March 1st, 2010 admin
If you or one of your selling staff where pulled over by a police officer and arrested for being a selling professional, would there be enough evidence to convict you or the others?
The purpose of selling is meant to create relationships. Selling requires building trust and asking provocative questions that instill dialogue to gain customer understanding. So why then are there so many floundering, failing and simply annoying many. Too many selling professionals today fail to do the required homework to have any intellectual discussion. It is criminally negligent to not conduct the necessary detective work and discover information to assist conversation.
In two recent and hellacious examples one seller was an SEO firm seeking to assist me my web efforts. However he knew nothing of my Google ranking. In the other, one sales professional did not get past hello because of the rote script she was reading from. This folly conveys ignorance and most of all laziness. Selling requires research and knowledge before engaging conversation. Anything less results in rejection.
Before you pick up the phone to say hello, make certain that the actions you take can convict you of being a professional, ethical and knowledgeable selling professional.
Quote of the day
To be conscious that you are ignorant is a great step to knowledge. – Benjamin Disraeli
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February 12th, 2010 admin
One of the most common trivialities amongst business professionals is the inane desire to conduct thousands of things but do nothing well. Traction is not gained by conducting a plethora of things without focus. Developing business requires focus on two things- customer acquisition and retention. Doing so requires focus on sales, marketing and customer service. Beyond that not much else is required. Look around you and review items that withhold you from business development. Your labor can be severely decreased by conducting a few things well.
Quote of the week – Every organization is on business for one reason- the customer. – Peter Drucker
©2010 Drew Stevens PhD. All rights reserved.
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Drew Stevens PhD is one of the worlds leading experts in business development. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and sales professionals to experience higher efficiency and effectiveness. 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 offering tips and techniques that immediately improve selling performance.
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December 24th, 2009 admin
With over 27 years in the field of selling, Stevens Consulting Group has encountered numerous selling myths. Many are so focused on closing sales but fail to avoid many of the trappings of ridiculous behavior. As I have stated in many of my posts 92% of professionals lack a process in which to conduct relationships that affect business. So many fail to follow two things 1) good advice (and there is a LOT of poor advice nowadays) and 2) proper education. If there were good advice to help you close sales gaps would you be interested? Then here are seven of the top 25 selling errors.
- 1. Price
During our reach into the Millennium, advantages to selling decrease as consumers use the Internet to gain accessibility to competitors, inventory and other vital tools. The information endows the client to strengthen their negotiable position. Price negotiation now succumbs to value. Customers today desire value. Value is the benefit the client receives from a selling professionals business. Value is a competitive differentiator as clients discern the answer to the vital question, “What’s in it for me?” Clients only do business with those they trust. Forget the price equation and only sell on value.
- 2. Anyone can do it
Sales professionals are much like a general on the battlefield, an athletic coach at a game, or a chess player at a tournament: they are always thinking ahead, strategizing to determine their next move. Selling requires a desire to create relationships and a willingness to absorb useful research and articulate the results to a client. Not many have the patience and persistence that selling requires. The skills needed for selling (especially technical sales) are not found in many. Talent is innate and cannot be taught.
- 3. Sales people make good managers
There is a ridiculous notion that since selling professionals manage territories and relationships the transfer of skills rationalizes promotion to management. Not true. Research illustrates that selling professionals desire individual achievement. They enjoy the entrepreneurial ability to call upon clients, meander in their territory and create their own luck. Managing staff requires oversight, reports, and motivation and oftentimes reprimands, shunning results. Simply put, the best selling professionals don’t make the best managers.
- 4. High Motivation is Required
Many aspects of selling require technical conversations. Engineering sales professionals require a pragmatic approach meshed with analytical presentations. Every organization from non-profit to government requires selling to offset expenses. Each firm maintains a variety of cultural standards, some aggressive and loud while others peaceful and cautious. The talent of the professional emulates the organizational culture. High motivation is applicable dependent on the organization. And not all individuals are required to be gregarious.
- 5. CRM Rules
Technology for technology sake is ridiculous. Numerous software and Internet applications assist speed and workplace efficiency. However, many individuals tend to use technology to augment human interaction. Relationships control selling situations. CRM or Customer Relationship Management assists pipeline management. Sellers control relationships with dialogue, language, and discussion not electronic software. Applications must be used to help the relationship not become a substitute for it.
