November 26th, 2008 admin
The year certainly has been difficult and alarming. Bad loans, political battles and a myriad of issues certainly top the news stories. However, there is still a sunrise, still kind people and still an opportunity to live a peaceful happy and healthy life.
As you sit at your table this week, and as those how lover you gather around, give thanks to those that love you thanks to those that support you and thanks to your Creator for life, liberty and happiness.
I thank you for your support, and your appreciation for my work.
Blessings and Peace to you and your family!
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November 11th, 2008 admin
Dress codes in the United States historically morph from decade to decade. The majority of thought suggests that business professionals must dress professionally, Male dress code denotes a suit, perhaps with tie and for ladies perhaps a dress, business suit, skirt or other business apparel. However, if one meanders down Broadway in Manhattan, Market Street in St. Louis or the Miracle Mile in Chicago, over the last 10 years business patterns changed.
In the last 10 to 15 years, an emergence of business casual attire has adopted from the East Coast to the West. It is common for professionals to wear jeans, T –Shirts and sneakers or boots to the office. While I enjoy fashion trends, one worth terminating is business casual.
Casual dress inspires casual conversations and behavior. In the 10 to 15 years, it has become noticeable for productivity to decrease at work. There exists a potpourri of information on productivity in the workplace and many point to dress code. Casual dress simply promotes apathetic behavior.
Second, numerous business professionals engage with client’s daily. Clients desire to conduct business with those they trust and exemplify expertise. If there were a need to visit a cardiologist or an investment banker, what might be your feelings if they greeted you in blue jeans and a polo shirt? Would you prefer someone that dresses the part?
A diminishing trend seems to exist. In the last two to three years, I am noticing more men and women wearing business suits. Airports that once greeted polo shirt and khaki passengers are filling with grey and blue pinstripes, leather soles, and pumps. If you want to look the part, you must be the part. Invest in your business, in your profession and in your closet. Resist the population and settle for professionalism. Seek out clothing that embodies your professional image; purchase a nice briefcase, pad folio, and pen. In addition, watch accessories that dampen your appearance such as watches, rings, and bracelets. Dress for success and watch your image flourish.
© 2008. Drew J. Stevens. All rights reserved.
Posted in Drew Stevens PhD, Sales Training, business development, customer service, sales help, sales skills, sales techniques | 3 Comments »
November 7th, 2008 admin
The largest singular issue with selling in a difficult economy is change. There is change in buying power, change in budgets, even change in decision criteria. However, what is not changed, are goals, annual commitments and a desire to excel.
I am willing to bet that you believe that the economy is holding you back from quota. I am willing to believe that stress is increasing. How bad do you think the economy really is? Do you believe the economy is why you cannot sell anything? Well, here is some interesting information for you.
• Halloween spending this year is $6 Billion.
• Christmas spending on the Internet will increase by 22%
• According to a recent CNN report, Americans save only 1% of their income.
• Review your interstates and local roads; notice all the new automobiles.
• American football stadiums are still selling to capacity crowds.
• Fast food and restaurant capacity has decreased only marginally; people still go out to eat!
• Beer and liquor products are holding up well.
• Seven of every ten firms are holding an annual holiday party!
So, if the economy is down, why is there so much spending? While I do not suggest you ignore the issues, however, media outlets seeking viewers contrive much of the news. Selling professionals need ignore these unnecessary distractions and simply sell. Stop getting distracted and stop listening to the negative. You must find methods that provide the inside track and get your sales into 5th gear.
The following are items you influence to take you from worst to first!
Do not – watch the news and ponder the negative. Rather discover trends that enable you to assist clients. Look at trends that buck recessionary trends. This time of year, there are budgets that still require spending.
Do not – hover around negative people. They only make you negative. Rather discover new associations that build your business. Find networking clubs and associations seeking positive volunteers.
Do not – listen to rumor. Rather only, act on information that proves to be factual. Review statistics and seek honest information sources.
Do not- waste time with unnecessary meetings. Rather, understand objectives and agendas before you attend. Your precious time needs to be spent selling.
Do not – waste time. With extra time yielded by canceled appointments, discover methods to improve your craft. Attend a class or read a book that provides professional improvement.
Do not – sweat the small stuff. You will gain some additional canceled engagements and letters of intent. Do not focus on the negative hold onto relationships for future growth and opportunities.
