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
Posted in Sales Training, Uncategorized, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | Comments Off
January 3rd, 2010 admin
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.
Posted in sales tips | 1 Comment »
December 30th, 2009 admin
Each day I obtain a wealth of requests from individuals to receive free tips and articles. Unfortunately social media is a Latin term denoting free. Gaining access to free information is analogous to attending a trade show. It is humorous to see attendees carrying overflowing bags of chotskies (crap) only to return home or to hotels rooms and never review the materials.
The failure to review materials and take action results in mediocrity. If you desire to alter your life and start the New Year right, get off your ass and take action. If you want to get into the field of play and alter mediocrity, stop being a spectator. Stop collecting and start doing. Become the aura of life’s trade show not the receptacle.
So many fail because they don’t get started – they don’t go. They don’t overcome inertia. They don’t begin. – W. Clement Stone
BTW. I am happy to provide free stuff, but you must get out of the stands and into the field of play.
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.
Posted in sales tips | Comments Off
December 24th, 2009 admin
In the last several weeks my mailbox has become rift with emails from individuals and organizations that desire an alliance. Coincidentally each foppish message body request me to do something. Items requested include, visit this website, reply to this email, click this url or send me your address. How audacious! What is the value? What is in it for me?
What I find loathsome in each is the audacity of sending messages expecting me [the prospect] to do something. This is the unfortunate issue of selling; many people believe they can sell and that required processes can be avoided. No it cannot! Closing rates fail when there isn’t a process. As I have stated in numerous articles, posts, my books and seminars business closure is based on the acquisition of relationships. If one cannot build relationships they will not close business.
More importantly, relationships are built based on trust and intrinsic value. If the prospect needs to do something, where is the value? What is in it for the prospect when they need to do something? If sellers want something they need to create action, not the prospect. Sellers must illustrate the value THEY provide. Prospects invest in relationships not products. Prospects get annoyed when they have to do something. Stop using ho hum methods and the folly of others. If you want customers stop scrooging yourself!
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.
Posted in sales tips | Comments Off
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.
Posted in Drew Stevens PhD, Sales Training, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | Comments Off
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
Posted in selling techniques | Comments Off
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
Posted in selling techniques | 1 Comment »
November 21st, 2009 admin
Quote of the Day
“By failing to prepare you are preparing to fail.” – Benjamin Franklin
Thought of the Day
I was in the middle of a meeting yesterday when my cell phone rang. I do not typically answer any calls during a meeting but I informed my client I was expecting a call. That said, it was not my call but a cold caller! The typical mundane salutation immediately perturbed me, “Hey are you”? I retorted with the issue my number was private she should not have access. She replied, “I got it from a list.
This is the reason why cold calling gets its knocks. It is the reason why selling professionals gain the stereotype. It is also the reason why many individuals are having issues opening doors. Einstein once stated, “Insanity is doing the same things repeatedly and expecting a new result.” Why follow the rules of the foolish when you can no results. Cold calling when done incorrectly only leads to a fools method of rejection.
Best Practice
Cold calling is still a method of obtaining new business if done appropriately, strategically and professionally. Here are some tips:
- Prepare for every call before you pick up the telephone. Research the company, the person and identify the possible objectives the client might desire.
- Prepare a list of questions for each call. Know what you are prepared to say before you say it.
- Do less talking and more questioning. More information is gained when the prospect does the speaking.
- Make notes and paraphrase when issues arise so they are understood.
- Listen for objections to address additional questions.
- Open the call with potential issues for the client not tiresome lines.
- Realize you are not selling product, merely building a relationship.
There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for cold calling email me today. And ask about our Free 30 Minutes “Sales Acceleration 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 Customer Relationship Management, Referrals, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer loyalty, customer relationships, customer service, lead generation, leadership development, marketing, negotiating techniques, negotiation, networking, relationships, sales and marketing, sales as a career, sales coaching, sales effectiveness, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales techniques, sales tips, sales trends, selling skills, selling techniques | Comments Off
November 19th, 2009 admin
It is the age of information and knowledge, but it is ironic how lazy many have become. Each day I am amazed over the emails, newsgroups and other electronic media requesting innovative methods to sell. Folks if you or others like you are not making your numbers and seek answers to your selling woes look within! If you seek The Secret, here it is… there isn’t any. There are four issues prevalent in today’s society:
- Selling is a relationship business. And, your relationships should be with buyers not gatekeepers. I suggest a quick review of your address book and CRM system. As they say in the database world; garbage in, garbage out. Further look around you and determine whom you speak with and whom you network. Filter your network to only include those that can make a purchase decision.
