Quote of the Day

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”.

©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.

Quote of the Day

“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:

1. Prepare for every call before you pick up the telephone. Research the company, the person and identify the possible objectives the client might desire.
2. Prepare a list of questions for each call. Know what you are prepared to say before you say it.
3. Do less talking and more questioning. More information is gained when the prospect does the speaking.
4. Make notes and paraphrase when issues arise so they are understood.
5. Listen for objections to address additional questions.
6. Open the call with potential issues for the client not tiresome lines.

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”.

©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.

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”.

©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.

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:

1. 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.
2. 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?
3. 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.
4. 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”.

©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.

I am amazed by the sincere lack of customer service lately. A recent conversation with a peer seemed to feel that customer expectations are higher and stress is increased due to the recession. I believe this a rote excuse for laziness and resentment. I simply tire of those that will not engage the customer and customer that believe they are the privileged few.

From the customer perspective, perhaps it is time for some organizations to realize that their entire mission in life is to attract and retain clients. I always love walking into a physician’s office only to be greeting by the glazed secret window. I am never certain if I am interrupting someone’s shower! Is there any reason for not having a small desk with a warm, smiling receptionist willing to greet a patient?

Moreover, if you really want to destroy customer relationships, integrate one of those fancy voice operated call systems. Nothing is more convenient than repeating your social security and account number four times, while being asked your special double secret pass code to a live operator 12 minutes later! This is not customer service it is customer frustration.

Here is a secret, if you want to develop systems to retain your clients that it is necessary to hire the right people that care for clients. Smiling and empathetic employees are the exemplars for success. In addition, terminate processes that only diminish the experience and customer loyalty.

Further, there is a certain liability for clients; they need to refrain from the victimization approach. While I profess that companies need to do a better job, they do not need to constantly cower to customers. Demanding, overzealous customers can be terminated. Customers must not be heartless; implying they are the only client for the organization.

The issue many do not understand is that customer service is a negotiation. Unfortunately many have predispositions based on previous experience. Customer Service is based engaged under the rules of reciprocity not remorse.

If you seek higher levels of service for your organization, or if you are simply unnerved by customer service email Drew for a free tip sheet on customer service.

© 2009. Drew Stevens PhD. All Rights Reserved.

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

Quote of the Day
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
1. Focus on your strengths not limitations, focus on the things you want to be not on those that withhold you.
2. 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.
3. Visualize. There is proof that visualization works for athletes. The more clarity the visual the better you can create it.
4. Invest daily. Give yourself rewards for jobs well done. There is proof to illustrate that if you provide opportunities you will eliminate limiting beliefs.
5. 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.

© 2009. Drew Stevens PhD. All Rights Reserved.

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

Quote of the Week

“We must always change, renew, rejuvenate ourselves; otherwise we harden” – Johann Wolfgang von Goethe

Thought for the Week

As the year winds down, there is a tendency for frustration and fatigue. The effects of the economy and poor attitudes are enough to bring the motivated to their knees. The important thought is to be as motivated to wrap-up the year as you were to begin. Each day is a gift from above and each day provides new opportunities for growth. You can use these opportunities as seeds for the future or continue to wallow in frustration.

Best Practices for the Week

When stress and aggravation creep, take some time for you. Surveys show that 80% of individuals do not take enough work breaks let alone lunch. If fatigue and aggravation are high, end your routines and take a break. Go for a walk, give yourself a nice lunch do something to get away from your office and stressors. The only thing that happens if you don’t is more stress.

©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 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

Quote of the Day
“Success depends upon previous preparation, and without such preparation there is sure to be failure.” – Confucius

Sales Rant of the Day
I like you receive a myriad of calls during the day and several of these are cold. I am always amazed at each call. I find it interesting how many individuals call me getting my name wrong, (Drew is not that hard to mispronounce), know nothing about my company or one can hear the cacophony of their peers making similar ridiculous calls. I am a sales trainer and if I am frustrates by the tiresome stupidity of cold calling practices how might prospects feel?

Dr. Drew’s Prescription for Success
The single biggest mistake of anyone that needs to cold call is lack of preparation. Before one picks up the telephone to say hello… conduct some research on the company, the industry and its issues. Prepare provocative questions that help to increase call effectiveness and get a better handle on company issues. Second, stop attempting to sell product. A cold call is nothing more than the beginning of a relationship. Third, you need an action step. Be in control of the call by making another appointment; request a follow up – something. Do not follow the results of the incompetent create differentiation and value for your perspective client.

