Sales Skills Secret - It’s Not the Economy
October 16th, 2008 adminYou can blame the economy, you can blame the industry, you can blame your boss, but a recent survey of independent consultants and sales leaders suggests that the issue with a lethargic pipeline is you! As a former history major, I remember the first words during my undergraduate, history; the economy…life operates in cycles. The issue with selling professionals like egregious organizations is the failure to plan. During great economic times, the focus remains in the present. Selling professionals must live in the future, they must become visionaries, and they must plan for cycles. If your pipeline is empty or lethargic, you lost focus of the future. What are you doing to plan for the next cycle?
© 2008. Drew J. Stevens. All rights reserved.
The Problem with Sales People - Award Winner
September 20th, 2008 adminDrew’s recent article the Problem with Sales People has been nominated for a Top Sales Article of the Week Award.
Read the article here:
Training Is a Must for Performance Improvement
August 23rd, 2008 adminI advocate training but not for training sake. As many readers know my emphasis is two fold, those that treat training as an event. Individuals cannot change behavior in a six-hour training session. Like biting fingernails or twirling hair, training requires habit changes. Training must be a process that requires several sessions, perhaps years rather than a one-time kudos.
Nothing is more irksome then hearing the CEO or HR professional from a multi-billion dollar organization state there is no money in the training budget. Human Capital is assets not liabilities. The current trend traced to economics is rote with excuses of cutbacks. Typically, training budgets are the first line item.
My doctoral work and a recent article written by Jorina Fontelera indicate the need to train employees. Training when conducted consistently, helps with both worker productivity and morale.
Drew Stevens Featured on Salesopedia.com
July 13th, 2008 adminThis 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.


How to Close More Business
July 3rd, 2008 adminClosing business is one of the most difficult jobs of any selling professional or entrepreneur. There are numerous things to consider such as being in front of the right buyer and at the right time. However, in this post I hope to provide you with some clues on how to close more effectively, efficiently and painlessly.
The first items for consideration in any selling process are fit, function and financial. The person to whom you as a selling professional must FIT your buyer profile. It is imperative to understand whether there is a need and most important, if they are a decision maker. The second area Function determines what function does your product or service purpose. It is your job to consider how best to get your service to function with the needs and wants of the buyer. Financial, the most important, my research illustrates that over 88% of selling professionals never ask or forget to ask the proper question, “What is the budget”. If you do not ask the proper questions then you have incongruity in selling.
Other considerations for proper closing include:
1. Love what you do. It is alarming how many emails I receive of people that desire to close more only to deplore the product or their organization. Clients can read through the fasade of any selling professional. Your apathy for anything and perhaps everything you do is shown to the client. The best way to lose a sale is apathy.
2. Engage in self mastery. The manner to get better about anything is to engage in self mastery. We all carry within us self doubt and that is the worst attitude for any selling professional. Believing you cannot do something only leads to negativity. You must visualize your success and you must refrain from self doubt. The only true manner to reach success is to believe in you!
3. Refrain from self deprecation. It is very easy to get down on ourselves and constantly carry around our baggage. Negativity brings on additional negativity. Look at those that are depressed they do not know how to dig out of the hole. Thinking the world is against you does not bring success- it reveals weakness.
4. Learn Sales Methods. It is incredible how many people go into selling and never obtain education. Would you visit a physician that did not learn medical issues? Would you hire an attorney that did not practice law? Would you hire an accountant that did not understand how to file and review a tax return? So why then would anyone go into a profession and never gain an education?
The longest profession in the world is selling. Since the dawn of trade sales has been part of human culture and it is a profession. To be successful you must know how to build rapport, gain attention and desire and understand how to slice through objections to obtain a close. Stop trying to cut corners and get a good bonafied sales education.
5. Ask great questions. If you desire quicker and better sales then you must know how to ask the questions that get you through the quagmire. And you must ask the provocative questions to engage the client. Great questions get you to talk less and your prospect to speak more- this leads to better information heading to the finish line.
6. Decision Makers. If you desire to leap tall buildings in multiple bounds and want to take forever to close a sale then never speak with those that can make a decision. The fastest sale is the person with the most decision power. Get to the point quickly only get answers from those that can truly provide them.
7. Mentorship. In the 1940’s Napolean Hill wrote in his famous book “Think and Grow Rich” the power, the need and the conviction of mentors. Great business professionals learn the importance of aligning with those that understand business, have a passion for helping others and are candid. The best athletes in the world especially those top athletes attending the Olympics use mentors- why not you?
©2008. Drew Stevens Ph.D. All rights Reserved.
Drew Stevens assists organizations to dramatically accelerate business growth. He is a sales and customer service expert. Visit him today at www.drewstevensconsulting.com
Referrals Get you Business!
June 30th, 2008 adminIf there were a way for you to work less and sell more would you be interested? If I can provide you a simple method to reduce advertising and increase sales would you be interested? Of course! The answer lies in your ability to address the most simplistic selling method—referrals.
In a recent survey amongst 1100 business owners for my latest book, 87% that they don’t ask for referrals. One of the easiest modes of marketing is referral. With the increase in competition, two things exist: a need to differentiate from competitive forces and the desire of consumers to trust you. Clients desire to do business with those they have familiarity and faith. The best method to connect these relationships is with an introduction.
Successful sales professionals and business owners are those that understand how to obtain business with the lowest acquisition cost. A former web developer would ask me each time we either spoke or met directly for at least two to three recommendations. He was very persistent. However, in less than six months was booked solid for the next three years. He never made a cold call again, nor did he advertise to bring clients to his store.