Do not – treat non-paying and terminating clients badly. Research proves that 40% of every selling situation is based on customer service. The world is flat and the world is small, your present non-pay might become a future long-term prospective client.
Do not – look for the gloom but the gold. The New Year, the new President brings change. Change provides new opportunity. Change provides light in what appears dark.
The current economic issue will eventually become coffee table conversation. Change provides renewal and growth. Within the next several years, growth returns and these issues are past experiences. To maintain perspective and gain the inside track you need to operate in 5th gear. While your competitors downshift to first gear congruent with economic trends, now is the time to press down on the pedal and accelerate past the competition. Begin doing things the others don’t.
2008. Drew J. Stevens. All rights reserved.
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November 6th, 2008 admin
Do not believe the rumors. Selling is not difficult now. People are attending sporting events, they are eating out, and they are buying beer! Now is not the time to avoid pressure but to increase it for your competition. While others fold, you must build. Listen to Drew Stevens Coach you through the malestrom and get you into competitive grear! This podcast promises to get you to Make it Happen!
Posted in Sales Training, account management, business development, customer loyalty, customer service, marketing, sales help, sales skills, sales techniques | 2 Comments »
October 16th, 2008 admin
You 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.
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October 16th, 2008 admin
Watching the recent debates and other national political contests reminds me of two sales professionals trying to close business. One of the most daunting issues of note is how politicians denigrate the competition. The skill that has always stuck with me over my entire sales career is to focus on one thing- you! Sales professionals like politicians illustrate 1) weakness and 2) lack of client outcomes when needing to speak ill about competitors.
It is vital that selling professionals focus on client outcomes, results, and most importantly, client need. Derogatory remarks focus on fear, place that party on the defense, and annoy prospects. Prospective clients want answers to “What is in it for me?” When combative selling professionals slam each other, clients look elsewhere for business.
The best politicians like selling professionals focus on one thing- the client. Grandma always told me never engage with bullies, this is dependable advice. When caught in the derogatory net, the best focus on the issues clients desire answers. The next time a competitor tries to engage, act like a politician; remove your focus from the bully and become myopic to the prospective client.
© 2008. Drew J. Stevens. All rights reserved.
Posted in Drew Stevens PhD, Sales Training, business development, marketing, sales and marketing, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips | Comments Off
October 1st, 2008 admin
Drew Stevens PhD Americas sales motivator and business growth expert is expanding his services to include “Business Growth Roundtables”. The roundtable concept helps Sales Executives that are in influential and executive management decisions to test ideas, overcome hurdles and increase productivity in both staff and self. These limited groups assist to inspire each executive’s thinking, challenges their assumptions and presents a platform to share ideas amongst a select peer group.
Business Growth Roundtables are key selling and marketing executives of mid tier organizations, many of which are in the highest tier of the national 100. Business leaders have precious few people to turn to for seasoned advice and the plain truth. The mission is simple- help one another succeed, Business Growth Roundtables test assumptions, uncover opportunities, and take action with ideas. Members compare notes and get practical advice from Drew Stevens, the country’s leading expert in business growth.
The setting is a unique opportunity, for members to meet privately and candidly to share expertise that establishes a peer network with years of solid advisory that assists with increasing profitability. These partners get to learn from each other’s experience to avoid mistakes and capitalize on good ideas. They can compare the ideas that worked — and those that did not.
Drew Stevens has hosted Roundtables since 1998. Sales Executives and Executive Directors trust Drew’s opinion and respect his judgment. They get confidence from his record of accomplishment of business growth, leadership, and practical advice.
The sizes of the roundtables are limited to preserve confidentiality, maximize interaction, and maintain the collegial forum. If you wish to apply to join one of the Business Growth Roundtables, please Drew Stevens through the contact form of this website or at 877-391-6821.
2008. Drew J. Stevens Ph. All rights reserved.
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September 26th, 2008 admin
Emerson states, “Nothing great was ever achieved without enthusiasm”. A majority of the issues related to worker productivity stem from enthusiasm or the lack thereof. Individuals simply go to work despite their abhorrence of their employer, the monotony, and the products. There is no passion or pride.
Much of this issue stems from practices embedded within an organizational culture affecting morale and productivity. These include:
• Leadership not serving as exemplars – some leaders today are narcissists, demeaning and ruthless. More importantly, leaders’ salaries can exceed employee pay by 425 times the average worker. Leaders need to act in harmony with employees and enure equal treatment of all. Cultures where this practice occurs frequently include McDonalds, Fed Ex and UPS where employees and management are one.
