December 3rd, 2008 admin
In response to the demand for low cost quality information to gain more business in rocky times, I’m excited to announce my FREE Teleseminar on Thriving in a Volatile Economy.
I have been living and teaching accelerating business growth for over 30 years; the principles in this program have allowed me to operate five successful businesses during three recessions. Now, I will show you how to thrive in economic uncertainty and where to find hidden treasures of gold.
Remember, to be on the field of play you need to take action. I have reserved a spot for you to be one of the first to learn about this program. Take action and join us on Thursday December 18, 2008, learn the “Secrets” and start your New Year in blazing speed.
If you would like to make a reservation, please visit:
Click here to Register or follow this link: http://TinyWebLink-001.com/?pid=4542695
You need to register today, my lines are limited and the last one was completely sold out.
Wishing you success,
Drew Stevens
P. S. For the first 50 registrants I am offering my FREE Special Report - “Thriving in the Current Economy”. This 15-page report provides techniques and strategies to find business now!
Posted in Sales Management Training, Sales Training, sales and marketing, sales coaching, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips, small business techniques | No Comments »
November 26th, 2008 admin
If you need sales skills and methods to grow your business then you must join Fast Track Sales Clubs. The unique blended learning provides immediate access to innovative and time tested techniques from Top Sales Expert and Business Growth Specialist, Drew Stevens.
No business grows without acquiring new customers. In fact, nothing happens to your business without a sale. Utilities do not function, employees do not get paid and you do not receive compensation without a sale!
To grow business, acquire and retain clients and gain financial prosperity requires a single focus and most important accountability. Coaches assist elite individuals uncover underutilized strengths and hide weaknesses. Coaching helps provide a single focus and work towards the tip of the arrow rather than just the target.
In addition, in a time pressured world and multi generational environment modalities of learning change. Professionals desire assistance wherever, however and whenever they need it. Using the power of technology coaching is available throughout the day!
Finally, Athletes practice, attorneys practice, students practice and musicians practice. Business professionals must practice! . Too many individuals attempt things once and quit. Whether a diet, gym membership or other life altering experience, individuals try one time and leave without moving forward. The key to self-mastery is continuing. You must practice everyday. Just like you body is an investment, so is your mind!
Join our Fast Track Selling Club and watch your business dramatically accelerate!
For additional information click here…
Posted in Customer Relationship Management, Customer Service Training, Drew Stevens PhD, Management, Sales Management Training, Sales Training, account management, business development, customer service, customer service ideas, customer service seminars, lead generation, marketing, marketing techniques, sales coaching, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips, small business techniques | No Comments »
September 29th, 2008 admin
Cures for Building a Physicians Practice
Today’s market requires differentiation. Year’s prior finding a good physician was easy. Approximately 20 years ago, the number of physicians was less than today. In addition, many physicians were General Practitioners, not requiring the specialization in present markets. With the proliferation of competition, diversified practices, and healthcare changes, profitability for physicians is difficult.
Thankfully, physicians can undertake several items for their practice. Each principle is holistic and requires little time and energy but changes can reap rewards. If there were a way to increase your profits with less labor, would you be interested?
1. Customer Service. So much is written about the topic, but such empathy exists. Recently I visited a physician only to be greeted by the “Glass of Death”. You know what I speak of; there is a glass partition at the reception counter. Behind the smoked glass, you can view silhouettes of nurses complaining of the rude, unhealthy, or foul mouth prior patient. Why is it imperative to play a Springer rerun? To increase client experience and help with referrals it is imperative that physician ensure the following 1) all staff greet patients with a smile, 2) all rumor and office gossip remains in the break room not the reception room and 3) remove the barriers. Clients desire accessibility and empathy not a prison.
2. Sales. If physicians think they are not in the sales business-, think again. Every time you are with a patient, you have an opportunity to reinforce your relationship and provide additional services. A recent chiropractor spends 10 minutes with each client enhancing his relationship and encourages his patients to take advantage of his new healing center. He offers nutrition advice, biofeedback, and massage therapy. His center has one thing in mind- the patient.
3. Marketing. Physicians constantly rely on luck to fill their waiting rooms. If you desire more patients then you must do things to brand the name and let others know who you are. Write articles, provide seminars, produce personal brochures, write an Internet blog etc. If you want to create attraction, you need conduct activities that provide a return on time and investment.
4. Referrals. For over 26 years, I have conducted research with thousands of medical practitioners and less than one percent ha a referral program. New patients are the fruit from your current patient tree. It is prudent to nourish and fertilize the tree to maintain your waiting room.
Medical practices are no different from other profitable ventures. Business requires sales, marketing, customer service and accountability. Business also requires a focus on the most imperative asset- the patient. A physician gains a profitable practice by integrating this principles into the practice for the purposes of having phones ring, schedules filled, waiting rooms busy and staff busy. Successful practitioners are working their business. Are you working yours or is it making you ill. Seek some cures today and gain new insight, new revenues and more discretionary time!
Copyright 2008. Drew J. Stevens Ph.D. All rights reserved.
