lower it during poor earnings.
So what is a CEO/Business Owner or Client Manager to do to augment the gyrations of client loyalty? We provide our clients with Split Second Loyalty – Tools for Success©.
• Culture – The benefit of loyalty to any organization is gaining the “buy in” from the top officers. Harley Davidson’s CEO uses the importance of the Value Proposition to rationally and irrationally build client loyalty. At Southwest, Barrett exemplifies 23 years of service experience. The leader must be the exemplar for all to follow. During Herb Kelleher’s tenure he placed bags in storage.
• Rump Rule – Call it what you will but the best example of customer service is simply walking around and speaking with clients. Apple, Enterprise, and a host of others remain not only profitable but maintain an enthusiastic customer base because they meet with clients and understand the issues. Stop administering and get off your backside.
• Passion – This begins with the hiring process. Talent is innate. Refrain from hiring anyone to fill a seat, employ those that are passionate about service, support and development for the client. All at FedEx and Disney are passionate about delivering to the client.
• Proactive Problem Solving – Give employees the power to make decisions. For one it provides better productivity and morale and it streamlines customer support. Allow staff to work hard and make something optimistic of each situation is, make the client feel good. A cognitive dissonance occurs with most service issues, yet it is instantly avoidable.
Return in a few days, when I will post additional tools to aid your customer service issues that allow for a better experience and a loyal fan base.
© 2008. Drew Stevens Ph. D. All rights reserved.
Posted in Customer Service Training, Drew Stevens PhD, Management, Sales Training, customer service, customer service ideas, sales coaching, sales help, sales strategy, sales techniques, selling skills, selling techniques, selling tips, small business techniques | No Comments »
July 10th, 2008 admin
In the last several years there has been much hype and marketing related to certification training. Certifications are special designations attributed by numerous professional societies so that members get the opportunity to enhance particular skills. Exemplars include Residential Relocation Designation for those in the Real Estate Industry and Chartered Accountant for the Accounting Industry.
While there is a need for particular organizations and its members to have such designations, a plethora of these certifications have developed over the years. There is certification for Project Management, Selling, Speaking, Consulting and even Customer Service. At some point, the average professional must begin to question the worthiness of such programs.
Questions to ask must include:
1. Who are those the certify those they certify? What reporting procedures are in place to ensure legitamacy.
2. What is the value? Many associations provide the certification with little explanation as to member value
3. What is the ROI? It is vital for you to understand what returns you receive when you spend thousands of dollars and hundreds of hours. One must also understand if there is a track record of proof.
If you seek certification you might want to question:
1. What is the projected revenue stream upon certification? There are associations for both speaking and selling even training and yet no one is willing to take the bullet to illustrate the relevance to future revenue. If the certification does not lead to revenue growth do not do it!
2. Ego. Many individuals take certification simply because they devour seeking alphabet soup after their name. There are two issues to heed, 1) you are in business to create clients not to stroke your ego, 2) what is the benefit to the client? If you are in business for you and no one else, then eliminate the office and look at the bathroom mirror the remainder of the day since that is all you will sell to.
3. Education. If it is additional education you seek that is admirable. The advice here is to seek that education congruent with both your clients and your desire for knowledge as it relates to present and future clients. These can include CEU credits or additional degrees at the graduate and doctoral level. You might desire a two to three day seminar at many prestigous Executive Education Programs. Many of these alternatives provide a greater return in networking then certification will.
4. Accreditation. Seek education only from accrediting bodies.
5. Be mindful. There are many institutions today that seek to gain from student enrollment and shy from solid eduational practices. Many of these institutions can be found in your Spam filters or were previous good e-learning institutions however they now suffer from avarice. If you desire a solid education then find a solid learning institution.
Certification is not a bad concept however, you need to answer the imperative questions before embarking on this journey. Ensure you can obtain a return for your precious time and money. And do it to assist your clients, not you!
©2008. Drew Stevens Ph.D. All rights reserved.