- Selling requires a process. If you have never been taught how to sell and your organization does not provide training- invest! There is nothing more sickening then the person that wanders in the woods without breadcrumbs. The process of selling is similar to a GPS system; it guides you toward your markets, your buyers and your eventual contracts. Research shows that failure to have a solid process negatively impacts your closure rates. I am amazed and those that desire results but refuse to invest in expertise. Do you join a gym yet never exercise?
- If you build it they will not come. I tire of stupid organizations that believe their product and service sells itself. Recently a young man approached me about coaching and he requested reimbursement from his structural engineering company. The President stated, there is no need to invest in training since engineers do not need to know how to sell. This pomposity ruins organizations and profits because they will not or ever will invest in their greatest asset- sales. If you work for such an organization or your present manager shares such beliefs- leave. Trust me the business will not be around long.
- So many even those reading this post feel victimized by customers, competition, the recession, etc. These are excuses not solutions. Stop hiding behind rocks, rugs and rooms and begin to invest in things that help you become innovative. While there is much uncertainty during a recession, there are assurances. 1) Growth and innovation spark during recessionary times. 2) Those that move are not captivated by fear. 3) Those that go against the tide thrive. Start learning, growing and educating not getting stuck in the malaise of Internet promises. Create your own original opportunities. By gosh do something!
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. And ask about our Free 30 Minutes “Sales Acceleration 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 Customer Relationship Management, Dr. Drew, Dr. Drew Stevens, Drew Stevens PhD, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer loyalty, customer relationships, customer retention, exceeding customer expectations, lead generation, leadership development, pipeline management, practice management, price objections, prospecting, sales and marketing, sales as a career, sales coaching, sales effectiveness, sales help, sales management, sales trends, selling skills, selling techniques, selling tips, selling to c-level, tip of the week | 1 Comment »
November 17th, 2009 admin
Quote of the Day
A man can be as great as he wants to be. If you believe in yourself and have the courage, the determination, the dedication, the competitive drive and if you are willing to sacrifice the little things in life and pay the price for the things that are worthwhile, it can be done. – Vince Lombardi
Thought for the Day
At one point in my life I was moderately overweight, not very athletic and lacked much self-esteem. In high school I was an introvert and never socialized. It took some deliberation for me to find a hobby in track and field. I was not very good at first but once I set my mind on the end I got better. I did not focus on those things that held me back. I did not focus on limiting beliefs. I use the same principles in my business today.
Our beliefs influence our behavior. They motivate us and shape our present and our future. Beliefs are similar to an internal GPS. Contrastly a limiting belief is something that demotivates and indicates we cannot do something. It limits our thinking, our creativity and our destiny. The technique is to focus on those things you do very well and diminish those things that hold you back. Limiting beliefs are very powerful and manifest through the years. Limiting beliefs will stunt both your professional and personal life. You must focus on your future not your past. It is what is in front of you that is important.
Best Practice for the Day
- Focus on your strengths not limitations, focus on the things you want to be not on those that withhold you.
- Imagine yourself in a mirror looking are yourself based on your beliefs. What does the picture illustrate? Revisit the mirror without limiting beliefs what does the present and future show? Illustrate or anchor this picture so it manifests in your current worl.
- Visualize. There is proof that visualization works for athletes. The more clarity the visual the better you can create it.
- Invest daily. Give yourself rewards for jobs well done. There is proof to illustrate that if you provide opportunities you will eliminate limiting beliefs.
- Write down the one to two things that made each day terrific. Illustrate your value to the world. Focus on items and circumstances that allow you to thrive.
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 Customer Relationship Management, Dr. Drew Stevens, Drew Stevens PhD, Economic Volatility, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer retention, customer service, exceeding customer expectations, lead generation, marketing, sales and marketing, sales as a career, sales coaching, sales effectiveness, sales help, sales management, sales manager, sales process, sales prospect, sales tips, sales trends, selling skills, selling techniques, selling tips, selling to c-level | 1 Comment »
RSS Feed