Posted in Drew Stevens PhD, Sales Management Training, Sales Training, marketing, sales and marketing, sales coaching, sales effectiveness, sales help, sales skills, sales techniques, sales trends, selling skills, selling tips, small business techniques | No Comments »
September 25th, 2008 admin
And the Contract Goes to…
For over 27 years, I have been involved in the world of selling. For me nothing emotes more passion and energy and requires more thinking. Interestingly, I am a commercial actor and realize that selling and acting have many similarities. One of my acting books Audition by Michael Shurtleff talks of guide posts for actors. To help you with similarities I provide guidepost for selling.
Guidepost 1 RELATIONSHIPS – The first step toward selling.
Relationships are the heart of every selling transaction. In fact, research indicates that relationships influence 65 percent of every transaction. Consumer’s purchase from those they know and respect.
Guidepost 2 CONFLICT – What do you want?
Conflict is apparent in every acting scene as actors search for the issues that must be resolved. Interesting, so must selling professionals. Consumers have issues and they must spontaneously be resolved. Selling professionals must understand the conflict and what they must do to amend it.
Guidepost 3 – THE MOMENT BEFORE
Actors must understand the issues of a scene to integrate conflict and relationships. Selling professionals must identify with prospect’s issues. It is imperative that selling professionals prepare for every call. Professionals must understand the customer, the competition, and the industry- the proper competitive analysis provides the sample of prospective client issues. When selling professionals understand the foundational issues, they can identify conflict and build better relationships.
Guidepost 4 – HUMOR – Jokes are not the answer
There is too much cynicism and humor in business meetings. Be succinct and get to the heart of issues. Humor is meant for special times not often.
Guidepost 5 – OPPOSITES – What is the motivation?
Whatever you decide is your motivation for the actor is fine. The same holds true in selling. Understand what you motivation is but also that of the client. Be open to opposites and additional conflict. Always keep motivation of your client top of mind.
Guidepost 6 – DISCOVERIES – The Learning Channel
Provocative questions and proper listening lead to discoveries. Similar to the actor that makes discoveries as they build upon relationships in each scene, the selling professional too makes frequent discovery. Always be ready to ask questions, never illustrate surprise and understand when you believe you are complete there might still exist new information.
Guidepost 7 – THE COMMUNICAITON CYCLE
Communication is imperative for every actor and selling professional. Both verbal and non- verbal skills are communication. Ensure success by emulating style, being open and articulate, asking good questions, and seeking information. Both situations include senders and receivers and each requires understanding for success.
Guidepost 8 – IMPORTANCE – Locating The Dramatic Core
Selling professionals must discover the core issues, periods, and decision makers. The core of selling is taking the risks needed and asking the difficult questions to gain the core. Similar to fitness today that uses CORE to reach individual goals, selling professionals too require core for compensatory success.
Guidepost 9 – FIND THE EVENTS – A series of things?
Selling situations progress from a series of events. Selling is a mosaic that requires several events to formulate the picture. Seek first to understand. Do not rush; ensure that each transaction is a part of the completed result.
Guidepost 10 – PLACE – Remember Ghandi
A wonderful quotation from Mahatma Gandhi depicts this guidepost, “Be the change you want to see”. Visualize your success, your conversations, and the occurrences with prospect. Visualization places you in the moment so that you eliminate surprises and ensure preparation. Be in the moment!
Guidepost 11 – GAME PLAYING AND ROLE PLAYING – Play for purpose
Knowing the game and role you, play helps you immeasurably to provoke conflict. Continue to remain in the moment. Know your role and how you create the events that shape closing the sale.
Guidepost 12 – MYSTERY AND SECRET – Surprise, Surprise
Ask questions first to keep the client guessing. You need not offer full disclosure unless you too have useful information. The best selling professionals seek first to understand then to be understood.
Each selling situation is similar to an acting scene. Each as an antagonist and protagonist. Each has its conflicts and its desire for resolution. In addition, each requires some facade to emote decision and action. As William Shakespeare once penned, ““Sweet are the uses of adversity”, conflict is the creation of the sales scene. Remember the conflict, build the relationship, develop trust, formulate emotion, and then close the business.
The End.
Posted in Drew Stevens PhD, Sales Management Training, Sales Training, business development, marketing, sales and marketing, sales coaching, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips, small business techniques | No Comments »
September 17th, 2008 admin
Dr. Drew Stevens puts forth some contrarian opinions in this interview that points the finger at not company, not the sales manager but the sales rep. His research suggests there are at least 11 areas where reps are culpable. He details four of these areas in this podcast. Drew goes on to offer specific suggestions on how sales people can reset their internal GPS. Are you employing your CEO personality? If not, take a listen.
Click here to listen to the Podcast
Posted in Drew Stevens PhD, Sales Management Training, Sales Training, lead generation, marketing, sales and marketing, sales coaching, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips, small business techniques | 1 Comment »
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 12th, 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 Management, business development, marketing, sales and marketing, sales skills, sales techniques, small business techniques | 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 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 »
RSS Feed