• Little or no accountability – The United States economic system is currently in financial turmoil and no one is accountable. Employees need to know that mistakes may count for learning but criminals are punished for repeat offenses.
• Career planning and succession planning is null – simply put there is no succession planning. Most CEOs and senior managers join an organization from competitive industries and companies. Whatever happened to the mailroom climb?
• Too many silos and departmental infighting – Companies are in business for one reason- to create clients. End the infighting and focus on the most vital asset!When the fighting ends (and everybody understands their reason for being employed) perhaps harmony arrives.
Causes of low morale correlate to the organization, its culture, and its management. After 25 years of research in this area, we find five factors contributing to organizational morale. A study by the Corporate Leadership Council revealsthe tremendous impact managers have on an employee’s level of commitment. It is imperative to note that individuals do not leave companies – they leave poor managers. Organizational mis-management contributes to negative morale. As recent as 2006 the Gallup Organization estimated there were 32 million actively disengaged employees costing the American economy up to $350 billion per year in lost productivity. Such loss includes absenteeism, tardiness, and poor work.
To dilute the productivity impact, research shows that taking time to build relationships with employees through personal interaction, is a key step managers can take to keep morale high. Employees need to feel trust and respect from their managers. Employees desire feedback from management to understand their work matters.
Ending the morale issue is not easy but there are cures.
1. Begin with talent acquisition – Start with the right people. No firm we work with ever hires on a proactive basis. Most firms conduct employment searches reactively. Seek employees that fit with the organizational culture and with the obligatory skills. Never wait!
2. Hire for skill – Talent is innate. Organizations hire for personality and behavior first and skill second. Skill is not interchangeable, behavior is. A great hire might have a wonderful temperament and lack the skill to plug a socket into an outlet. I recall a five star hotel that sought advice to correct housekeeping flaws. After five minutes, it was easy enough to terminate staff and find those without flaws.
3. Look at best practices from best people – Management focuses on “fixing those that cannot” rather than “improving those that can”. Icons of performance exist in your organization. Discover what they do right and encourage others to emulate it.
4. Passion – In the 1980’s Sylvester Stallone appeared again as Rocky this time with a theme, “Eye of the Tiger”. What a great metaphor for valuable talent. Seek to acquire talent that truly loves work. Passion too is innate. Employees must love what they do and how they do it. When passion is high so too is morale.
5. Focus on the Customer – Managers, the organization, and the employees must vehemently focus on the customer. Remember Winnie the Pooh, try finding Eeyore amongst staff at Disney; Southwest Airlines and FedEx, all intensely focus on servicing the client.
Lastly, managers must constantly strive to provide feedback to employees. Feedback is not an annual performance review event. It is imperative that daily communication exists for good information and improvement. Coaching, counseling, and mentoring are components of organizational morale. In addition, many attend church and hear the words, “It is right to give thanks and praise”. Many watch professional sports and view coaches coddling athletes. We can learn something here; simple words of thanks and praise constantly improve morale and employee relationships.
Finally, the first item terminated during economic volatility is training. Research finds that employees are assets and require that treatment. Never stop training; this improves productivity and morale at all times.
Issues of low morale and productivity are onerous, volatile, and difficult to control. There is a need for management, the organization, and the individual to assist with success factors. Much is dependent on the desire to change; methods chosen and consistent follow through. However, if you do nothing you still have a morale issue. Take the time, seek remedies, and keep morale high. Doing so, lowers attrition, improves productivity, increases profitability and most importantly- reduces stress.
© 2008. Drew J. Stevens Ph.D. All rights reserved.
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August 8th, 2008 admin
For many selling professionals and sales managers selling effectively has become a cumbersome task. The proliferation of the electronic media and instant availability of products and services allows more power into the hands of clients. However, there is one area where the selling professional can achieve more effectiveness by trends and social issues. One of the largest yet daunting areas of research today relates to the Millennials or aptly called Generation Y
To achieve greater selling effectiveness, professionals must realize that we operate in a multi-cultural, multi-gendered and multi-generational workforce. For purposes of this article, our focus relates to generational issues. Many selling professionals, consultants and employers have not taken into consideration that four generations exist in the workforce. There exists four generations:
- Veterans = 20 Million/ages 65 and above
- Baby Boomer = 65 Million /ages 47 – 60
- Generation X = 50 Million /ages 38 – 45
- Generation Y = 78 Million /21 – 40
The manner which each purchases is based on behavior and values. To achieve selling excellence it is imperative to quickly comprehend the value differentiation of each.