- 6. Internet increases selling effectiveness
The most important part of any business owner is to prepare for each and appointment. The successful professional will always know the client or even the prospect. The Internet is most accessible and enables spontaneous information. Selling professionals might discover useful competitive and industry information that aids the client. However the Internet, like CRM, is not meant to augment the business relationship. Electronic mail and the Internet will aid immediacy of required customer content but it will never substitute for positive relationship building. And forget those social networks, they do little to build business.
- 7. One must always be closing
Building business is about relationships. The discussion with prospects should always be about value, not about fees, or prescriptive programs. If the discussion is not about value, then you or your people have surrendered control of the discussion, and the result will never be on the terms you would prefer. When the discussion is on value and the prospect is convinced of the wisdom of a relationship with you, fees are academic. When business is closed it is based on the adulation of the relationship. Stop worrying about the number of widgets and start worrying about the number of relationships.
There are 25 Myths of Selling to aid in your sales success email me today and I will send an ebook with the others. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. 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 offering tips and techniques that immediately improve selling performance.
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December 21st, 2009 admin
Let’s face it: We’re all guilty of multitasking. And the madness has to stop.
Come on, be honest. How many of us can refrain from incessantly checking our BlackBerry while attending an important webinar? When chatting with a client on the telephone about moving the sales cycle forward, are you simultaneously perusing the box scores on ESPN.com or watching a snippet of “The Simpsons” on YouTube? Never mind that with this kind of behavior the clock becomes your enemy. The real crime is the lack of retention that defines multitasking.
Read more at: http://tinyurl.com/yfna4aj
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December 21st, 2009 admin
In past generations a winning smile, tenacious follow-up and a strong work ethic were often the benchmarks of a successful sales career. However projections of a loss of up to 40 percent of the sales workforce by 2010 as Baby Boomers retire and the demands of an expanding global market have changed the face of selling for 21st century businesses, non-profit organizations and even educational institutions.
According to a recent Business Week article, the job U.S. employers say is hardest to fill is sales representative, citing the difficulty finding people with the technical expertise and business saavy to explain complex products and services to consumers.
Read more at:
http://www.slu.edu/x33147.xml
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December 21st, 2009 admin
“Selling Through A Slump – An Industry-by-Industry Playbook to Help You Prepare for the Recovery”
Selling in today’s economy is tough. And simply doing more of the same is not the way to survive, much less thrive, in a tough market. There are important dos and don’ts in times like these.
Read more:
http://stevensconsultinggroup.tradepub.com/free/w_orac97/
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December 20th, 2009 admin
Quote of the Day
Whenever you are asked if you can do a job, tell ‘em, Certainly I can! Then get busy and find out how to do it! – Theodore Roosevelt
Weekly Thought
Many contemplate things they want to do in life, yet seemingly procrastinate and discover methods not to advance. The comfort zone stops us from taking risks, taking advantage and creating action in our lives. Think about this, if King, Christ, John Paul, Lincoln, Roosevelt, Theresa, et al did not take risks where would we all be. The mind and the body can do anything you want it to do if programmed correctly. Stop sitting in the stands being a spectator. If you desire action, you need to get into the field of play!
There are 7 techniques to stop your limiting beliefs and create action. If you want action then emai me today for a FREE Tip Sheet.
Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result or enroll in our Selling on the Run Telecoaching Series.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. 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 offering tips and techniques that immediately improve selling performance.
Posted in Drew Stevens PhD, Sales Training, Uncategorized, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | No Comments »
December 16th, 2009 admin
Quote of the Day
Speak properly, and in as few words as you can, but always plainly; for the end of speech is not ostentation, but to be understood. – William Penn
Dr. Drew’s Sales Rant on Sales Presentations
Presentation skills are one of the most imperative items for sales professionals. There are numerous opportunities in a day for sales people to present information articulately or sound incompetent. Because of the lack of sales training, selling professionals are calling prospective clients unprepared, avoiding useful questions and sounding naïve. The lack of proper presentation skills can possibly be what is affecting your performance, not the recession!
Vocabulary
“Judge a book by its cover” is the cliché many sales people need to avoid. From the moment a sales professional arrives for an appointment prospective clients are judging. Speak and it gets even worse. Many selling professionals lack proper vocabulary to have an articulate conversation with sales leaders. They use too many words. Further, “street talk” might not always be appropriate.
