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
“Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.”
Jules Renard quotes (French Writer, 1864-1910)
As an avid reader of the conquest of American History I am often reminded of the stories of the Gold Rush. Those that sought gold traveled far to stake their claim to fortune. They traveled far and through rough terrain to capture their dream. American history is rampant with stories of those taking action and subsequent risk to seek out new futures and fortunes.
The contrast today is the laziness of many. Rather than diet and maintain nutrition individuals use a remote in search of the 6-second workout. So many are in a rush they do not signal on highways while others text and drive. Rather than make their own luck they lament by victimization therefore seeking alternatives to work.
If you want a new future stop the folly of laziness and do something. I am amazed when selling professionals and their owners blame customers, the economy and political issues for lack of business. 92% of selling falters because of a lack of a process and more importantly the lack to establish a relationship. Stop whining; stop making excuses and start creating a new future. If you want to reap you must sow. Seek out an education and invest in resources to help you. Gold miners worked for their fortune why shouldn’t you.
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!
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.
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”.
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.
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.
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
If you want to know what gets the doctor steamed about buffoonery in organizations, then listen to Dr. Drew prescribe cures for organizational malice. Dr. Drew knows that investments in vital assets are key but not everyone else has a similar attitude. If you want the cure, then listen to the doctor tell it like it is.
I am watching the Discovery Channel the other day watching an interesting program about goldfish memory. The Discovery Channel’s popular show Mythbusters tested rumors that goldfish only had a memory span of 8 seconds. Long thought to be true, goldfish actually have selective memory. I found an interesting comparison to customer service and selling professionals.
If customer service is such a vital aspect of selling, and, if proper account management requires proper service, then why are selling professionals so selective? Are selling professionals like goldfish? Do they have a memory of only 8 seconds, or is there more. The problem with customer service and selling is two fold, 1) there is a lack of focus and concern for many and 2) according to research 92% of most selling professionals lack a proper selling methodology including service.
So with time on your hands due to recessionary issues and with 92% of individuals lacking in proper methodology why not invest in resources for you and your team? Debunking myths and increasing value to your customers is the best medicine in recessionary times. Make yourself competitive proof by investing in both you and your customer base. Do not allow your customer to be selective with other vendors and suppliers because they cannot remember the last time you met with them.
Copyright 2009 Drew Stevens PhD. All rights reserved.
I had the opportunity to meet a dear friend for dinner at a local steakhouse near my home. As we were seated, Danny Devito’s twin greeted us. Oscar aka Danny took almost 25 minutes to return to our table taking drinks and our meal order. Mind you this was not a very busy evening, but you could tell from the moment we were seated Oscar did not want to be working.
During our order I desired one of two choices: fish or steak. Naturally I asked Oscar which he believed best. His glib reply, “Well this is a steakhouse”. My friend and I were aghast but continued our meal.
No one needs to be treated disrespectfully whether eating a meal or simply sitting in the waiting room of a physician’s office. The fact is that customer service is a vital aspect for each business; product or service.
Here are some thoughts for sales professionals, managers, and business owners.
1. Smile – The first thing consumers see when they are getting serviced. Ensure there is a smile on every agents face. When was the last purchase you made from David the Depressed?
2. Enthusiasm – Smart people like, smart-ass people can live without. If your people do not like what they do, ask them to leave.
3. Engaging – Service does not have to look similar to Thanksgiving Dinner with the family but it does require being genuinely interested in others. Ensure conversations occur.
4. People Make a Difference – Hire the right people for the right job. Clearly Oscar had no business waiting tables on a busy Saturday evening.
5. Check your Baggage – Like you there are good days and bad days, everyone has them, however consumers do not care. Leave the misery and angst at the door; service everyone equally and respectfully.
(St. Louis, MO)Business expert, Dr. Drew Stevens provides cures for new chiropractors just starting a new practice. One of the most important concepts for entrepreneur business survival is having an articulate strategy that provides the vision and mission for organizational success.Tuesday June 23rd, Dr. Stevens will be visiting Logan College to give a seminar to upcoming chiropractors to present them with successful practice management strategies.