Veterans
Veterans have important buying power and been doing so for well over 50 years. These groups because of many socially historical issues usurp brand value. This group tends to remain very loyal to products, services, and do not like change. More importantly, their age creates a need for physical relationship and they find instant communication frustrating.
Boomers
The 78 million Americans who were 50 or older approximately 5 years ago controlled $28 trillion, or 67% of the country’s wealth. This group has tremendous buying power. However, this group ages by the moment as many Boomers worry about retirement and savings. This group resists spending during economic uncertainty since they pay with cash not credit. To achieve sales excellence it is imperative for selling professionals to create a bond with Boomers.
Generation X
Generation X makes up about 17% of the U.S. population and range in age from 38 to approximately 45 years of age. This generation is very open to technology yet is also well educated. If they need information they know where to get it so selling professionals need to illustrate differentiation. Generation X wants issues resolved expediently and deplore lengthy “sales pitches” in favor of solutions. Coincidentally, the dearth of email has Generation X desirous of personal interaction and paper correspondence. Selling effectiveness is uncompromised using more traditional marketing means.
Generation Y or Millennials
The largest and clearly the most influential group of purchasers since the Baby Boomers, Generation Y is on the minds of many selling and marketing professionals. With 78 million potential buyers, it is impossible to avoid this large group. They are influential, have the money to spend and there are many of them. Generation Y are very well educated. As a group, they believe in real time connection with the Internet a Must medium. Generation Y is all about instant connectivity and most importantly instant gratification.
Our research in this area finds these influential areas pivotal for effectively selling to Generation Y.
Cool. Online and print medium require change. Generation Y desires importance and self-actualization. They buy the now and the hottest item on the market. Those that follow this trend will thrive. Avatars such as Apple are very proactive in this area. Sales of iPods and iPhones flourish. Generation Y desires to be part of the experience. Selling to them requires a value proposition focused on current trends and social issues.
Brand. Generation Y differs from all prior generations. They are not brand loyal. Due to the increased connectivity, Generation Y follows social trends. Millennials have acute attention spans as they await the next trend. A recent Wall Street Journal article illustrates how Six Flags is aligning with Disney (movies and television shows) simply to capture the attention of the Millennials. Do not build a brand for them; rather, build a brand with them. Apple, Southwest, FedEx, Facebook, Google all build products with advice from this influential group.
Content. Content is king. This is true for Millennials. The proliferation of Internet technology allows Generation Y instant access to information. Sellers must provide uniqueness with content not found through regular Internet channels. Further, since content travels at the speed of light selling effectiveness can increase with viral marketing.
Language. Generation Y uses different lexicon. Whereas the other generations use complete articulate sentences, Millennials speak in a language encrypted with message similar to the DaVinci code. Sellers must speak and connect to Millennials in their language.
Risk. The increase of viral marketing and information enable Millennials to take more risks then preceding generations. In fact, due mostly to youth, Millennials are riskier, they have less to lose. Sellers and marketers must challenge Millennials. Buyers represent three purchase groups’ a) early adopters, b) followers c) not a chance. Generation Y devour risk by adopting the “cool” trends. Sellers must understand the trends to advise the consumer to be a recognized leader.
The need to dissect generations is vital to selling effectiveness. Today’s sales professional requires the research skills of the finest detectives, uncovering every clue and unearthing every angle. Additionally, selling effectiveness requires spontaneous information leveraged by the lexicon of the contrary party. It is impracticable to estimate if each issue resonates with a Millennial. Sellers intuitively realize that trends continue to change. The only way to get ahead is to be a leader. Clearly as the Millennials mature there is another entourage. Selling effectiveness requires intuition, content, and resolve.
© 2008. Drew Stevens Ph.D. All Rights Reserved.
Posted in Drew Stevens PhD, Sales Training, business development, lead generation, marketing, sales and marketing, sales coaching, sales effectiveness, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips | Comments Off
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 Training, business development, marketing, negotiation, sales coaching, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques | Comments Off
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