Why Confidence is Important in Selling

During a recent workshop a student asked to name the three or four vital aspects of selling. After thinking about this for quite some time I realized that there truly is one important aspect of selling-believe in yourself. If you do not believe in what you are selling and  you do not believe that you have the confidence to sell then you will not be able to sell anything to anyone. Selling requires the utmost and confidence as well as passion and conviction. Without these tools you will not be able to move the buyer to take action because they will not believe you. Customers today have many choices in many opportunities to buy from others. With clutter at its highest it is vital for sellers to have the energy and confidence to be able to sell to anyone at any time. Before you pick up a book on selling and think about processes the best thing to do is look in the mirror at yourself.

I am reminded of a poem when I read many years ago entitled the “MAN IN THE GLASS.” Think about this, “Just go to a mirror and look at yourself, And see what that man has to say.” The next time you are with the client in short terrific action in closure by believing in your product and most importantly by believing in self.

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Selling Skills That Matter Most

We are so bombarded by technology and clutter it is difficult to remain attentive to little things. There is simply not enough attention paid to the little things. It is interesting to find how many people are so into themselves and so on interested in the world around them. Self-centered mannerisms meet terminate people need to be more responsive to the world around them. Cell phones, text messaging and e-mail or all hindrances to making us pay attention to the world around us. Selling is not a myopic nor self-centered profession individuals need to pay attention to the customer before they pay attention to themselves. Stop being selfish and start becoming more attentive to things around you. Here are some examples of myopic behavior:

• Spelling someone’s name incorrectly
• Pronouncing the persons name incorrectly
• Arriving late to a meeting
• Meeting a client with a blue light in your ear
• Not offering salutations were thanks
• Not sending thank you letters to your clients
• Not offering mentorship to others in need

Quote of the Day

” You can’t think and hit the ball at the same time. “- Yogi Berra

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Monday Momentum with Dr. Drew

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.

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Mediocrity will Kill You – Dr. Drew’s Year End Sales Rant

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.

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Importance of Email Messages to Sellng Professionals

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.

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Seven Myths of Selling

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. 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.

1. 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.

1. 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.

1. 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.

1. 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.

1. 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.

1. 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.

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Friends don’t let friends multitask

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

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Online Program Offers 21st Century Tools for Sales Leadership Success

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

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Limitations of Limiting Beliefs

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

1. End your limiting beliefs, begin to use visualization and live a new future.
2. Develop some goals to have dreams to move towards.
3. Develop strategies that will assist you.
4. Build a support structure.
5. Train in self mastery
6. Keep busy, those that network and continue building do not have time to self destruct.
7. 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.

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Muscle up Monday with Dr. Drew

Quote of the Week
Branding is no longer for Fortune 500 companies and Madison Avenue agencies with excessive budgets and inadequate tracking.

Personal branding is about managing your name — even if you don’t own a business — in a world of misinformation, disinformation, and semi-permanent Google records.

Going on a date? Chances are that your “blind” date has Googled your name.

Going to a job interview? Ditto.
Tim Ferriss

Read more: http://www.gaia.com/quotes/topics/branding#ixzz0V3J2fGRe

Thought of the Week
Even in selling brand is vital for business success. If customers and prospective customers are not speaking about you then you do not have a brand. In the age where consumers see over 10,000 messages per day, clutter is the norm. It is then vital for the seller/marketer to create differentiation and be heard above the din. What are you doing to create brand and be heard.

Best Practice of the Week
It is necessary to create strategies that engage your brand. To proliferate your brand engage in numerous activities around your consumers. Speak, write, network, teach, and volunteer are activities helpful to having people see you and discuss your differentiation. Invest in ideas and issues that allow customers to be attracted to you. Which is easier awaiting a phone call or creating the activities that make it ring? Do not be a spectator create those activities that keep you in the field of play!

©2009. Drew J. Stevens Ph.D. All rights reserved.

About Dr. Drew

Drew Stevens PhD works with individuals and organizations to dramatically accelerate revenue growth. 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 book Dr. Drew for a workshop or keynote Contact Dr. Drew or to obtain is Marketing Acceleration Worksheet to help you create brand recognition.

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