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 26th, 2010 admin
The current recession has selling professionals and their management seeking alternatives to increase sales. One issue that continually arises is selling to the C Suite. There is a belief that if selling professionals increase their abilities to corporate executives both closure and sales revenues will increase. That may or may not be true.
The first item to consider with attempting selling products and services to corporate executives is whether the individual occupying the office is truly the buyer. Many selling professionals get fooled into believing that title encourages the sale. While CEO’s are responsible for a myriad of activities their main priority is a focus on customer acquisition and retention as well as a return to stakeholders. It is simply impossible to be involved in every vendor decision, and it is considered micromanagement. Take some time to understand your true buyer before wasting time.
Selling professionals by nature are tactical and invariably spend time with those that might influence but do not make decisions. However the approach for selling to decision makers in the C Suite must be more strategic. Before embarking on cold calling and using rote sales principles, take the time to prepare. Selling professionals must adequately prepare before calling an executive. I suggest reading current versions of The Wall Street Journal to comprehend environmental (i.e. economic, political, technological, etc) issues as well as competitive pressures. In addition, reading the organizations annual report is essential for understanding the firm’s strategy and industry acceptance. Finally a quick review of corporate, industry and other competitive issues enables a representative to have articulate conversations with senior executives.
Upon completion of preliminary reading, selling professionals must establish a strategic corporate profile in order to better comprehend the corporate structure and align products and services you offer with the prospective organization. The strategic profile removes the tactical issues of product sales and creates a better ability to create long-term relationships. Executives will trust the ability to be more consultative. Formulating a corporate strategy creates provocative questions related to objectives and measurements for success, which are the conversations that senior executives desire. Dialogue focuses on organizational results and benefits to the customer, not product/service facts. Executives desire to hear about output and results.
Finally strategic selling professionals do not visit the C Suite with rote tactics of cold calling etc. While a myriad of books, audios and other materials exist suggesting such, executives are met through referral and networking. Individuals invest in those they know and trust. This requires selling professionals to shift direction and gain better momentum with strategic ideology. It simply requires change.
We are currently in a sea of rapid change and momentum. Recessions also enable organizations to develop innovative techniques. Now is the time to be a market leader and create techniques that allow innovation and renewal. Shifting to a new sales direction will take some time but as comfort returns, the organization will gain speed and velocity. The results will be worth it!
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”!
©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 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 4th, 2009 admin
What is it about the holiday season that appears to bring out the worse in people? It sometimes appears that everyone is in a great big rush, while others have the attitudes twice as bad a Scrooge.
Conversations with peers and friends show that stress is up and overall customer service is down. Just yesterday as I was attempting to park my car for an appointment someone almost totaled my vehicle and then whisked away while making obscene gestures.
Whatever happened to that time when just after 9-11 many of us were so scared that we not only commiserated with strangers we said hello to them. Remember when individuals would simply smile at you in the street and take a bit more interest? While the stress of that fateful September is incalculable, the current stress of the recession has altered attitudes.
Each day is a gift and we need to stop living under the pretence that life sucks. In the past year several people I know have either died or just averted death due to fateful disease. Innocent soldiers are dying each day to defend our freedoms and children are abused or dying of famine or disease. Does getting to the stoplight a nanosecond quicker really matter? Does passing me on a double yellow line get you there sooner because I am doing the speed limit? Does not acknowledging my greeting keep you in your introversion?
This is the time of year to be thankful for what you have, and for what you wish for. It is a time to be thankful for those around you and what you have created. Save the nasty crap, life is too short, after all when you are nasty while passing me in traffic you still have to face yourself in the rearview mirror.
If you are seeking quick methods to reduce stress and anxiety this holiday season email me today and I will send you a free tip sheet. Register for Free 30 Minutes “Personal Acceleration” Coaching Clinic to make changes in your life.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the founder of the Sales Leadership Program 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 with Dr. Drew.
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December 3rd, 2009 admin
Times are tight and budgets are under much scrutiny yet many are still making money in these markets. Is it luck or something else? 25 years in the sales and marketing business suggests it is more than simple luck. Those that are making money possess a host of traits to make them successful.
- Successful individuals and organizations successfully invest in themselves. During recessions, research proves that the more one invests, the more successful they become. When others become irrational, those successful people are doing rational things.
- The backbone of great individuals is a team of mentors helping them move to the next level. Einstein stated crazy is doing the same thing continually expecting a different result.
- Organizations are not doing well for a myriad of reasons but also because of poor succession planning. One cannot win a ball game if there is no one left to relieve.
- Organization today hire for behavior not talent. Talent is innate and hiring practices must change to hire skills for the job not individuals to fill seat quotas.
- 92% of selling individuals including solo practitioners lack a process. If you do not have a road map how do you find your destination? Without a process you cannot build a relationship and close business.
- Due to procrastination many do not plan. Planning is the backbone of every business transaction. Operating under a ready fire aim approach hurts every business relationship.