There are two questions that require answers: 1) Who do I ask a referral? 2) What is the best way to ask?
The first answer is easy—ask friends, peers, colleagues and importantly existing clients. The former requires a review your inner circle. Review your 25 closest contacts and ask that they provide you at least two to three contacts. Ask your 25 to 50 closest clients for the same. The math speaks for itself, should your peers and clients give you two, your referrals will rise from zero to 200. Imagine if you conducted this exercise once every 30 days; that’s 1200 new prospective clients!
The answer for the latter question requires timing and tact. The best method to request a reply is when you are with a satisfied client, have accommodated a need and they are happy. While content with your service ask the following, “I thank you for your business and glad we have worked well together. Would you mind providing a name or two that seek to obtain similar value that I provide?” Your suggestion of value focus, contentment and relationship will synergize and provide names.
As an action step develop the daily habit of asking referrals. Make this attempt religiously. If necessary place a note in your day planner or electronic calendar so that it becomes habit. The more requests, the more names received. Continue to ask and watch your business soar without effort!
©2008. Drew Stevens Phd. All rights reserved.
Shut Up and Listen
June 24th, 2008 Drew StevensDuring a recent visit with my physician I was awaiting the doctor in an examination room. As I sat alone for a few moments I heard several people speaking from just outside the examination room door. After carefully listening I discovered the source, a pharmaceutical representative and the doctor. However, much to my surprise, every time the doctor started to say something…anything, the sales representative interrupted.
The best rule for any selling professional is to shut up and listen. Sales professionals that speak do not hear. Within client words are emotion to move the sale forward or delay it.
Here are some tips for success:
1. Questions - ask a ton of them do not walk into a client without a prepared list of questions. Lawyers do not enter a court room without research, athletes do not enter the competitive arena without preparation, neither should you.
2. Do not speak over people use a silent pause to ensure the other party has completed their thought.
3. Listen as if no one else in the world matters. Exemplars are Bill Clinton and Abe Lincoln, their listen skills illustrate a honing in only on one person- to whom they are speaking.
4. Stop telling the world how smart you are, let others determine that.
This list is only a part of our research over the years. Take some time to employ these tips to create better and more manageable client relationships.
Benefits of a Thank you Card
June 24th, 2008 Drew StevensBenefits of a Thank you Card
In 1940, Dale Carnegie wrote a classic entitled “How to Win Friends and Influence People”. That book is still worth millions today. Become genuinely interested in others and take note to appreciate their business. In today’s competitive world differentiation is what sets you apart and being genuinely interested is a key differentiator in selling client value. Clients devour conducting business with those they can trust and respect.
One of the simplest methods to appreciate clients is a simple and personal thank you note. In this article I speak of a clearly written hardcopy note. Prospective clients are overwhelmed with a myriad of notes, letters and other ridiculous correspondence. Ironically, the influx of electronic communication has pained many. As such, direct mail is on the rise. According to the Bureau of Labor and Statistics direct mail in the United States has increased so the suggestion is to follow the trend. Use the United States Postal Service to send correspondence to clients. Refrain from all the electronic correspondence to clients.
Professionals that are different are memorable. Electronic mail comes and goes but hardcopy notes last. Although you might save imperative email, they are do not remain in sight since many of your file your emails. However, handwritten notes are placed on credenzas, bookshelves and desks- within view of the prospective client, management, even competitors! These intimate economical cards provide a level of differentiation in today’s competitive market.
You have three options in sending a card:
1. Commercial Printing – If you want to make an impression, have cards professionally designed and die-cut with your corporate name and logo. These are inexpensive and illustrate professionalism bar none.
2. Home – Office Printing – Most home computers and their printers are extremely durable and reliable. Ensure professional design yet also invest in good quality paper.
3. Stock Commercial – Commercial retail provides stock cards for general business and personal use. While not recommended this is a good alternative initially.
In addition to thank you notes, other personal written gestures include:
1. Introductory letters prior to a cold call
2. Follow letters for proposals and contracts
3. Notes for receipt of letters of recommendation
4. Follow up to information when the client does not respond
5. Any imperative data that provides a conduit to a valuable relationship
If you truly illustrate your genuine interest in others and desire more sales with less labor send begin some form or hardcopy written correspondence. I know that what I suggest requires altering behavior, however, if you truly desire more business and want clients to find you- there is a need to be different. Selling is not about money- it is about creating a cadre of clients that speak highly about you creating a flow of business in your direction. Like all things in life, departing the comfort zone requires change. However, if you desire more business then remember this quote from Mahatma Gandhi, “Be the change you want to see.”
Value from Associations
March 19th, 2008 Drew StevensIt amazes me that associations cannot provide value to its members. I recently received an email from an organization that is providing a new certification program. Interesting, why is it when membership diminishes and no value is provided that associations believe certification is a terrific money maker? There are a plethora of associations and organizations that provide “certification”. My question, Does this make the member any more proficient in their delivery, technique or position?
Today’s market is exceedingly competitive yet the only recognized initials beyond a name are MBA, Phd, JD and MD. Too many people seek credentials in ideology and systems unrecognized by peers, managers and customers.
Even more freightening is issue that so many need place initials after their name for recognition sake. The other day a person emailed me with MBA, BA after his name. The person a professional speaker on motivational skills. Ironic, he has the alphabet after his name- appears to me that he has an esteem issue.
If you seek additional skills and trainng then review institutions recognized by peers and clients. Seek an additional accredited degree but do no line the pockets of an organization that cannot determine true methods for member value.
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