I remember when I first entered the speaking business; many individuals stated they had a “gig” as if they were a nightclub act. Speaking is a professional business where there is a “presentation”, “workshop” or “keynote” based on client need. Refrain from street talk when speaking to clients and speak with language that exemplifies your professionalism I recall when I first moved to the state of Missouri, I met individuals that used the phrase, “Allasudden” as a melody. It took me months to determine what was said. Wouldn’t the word “suddenly” be a better substitute? Selling professionals are judged by how they articulate. Drop the numerous words, William Penn was correct. Use a thesaurus to find and express yourself intelligently good language never hurt anyone.
Preparation
Arrive unprepared and the best decision would have been remaining in bed. On a recent radio interview with friend and colleague Patricia Fripp, she mentioned a sales manager replying to a proposal and spending inordinate amounts of money on a million dollar sale. When she asked the sales manager about rehearsing the presentation, the manager stated the team would lucky to practice in the car prior to the appointment.
I recall a very good book I use for acting entitled “Audition” by Michael Shurtleff that can assist selling professionals with presentation and preparation. Shurtleff talks of guideposts such as “The Moment Before” which helps selling professionals prepare to anticipate the selling scene. Selling professionals that are unprepared are always playing defense and losing sales.
Dress Code
On other vital element of the unprepared sales representative is dress code. In the late 1990’s Wall Street and subsequently Main Street adopted the ludicrous rule of casual days. Business suits, dresses, wingtips and pumps were castaways to polo shirts and khakis. What would your reaction be if your physician showed up for surgery in a running suit and sneakers or your attorney meeting you with blue jeans and T-shirt? Sales professionals must represent the organization and themselves. Sounding professional is one half of the equation, look the part the other. Clients judge from the outside. Look the part by dressing the part.
Selling is a profession and is not impromptu. Proper planning is a major portion of the sales process. Rather then spend time attempting to make more calls, or being negative about consumer buying patterns perhaps it is best to look in the mirror. Self-reflection and assessment is always a useful. After all, you cannot close business if there is no one to present to.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. 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 offering tips and techniques that immediately improve selling performance.
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December 13th, 2009 admin
Please follow the link to cast your vote for one of Dr. Drew’s aricles for the best sales article of the year!
http://www.top10salesarticles.com/index.php
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December 11th, 2009 admin
MINNEAPOLIS – December 11, 2009 — Business Expert Webinars (BEW), the leading provider of business eLearning training courses, announced that its speakers have teamed up to develop a book focused on small business. Business Expert Publishing, the book publishing arm of Business Expert Webinars, is publishing this collaborative work which is titled The Business Expert Guide to Small Business Success. Twenty-two leading business experts are contributing to the development of this book that addresses the critical areas for small businesses.
“It is said that knowledge is power. If you subscribe to that philosophy, small business owners are about to have Superman strength. The Business Expert Webinars’ speaker team shares their keen insight for small businesses providing them with the knowledge they need to thrive,” said Lee B. Salz, President and CEO of Business Expert Webinars.
The collaboration authors and topics addressed in this book include:
• Cindy Cohen – face to face networking
• Drew Stevens – lead generation strategy
• Sam Richter – web search secrets
• Richard Norris – business development tactics
• Harlan Goerger – buying process facilitation and leadership
• Bill Guertin – sales
• Andy Miller – negotiation
• Roger Courville – delivering virtual presentations
• Lynne Jarman-Johnson –communication touch points
• Danita Bye – sales hiring
• Lee Salz – sales compensation
• John Myrna – business plan design and implementation
• Sarah Day – pricing for profitability
• Paul Pershes – managing cash flow
• Joseph Riggio – strategic decision making
• Hillary Feder – employee engagement
• Tim Hagen – employee development
• Mic Pucklich – keeping your company out of court – employee litigation
• Gary Gack – Six Sigma practices
• Peg Jackson – Sarbanes-Oxley/compliance
• Jeb Blount – investing in yourself
• Dave Hubbard – health/stress management for peak performance
The book will be published in Spring 2010.
About Business Expert Webinars
Business Expert Webinars (BEW) is the leading provider of skill-based, business eLearning training programs. BEW helps speakers, consultants, and trainers monetize their expertise through eLearning. The BEW speakers are international business experts including best-selling authors, award-winning speakers, and business gurus. With over 750 webinars delivered by over 150 speakers, BEW can help any business professional improve their skills. For more information, visit BusinessExpertWebinars.com.
Contact:
Lee B. Salz
Business Expert Webinars
Chief Executive Officer
9784 Troy Lane, Minneapolis, MN 55311
763.416.4321
lsalz@BusinessExpertWebinars.com
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