- With the numbers of those terminated, buyers and decision makers have changed. Because of this many are spending time with those that cannot make a decision, be more discretionary with your time and stop wasting time with those that can.
The things that hold you back and make you anxious are known as limiting beliefs. If you suffer from limiting beliefs email me today and I will send you a free tipsheet to assist you. And ask about our Free 30 Minutes “Personal Acceleration” Coaching Clinic to make changes in your selling efforts.
© 2009. Drew Stevens PhD. All Rights Reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Customer Service and the soon to be released Ultimate Business Bible. 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 with Dr. Drew. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact
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December 3rd, 2009 admin
See my interview with Jill Exler on self publishing and how to share your expertise with the world.
http://jexbo.blogspot.com/2009/12/interview-with-self-published-author.html
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December 2nd, 2009 admin
Quote of the Day
It’s hard to soar like an eagle when you’re surrounded by turkeys.
Rant of the Day
I am on my way out to an appointment when I trip over an unnoticed package- a plastic bag containing the Yellow Pages. Two things surprise me: 1) the complete arrogance and ignorance for rebuking green and 2) the ignorance of giving me something I do not want let alone need. This reminds me of how selling professionals operate. I am flabbergasted by the number of calls and emails I get based on the arrogance I need something. This is not marketing it is stupidity. Today’s customer does not want to be bombarded by bromide tactics. They would rather invest in an honest relationship who can provide value and substance.
Best Practice of the Day
Stop bombarding clients with wasteful emails and letters. Conduct some research that creates emotional appeal based on results they can obtain. When you invest in relationships you lay the foundation for success. When you bombard clients with senseless products you bury them in manure.
If you want a quick method to eliminate your limiting beliefs send me an email and I will send you my one page tip sheet that helps to eradicate them. Or, email for a free 30 Minute Sales Acceleration One on One Coaching Program focused on three things to help eliminate limiting beliefs.
© 2009. Drew Stevens PhD. All Rights Reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Customer Service and the soon to be released Ultimate Business Bible. 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 with Dr. Drew. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact
Posted in Uncategorized | 2 Comments »
December 1st, 2009 admin
Quote
Passion is universal humanity. Without it religion, history, romance and art would be useless. ~Honoré de Balzac
Thought
The day before Thanksgiving I am wrapping up business and just about complete when the phone rang. The person on the phone was attempting to sell me something. They claimed they got my name from a list were connecting with as many people as possible. Even worse then this, they were disconnected, apathetic and distracted. This sales professional was so unprofessional that the person who hired them should be terminated. Individuals selling services are representatives of the companies and products they sell. Selling professionals that call with the energy of a sloth, the attitude of a corpse and the apathy of the disheartened, need to be terminated. If you do not enjoy what you are doing, STOP DOING IT! How can the expectation of a sale ensue when Eye Or is on the telephone. The first sale ever made is to you and if you cannot convince yourself, how do you intend on convincing others!
Best Practice
- Find something you truly enjoy and do it, eschew those things that displease you.
- Learn something of the product and service before getting on the phone. If you know nothing about it, how can questions be gleaned from a script?
- Learn something about the company, this will help you connect more with what you represent.
- Ask questions to gain better understanding and if you would not buy the product/service, then do not sell it find something else.
©2009. Drew Stevens PhD. All Rights Reserved.
The things that hold you back and make you anxious are known as limiting beliefs. If you suffer from limiting beliefs email me today and I will send you a free tipsheet to assist you. And ask about our Free 30 Minutes “Personal Acceleration” Coaching Clinic to make changes in your selling efforts.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. 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 with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.
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December 1st, 2009 admin
Written by Ed Rabinowitz for Physicians Money Digest this is a great article on the value of mystery shopping for physicians. Once thought valuable to retailers, this industry secret is helping doctors and staff with customer service, marketing and most importantly patient acquisition.
Read more at:
http://www.hcplive.com/finance/blogs/financial_health/1109/healthcare_mystery_shopper
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November 30th, 2009 admin
Quote of the Day
“To keep a lamp burning we have to keep putting oil in it.” – Mother Theresa of Calcutta
Thought of the Day
The end of the year is just around the corner. I know of many that feel burned out by the recession and other issues. Now is not the time to stop and lament of the issues of the past but to build a new future. I remember my track coach saying to me after breaking a school record, “are you living on your past?” Futures are made from dreams not living in the past. Limiting beliefs will only consume you. It is time to make change and develop methods to not only end this year with accomplishment but to begin the New Year with making new memories.
Best Practice for Today
- End your limiting beliefs, begin to use visualization and live a new future.
- Develop some goals to have dreams to move towards.
- Develop strategies that will assist you.
- Build a support structure.
- Train in self mastery
- Keep busy, those that network and continue building do not have time to self destruct.
- Keep learning, education is the key to success.
There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for selling efficiency email me today. Register today for our Free 30 Minutes “Sales Acceleration Coaching Clinic”. Simply go to Free Coaching Clinic.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. 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 with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.
Posted in Uncategorized | 1 Comment »
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