One can choose to continue with the tiresome methods or create new opportunities for success. Want to learn more secrets to achieving success on cold calling, email me today for a free tipsheet and I will also send you my free report on Cold Calling Secrets. Or look for my next webinar on Cold Calling Secrets on Business Expert Webinars, if you email I will send you a special coupon code for a discount.

© 2009. Drew Stevens PhD. All Rights Reserved.

Drew Stevens PhD works with entrepreneurial 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 – 12 Strategies for Ultimate Success. 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. To book Dr. Drew for a workshop or keynote or to obtain his FREE Report called Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

Dr. Drew’s Selling Techniques Rant

As I was completing my day recently an email hit my inbox with the following quote, “Can you tell us something new, what was so original about your content?” I was aghast for several reasons, most notably the use of social media to “pop off” opinion wherever and whenever individuals desire. While I believe there is a niche for social media to aid in publicity and information, I am loathsome for its ability of individuals to hide behind keyboards and LCD screens to offer personal objections.

From my view of the world many individuals today are seeking a silver bullet using social media as catalyst. So many believe they are victimized and rather than work to build a new future they await a revelation. As I explained to the individual inciting this post, there is nothing new under the sun. It is how information is heard and actions taken that matter. The reason why some ideals such as those expressed in “The Secret” appear phenomena is marketing. I dare anyone to find one new principle offered.

Second, the use of the Internet has increased laziness and the number of swindlers. The true issue behind my email is not rejection of sage advice but marketing perception. Review the number of marketers claiming how Twitter pays their mortgage or how social networking increases patient volume for chiropractors. It is infuriating to see the numbers of self proclaimed millionaires and experts on the social media platforms. The world of the Internet is no better than playing the game “Dress Up” when I was a kid. However similar to the hype of cable television, fax machines or even cell phones the hype will diminish and there will be some return to normalcy.

There is one other implication in the email, equally troubling; individuals spurning education. The true issue is the desire not to rehash old ideas and develop them into something useful. Advice is simply raw materials that are redeveloped pursuant to the needs of the individual. Plants are repotted, clay is remolded and houses are refurnished, so why not the individual. The Lone Ranger owned the only silver bullet ever known. Coincidently, the correlation between the Lone Ranger and Internet marketers is fiction.

One can choose to live in a fantasy world or use helpful information to create a new future. Want to learn more secrets to achieving success on social media, email me today for a free tipsheet and I will also send you my free report on Social Networking etiquette.

© 2009. Drew Stevens PhD. All Rights Reserved.

Drew Stevens PhD works with entrepreneurial 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 – 12 Strategies for Ultimate Success. 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. To book Dr. Drew for a workshop or keynote or to obtain his FREE Report called Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

Quote of the Day
“I’ve never known anybody to achieve anything without overcoming adversity.”
—Lou Holtz

Thought for the Day
I was watching my son’s team play football last evening. The game, which was predicted to be a landslide victory for our opponent, proved different. For over 40 minutes our team held the lead and the opponent off balance. In the fourth quarter a call questioned by our coach led to his ejection. Within minutes, the boys lost their focus, their direction and their confidence. They lost but two points.

How many times during the day do you lose direction because you are not confident in your abilities? How many times do you second-guess decisions? Have you already lost your way? Life is a series of obstacles, you can choose to jump or circumnavigate the obstacles or let them block you.

Best Practice for the Day
1. Seek to learn from adversity, use them as educational fuel for the future.
2. Look in the mirror everyday and lay claim to your position in the world.
3. Learn the first sale is to yourself, you must have passion and conviction and believe in all that you do.
4. Change your state, from strong physiology comes a stronger psychology.
5. Seek a coach or mentor that can work with you individually to improve your condition.
6. The greatest (Lincoln, Disney, Ford, Edison, King et al) all failed at one time but never lost their confidence.
7. Self Confidence is your GPS to set your future and maintain direction.

© 2009. Drew Stevens PhD. All Rights Reserved.

Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Seling 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 FREE Secrets of Ultimate Business Success (30 page report) or to obtain a FREE 1 on 1 30 Minute Coaching Session email him today at www.drewstevensconsulting.com/contact