Dr. Drew will be speaking about the three strategic pillars for any successful chiropractor.According to Dr. Stevens, the most important of these pillars is customer service, because in an age when competitive differentiation is required; customer service is vital to organizational success.
“I am honored to be asked by Logan College to come and speak to their future generation. A point of expression is that chiropractors, like many other business owners need to be marketers.”Dr. Drew states, “My emphasis will be on the three pillars of success; sales, marketing and customer service.”
Stevens Consulting Group is an international consulting organization specializing in business growth.Dr. Stevens is a business growth and selling specialist having served over 60,000 professionals around the globe.
For more information on Stevens Consulting Group, visit www.stevensconsutinggroup.com or call Saisha Judd at 281-546-5094/877-391-6821.
I work with numerous non-profits and entrepreneurs that desire more recognition for their business. When I ask to see their collateral materials or for that matter any marketing materials I notice several fascinating issues. According to the American Marketing Association, marketing is the organizational function and set of processes for creating, communicating and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders. However, my observation is that many fail to illustrate value, engage in a meaningful customer relationship and illustrate benefit to the stakeholder.
Here are several issues that require immediate attention for client acquisition:
1. No value, no client. It is imperative that all collateral materials and messages illustrate client value. Materials must have meaningful benefits the client receives.
2. Ignore the competition. When your marketing speaks about competitive services and issues, you demerit your firm. Focus on the highlights and the value, stop keeping up with the Jones’.
3. Poor copy. Nothing is worse then placing an advertisement with poor spelling and grammar. Use a grammarian and editor to professional check and repair issues. Illustrate your best!
4. Lengthy copy. We live in a world that desires to tell, tell, tell. Emotion is what moves consumer’s not lengthy diatribe. Follow the KISS method.
5. Incomprehensible messages. Refrain from schmaltzy messages that you enjoy and understand. The question is does the client? Ensure your copy and illustrations are understood.
6. Lack of action. With over 8000 messages per day, it is vital for clients to notice your message. Ensure success with an action step for example, call now, register etc.
7. Lack of brand. If brand is what you desire then ensure it is seen. Enlarge logos or other illustrations that depict and help to establish your brand.
Copyright 2009. Drew Stevens PhD. All rights reserved.
One of the many facets of my expertise is coaching others in their respective business. In the last several weeks several individuals have approached me with concerns about their business and as any good coach listens, he notices patterns.
Here are some suggestions to aid your woes:
1. My former track coach used to ask me “Are you sitting on your past”? Both entrepreneurs and selling professionals appear bewildered by the recession. Some are so stumped they are unclear how to develop and acquire business. Simple…sell. Nothing happens without making a sale. With that in mind, we are beginning to come out of this economic panacea but if you are hungry then go seek your prey.
2. Selling is a critical factor for any business but so is marketing. It is imperative that selling professionals and entrepreneurs market daily. The avatars are networking, conducting seminars, meeting with clients, anything to build recognition.
3. Seek out referrals; they are simply the best tool for business development. Referrals assist brand and they are much better than making 50 cold calls. When you need a repairman or physician do you look in the white pages?
4. Stop feature selling. Engage in terrific dialogue that produces value for the client. The client is concerned with, “How will it assist me” not the color blue.
5. Stop speaking and start listening! Two ears one mouth. You discover more when you ask questions and listen for information.
6. My mentor states “seek success not perfection”. Not every conversation will result in a sale, win some lose some, however learn from it. Edison failed 1000 before he invented the lightbulb.
7. If you have extra time seek out development. Selling is a profession and I tire of those that do not engage in professional development. If you had a issue with a debilitating ailment for example diabetes or heart, would you seek the professional that is constantly learning or the physician that graduated 22 years prior and never went back to school?
Copyright 2009. Drew Stevens PhD. All rights reserved.
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