Posted in business development, marketing, sales and marketing, sales help, sales skills, sales techniques, selling skills, small business techniques | No Comments »
July 10th, 2008 admin
I know many that suffer from writers bloc. In fact, one person in my mastermind group cannot believe I write as often as I do. i learned a trick a long time ago from a previous acting class
Here are some tips:
1. Observe - take notes when you see people, read an article or see a television show or movie. There is some great commentary in daily life.
2. Place pen and paper where ever you go. I have tons of paper and pen at the ready i.e. bathroom, bedroom, office, auto, motorcycle, etc. You never know when a thought hits.
3. Telephone - I record memos to myself when I am on the road so as not to forget.
4. 30/3 - I dedicate 30 minutes three times per week for writing. It does not matter if you are an author, speaker, consultant, Subject matter experts must commit to sharing intellectual capital.
©2008, Drew Stevens Ph.D. All rights reserved.
Posted in business development, marketing, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | No Comments »
July 8th, 2008 admin
A recent report by Selling Power indicates that corporations spend over seven billion dollars per year on sales training. The vital issue, with an investment this large many companies do not provide a means to understand whether it leads to a return on investment. And, many sales representatives do not adopt the sales methodology! In present economic times, the cost of capital is to high not to have measures.
Our firm has spent over 25 years in the field and we have seen this trend too often repeated. There is simply no reason to measure productivity, manufacturing and talent management, and not measure training return on investment.
When the concern is for both sales and growth there is a vital need to form a link. We have found that there are several issues that break the connectivity:
• The sole metric used is new sales or new clients.
• While many companies conduct sales training, it is event based.
• Many selling representatives do not adopt the prescribed methodology.
• “Eighty seven percent of training is lost within one month.”
• Training is not tied to the corporate business strategy.
• Executive buy-in is narcissistic.
Conventional wisdom says people change jobs for pay and morale, but lack of training leaves a chasm of frustration. The sales department is the most important asset of any organization. Executives are unpaid, vendors are unpaid, products are not developed until something is sold. End the training gap and begin to invest in the most vital asset of any organization- selling!
©2008 Drew Stevens Ph.D. All Rights Reserved.
Posted in Sales Management Training, Sales Training, sales and marketing, sales help, sales skills, sales strategy, sales trends, selling skills, selling techniques, selling tips, small business techniques | 1 Comment »
July 7th, 2008 admin
The fear of speaking is rated as only second to the fear of dying. The primary reason is that they are afraid of looking foolish in front of other people.
However, there are some myths to dispel and some hints to assist one and all to be less fearful of public speaking.
The Brilliance Myth
- People will listen to a presenter because of the content of the message. As long as you have purpose and a clear agenda all meetings will be successful.
The Pleasing Myth
- Many speakers believe that they must please everyone in an audience. Face it when was the last meeting you attended in which you gave undivided attention. People are busy and audiences filter content for their own benefit. Seek to send a message to 80 percent of the audience; the remaining 20 percent will drift.
The Dale Carnegie Myth
- Too many speakers believe they must be as insightful, motivational and pleasing as the most sought after professional speaker. Not true. Even the best speakers and that that are paid huge sums are not that inspirational and in fact somewhat boorish. Most business meetings require simply and dynamic content, not a football locker room message. Be articulate and deliver your content.
The Control Myth
- Presenters believe they can control the entire meeting. Presenters will be blamed for cold rooms, poorly set tables, bad lighting and a myriad of extraneous issues. Focus on one imperative item- your message.
The Preparation Myth
- One need not spend weeks and months memorizing lines. The best presentations are those that are unscripted and come from the heart and soul.
Presentations are not as difficult as they seem. They do require a structured framework to ensure success and productivity. If you consider a presentation as no more than a structured conversation then fear is eliminated. Place some of these ideas into your next meeting and immediately notice the change you want to see!
©2008 Drew Stevens PhD All rights reserved.
Posted in Sales Training, sales help, sales skills, sales techniques, selling skills, selling techniques, selling tips | No Comments »
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