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 24th, 2008 admin
Find my recent article on selling strategies featured on Salesopedia.
Go to Salesopedia Article
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November 13th, 2008 admin
Seek methods to become more competitive and which offer differentiation. Review these tools to help you overcome your hurdles to sell more effectively.
Customer Service
Eighty percent of most organizations believe they deliver exemplary customer service. Ironically, less then twenty percent do. According to research by consultancy Bain and Company, only eight percent of companies really deliver on customer service. In fact, U.S. corporations lose half their customers every five years. Loyal customers become adjuncts to the marketing department. Make certain your business invests in programs that promote customer loyalty.
Competitive Intelligence
Customers no longer desire focus on product; they want to understand results. Most important, results are only part of the equation and clients seek value from a trusted partner. Understandably, associations build over time, clients desire trust and respect, and such tools are gained by understanding client issues. The only method to augment this issue is the creation of a client-competitive intelligence program. Use investigative tools that promote the client’s organizational comprehension, industry knowledge, and even competitive trends and pressures. A sincere understanding of client issues assists in promoting a strong relationship.
Morale
Many organizations hire for behavior and not skill. Selling is a skill and some of it is not teachable. Selling professionals must be gregarious, curious, and aggressive. Selling professionals must have passion for the product, the industry, and the customer. Morale or lack of is a huge obstacle with customer relationships, if conviction and energy are void.
Relationship
The only differentiation from competitive forces is the relationships with clients. In addition to using some of the tools above, it is imperative to remain in contact with clients consistently. Connect with all of your clients (large and small) at least once per month or per quarter. Your avoidance only provides an opportunity for your competitor to have a similar discussion.
Closing
Remember this: always be closing! Ask questions, make presumptions, engage with clients; however, always seek to ask the question. When they get to the closing stage many professionals become bashful. If you want business you must ask for it. If you do not, your competition will.
The hardest part of change is change. If you seek new methods to assist your selling success, you must change. If you seek better or different results, you must change. Moreover, if you want new methods to aid your success, use some of these methods, create some change, and become more effective.
© 2008. Drew J. Stevens. All rights reserved.
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November 11th, 2008 admin
The recent economic issues wreak perils on employees and families. Stress levels are high. Many people worry about retirement accounts, mortgage payments and employment status. Add to this the upcoming holiday season and stress is rising. However, there are things you can do to calm stress:
1. Ignore the small stuff. There is only so much that you can control and you cannot control everything. Only worry about things that matter. Automobile issues are for mechanics; the rising price of produce will not stop because you complain; and rude people will always exist, so ignore the pressure to respond. Let the little things – and they are little things – roll off your back like rainwater off a rose.
2. Learn self-mastery. Frustration arouses us because we have not mastered a sense of self. It is imperative to look in the mirror and recognize our accomplishments. We must rationalize our success. Stress stems from a focus away from self onto others. Learn to become a master of the mirror and see what lurks within.
3. Stop limiting your beliefs. “Insanity is doing the same thing repeatedly and getting the same result.” To seek new methods you must change your limiting beliefs. For example: if you believe you are poor, you are; if you believe you make less then others, you do; and if you believe you are treated unfairly at work, you are. Limit beliefs focused on the negative. Stop the insanity, look in the mirror, gain acuity in thought and realize all you have to offer. Begin focusing on positive issues and positive results will happen. What do you think Abraham Lincoln, Martin Luther King Jr., John F. Kennedy and Frank Lloyd Wright said to limiting beliefs? All you can become already exists!
Stress is the audacious component of heart and liver disease, diabetes, obesity, etc. Extend your life, your passions and your relationships by learning to downplay stress and expand your capabilities.
2008. Drew J. Stevens. All rights reserved.
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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 27th, 2008 admin
Athletes Practice, Students Practice, Musicians Practice, Business Professionals Should Practice Strategic Selling Professionals Must Practice. If you tire of working so hard and not achieving, business performance perhaps now is the time to treat your profession like an athlete. Start thinking like an athlete so that you have the inside track for your profession. Here is a new seven-step formula to create your success.
Strategic account professionals lack a methodology to remain on track with clients. They like any professional need a global positioning system to comprehend the relationship, the pipeline, and the close. Similar to how an athlete practices to achieve success here is a method for strategic success.
P – Prepare Competitive Intelligence
Customers no longer desire focus on product they want to understand results. The only method to augment this issue is the creation of a client competitive intelligence program. Employ the use of investigative tools that promote the client’s organizational comprehension, industry knowledge and even competitive trends and pressures. A sincere understanding of client issues assists in promoting a brawny relationship.
R – Relationships.
The differentiation lies here. Clients today deserve and desire a trusting guided relationship with their account manager. Clients know more about the products and services you sell then you do. A new process is required, movement from product presentations to value. Clients need to understand the impact your offering has with their need and how quickly it assists.
A – Alliances
Strategic selling professionals require alliances. The network one builds provides useful insight into client account activity. The myriad of networks sellers use to remain visible, insightful and competitive provides client value.
C – Customer Loyalty
Eighty percent of most organizations believe they deliver exemplary customer service. Ironically, less then 20 percent do. According to research by consultancy Bain and Company, only 8 percent of companies really deliver on customer service. In fact, U.S. corporations lose half their customers every five years. Loyal customers become adjuncts to the marketing department. Make certain your organization invests in programs that promote customer loyalty. It makes strategic selling much easier.
T – Tools promoting value
There are too many barriers to selling. The best professionals learn to strategically view accounts as trusted partners to lessen impediments. Avatars return calls quickly, communicate account issues inter-departmentally, and decrease silos and bureaucracy. When clients obtain information wherever, whenever and however, their representatives are value results from service, expediency, and commitment.
I – Invest in Technology
Technology is about connectivity. We all feel overwhelmed by the largess of email and voice mail. However, technology provides the competitive advantage of maintaining customer connections. Preserve clients with proper communication. The best rule of thumb once or twice per month either telephonically or directly.
C – Competitive Differentiation
Differentiation stems from doing things the competition does not. However, you cannot design a strategic program if you do not understand the competitive field. Conduct homework to discern competitive characteristics. Develop useful methods designed around client need. Most importantly, focus on the result and the client outcome, NOT on your organizational outcome- that is client value.
E – Evaluation
Exemplars for strategic selling constantly evaluate programs. Great strategists employ a team of advisors that understands issues, refrains from tactics and asks great questions. Seek new answers to old issues and produce better outcomes.
Similar to an athlete seeking to gain a competitive advantage, you too must seek the inside track. Clients today are more discretionary. Ensure your success with proper relationships that enable competitive advantage, insight, and availability and watch your goals become reality.
© 2008. Drew J. Stevens. All rights reserved.
Posted in Sales Training, sales help, sales skills, sales techniques | 1 Comment »
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.
Posted in Sales Training, Uncategorized, sales help, sales skills, sales techniques | Comments Off
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