The current recession has selling professionals and their management seeking alternatives to increase sales. One issue that continually arises is selling to the C Suite. There is a belief that if selling professionals increase their abilities to corporate executives both closure and sales revenues will increase. That may or may not be true.
The first item to consider with attempting selling products and services to corporate executives is whether the individual occupying the office is truly the buyer. Many selling professionals get fooled into believing that title encourages the sale. While CEO’s are responsible for a myriad of activities their main priority is a focus on customer acquisition and retention as well as a return to stakeholders. It is simply impossible to be involved in every vendor decision, and it is considered micromanagement. Take some time to understand your true buyer before wasting time.
Selling professionals by nature are tactical and invariably spend time with those that might influence but do not make decisions. However the approach for selling to decision makers in the C Suite must be more strategic. Before embarking on cold calling and using rote sales principles, take the time to prepare. Selling professionals must adequately prepare before calling an executive. I suggest reading current versions of The Wall Street Journal to comprehend environmental (i.e. economic, political, technological, etc) issues as well as competitive pressures. In addition, reading the organizations annual report is essential for understanding the firm’s strategy and industry acceptance. Finally a quick review of corporate, industry and other competitive issues enables a representative to have articulate conversations with senior executives.
Upon completion of preliminary reading, selling professionals must establish a strategic corporate profile in order to better comprehend the corporate structure and align products and services you offer with the prospective organization. The strategic profile removes the tactical issues of product sales and creates a better ability to create long-term relationships. Executives will trust the ability to be more consultative. Formulating a corporate strategy creates provocative questions related to objectives and measurements for success, which are the conversations that senior executives desire. Dialogue focuses on organizational results and benefits to the customer, not product/service facts. Executives desire to hear about output and results.
Finally strategic selling professionals do not visit the C Suite with rote tactics of cold calling etc. While a myriad of books, audios and other materials exist suggesting such, executives are met through referral and networking. Individuals invest in those they know and trust. This requires selling professionals to shift direction and gain better momentum with strategic ideology. It simply requires change.
We are currently in a sea of rapid change and momentum. Recessions also enable organizations to develop innovative techniques. Now is the time to be a market leader and create techniques that allow innovation and renewal. Shifting to a new sales direction will take some time but as comfort returns, the organization will gain speed and velocity. The results will be worth it!
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”!
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.
“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.
When you’re really trying to make serious change, you don’t want people to get caught up in emotion because change isn’t emotion. Because change isn’t emotion. Its real work and organization and strategy.. that’s just the truth of it. I mean, you pull people in with inspiration, but then you have to roll up your sleeves and you’ve got to make sacrifices and you have got to have structure.
Michelle Obama
Thought of the Day
One of the issues that constantly weights on those that sell is a lack of process. Simply put selling professionals are too tactical. 92% of most professionals do not have a process, do not prepare their calls, do not understand the value of rapport and consequently screw up their closing ratios. There is value in education and learning to be better at your craft. I am floored by the immense amount of free advice available yet individuals do not take advantage. There is not shortcut to selling.
Best Practice of the Day
Take some time this holiday season to renew, to review and to improve. Stop the feeling of victimization of not making sales and learn about something that can assist you. If you use this one thing everyday for a month you will be 50% better.
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.
“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”.
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.
As I completed one of my annual readings, I was reminded of the need develop bonds with those of influence. “Think and Grow Rich” by Napoleon Hill speaks of the power of the mastermind and the need to have strong alliances that aid business success. As I completed this it reminded me of a recurring issue in selling- networking.
Selling professionals and successful entrepreneurs are not isolated. Review any successful person and numerous others always surround them. They do not live in a vacuum and understand the need for constant connectivity to assist them in building their respective businesses. Look at others in your organization or other successful individuals, do you notice similar?
One of the most valuable components of marketing is branding. Moreover, to help manifest the brand, organizations and individuals needs to help that brand proliferate by having others create buzz. Sellers and entrepreneurs use similar means with the depth of their networks. They assist in driving business by meeting new people, opening doors unknown to them and lessening labor.
Here are some questions to help you review your network:
1. Who is in your network?
2. How often do you communicate with them?
3. Are they a person of influence?
4. Can they assist you?
While many sales professionals buy lists and comb phone directories, a network of influential individuals can eliminate time, reduce stress and save hordes of money. I know of one company where the mandate is to knock on doors for new business. That is a lot of rejection and wasted time. Would not a proper network aid this effort? To grow business you must emulate others that are successful at it. So what might you do?
1. Begin to attend networking groups where you can meet individuals. Do not be taken in by the folly of groups where members simply want to sell you something. Attend functions where you can build alliances but do not be a wallflower you must actively participate.
2. Use your existing network to help you expand. Tell your network
your value proposition. Ask that they introduce you to others that might require your value.
3. You need to review your current network. I learned long ago that a person is a sum of all parts and if your network is not influential you just might need to
purge. Yes, eliminate those that do not aid you or waste time. There is a cliché if you want to be a millionaire you have to affiliate with them. Is your network pushing you to newer heights?
4. Beware of the folly of social media and individuals that are Lions, Tigers, Bears, Cats, Dogs and Sheep. It is not quantity but
quality. Does it matter that someone has 15,659 followers if there are not decision makers in the queue.
5. Spend useful time with useful people. Purge associations, charities
In addition, other time consuming organizations. Spend useful time with those that can affect your business.
6. Avoid the baseball card theory. Collecting business cards is not a lead generation system. What you do with the cards after is. Many people believe business cards are gold bullion. If you do not follow-up, you have is manure.
7. Networks need to be catered. You must remain actively involved and nurture the individuals as they say out of sight out of mind. A gentleman recently lost a significant piece of business when he failed to follow up with his network connection.
There are 7 techniques you can use daily to assist you sales efforts. If you seek a additional alternatives to building your network 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.
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’ve been struggling to
close enough sales and you’d like
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=> Create a crystal clear vision
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If you’d like to take advantage
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1. How long have you had your
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goals for the next 12 months?
4. What were your sales commissions
from the last 12 months? (ballpark)
5. What do you see as the major
challenges holding you back from
selling as much as you want?
6. On a scale of 0-10, how important
is it for you to overcome your
challenges and achieve your sales
and lifestyle goals today?
7. Full Name
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9. Phone #
10. Time Zone
Check off the areas you’d like to work on…
__ Finding a Great Prospect List
__ Prospecting
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__ Getting Referrals & Up-Selling
__ Other
Since we’re making this offer
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We’ll take as many people
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If you don’t hear from us,
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Again, to take advantage
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Warmest Regards,
Dr. Drew
PS: The sooner you send us your
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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.
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