Stevens Consulting Group

During a recent visit with my physician I was awaiting the doctor in an examination room. As I sat alone for a few moments I heard several people speaking from just outside the examination room door. After carefully listening I discovered the source, a pharmaceutical representative and the doctor. However, much to my surprise, every time the doctor started to say something...anything, the sales representative interrupted.

The best rule for any selling professional is to shut up and listen. Sales professionals that speak do not hear. Within client words are emotion to move the sale forward or delay it.

Here are some tips for success:
1. Questions - ask a ton of them do not walk into a client without a prepared list of questions. Lawyers do not enter a court room without research, athletes do not enter the competitive arena without preparation, neither should you.
2. Do not speak over people use a silent pause to ensure the other party has completed their thought.
3. Listen as if no one else in the world matters. Exemplars are Bill Clinton and Abe Lincoln, their listen skills illustrate a honing in only on one person- to whom they are speaking.
4. Stop telling the world how smart you are, let others determine that.

This list is only a part of our research over the years. Take some time to employ these tips to create better and more manageable client relationships.

Labels: account management, Customer Relationship Management, sales effectiveness, Sales Training

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Posted by Drew Stevens at 9:25 PM | Permalink | Comments

Be one of those fortunate selling professionals and sales managers to obtain top quality selling advice for FREE. Drew Stevens nominated one of the Top Sales Experts in the world and his colleagues are offering a once in a lifetime chance to obtain over 180 pages of professional selling advice for absolutely nothing. No strings, no offers, no fee. Simply follow the link to the download page and obtain your FREE Sales Advisory e-book here. This is a once in a lifetime chance and will not last long!

To download page: http://www.topsalesexperts.com/E-Book/registerE-Book.php

Good Selling!

Drew

Labels: customer loyalty, learning how to sell, sales leads, sales seminars, sales techniques, sales topics, Sales Training, salesforce motivation, selling effectiveness, selling skills

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Posted by Drew Stevens at 12:37 PM | Permalink | Comments

In 1940, Dale Carnegie wrote a classic entitled “How to Win Friends and Influence People”. That book is still worth millions today. Become genuinely interested in others and take note to appreciate their business. In today’s competitive world differentiation is what sets you apart and being genuinely interested is a key differentiator in selling client value. Clients devour conducting business with those they can trust and respect.

One of the simplest methods to appreciate clients is a simple and personal thank you note. In this article I speak of a clearly written hardcopy note. Prospective clients are overwhelmed with a myriad of notes, letters and other ridiculous correspondence. Ironically, the influx of electronic communication has pained many. As such, direct mail is on the rise. According to the Bureau of Labor and Statistics direct mail in the United States has increased so the suggestion is to follow the trend. Use the United States Postal Service to send correspondence to clients. Refrain from all the electronic correspondence to clients.

Professionals that are different are memorable. Electronic mail comes and goes but hardcopy notes last. Although you might save imperative email, they are do not remain in sight since many of your file your emails. However, handwritten notes are placed on credenzas, bookshelves and desks- within view of the prospective client, management, even competitors! These intimate economical cards provide a level of differentiation in today’s competitive market.

You have three options in sending a card:

1. Commercial Printing – If you want to make an impression, have cards professionally designed and die-cut with your corporate name and logo. These are inexpensive and illustrate professionalism bar none.

2. Home – Office Printing – Most home computers and their printers are extremely durable and reliable. Ensure professional design yet also invest in good quality paper.

3. Stock Commercial – Commercial retail provides stock cards for general business and personal use. While not recommended this is a good alternative initially.

In addition to thank you notes, other personal written gestures include:

1. Introductory letters prior to a cold call

2. Follow letters for proposals and contracts

3. Notes for receipt of letters of recommendation

4. Follow up to information when the client does not respond

5. Any imperative data that provides a conduit to a valuable relationship

If you truly illustrate your genuine interest in others and desire more sales with less labor send begin some form or hardcopy written correspondence. I know that what I suggest requires altering behavior, however, if you truly desire more business and want clients to find you- there is a need to be different. Selling is not about money- it is about creating a cadre of clients that speak highly about you creating a flow of business in your direction. Like all things in life, departing the comfort zone requires change. However, if you desire more business then remember this quote from Mahatma Gandhi, “Be the change you want to see.”

Labels: account management, sakes training, sales and marketing, sales selling, sales skills, sales strategy

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Posted by Drew Stevens at 2:55 PM | Permalink | Comments

Awaken the Sale Within - What to Say After Hello
Presented by Drew Stevens

What you will learn:
Today’s fast paced business environment requires spontaneity. Time goes quickly and everyone has an excuse for someplace they need to be. Business professionals require momentum to achieve quicker results. Known as “The Sales Strategist” Dr. Drew Stevens with over 27 years of experience will illustrate in a fun, efficient and interactive process new methods to help you and your staff reach higher returns on your daily investments.

You will learn:
• Understand the words and phrases to assist you reach higher within the buying organization.
• Discover how to focus on value and turn your conversations on outcomes.
• Define a value proposition to help your decision makers uncover value.
• Take control of any meeting right from the outset.
- Uncover objections quickly to denote whether you are speaking with an actual buyer.



Suggested Attendees: All sales people, sales managers, small business owners, and entrepreneurs

About the Presenter:
Drew Stevens PhD knows how to dramatically accelerate your business grownth. Known as "The Sales Strategist" Drew Stevens has 25 years of domestic and international sales and marketing experience. His expertise began on the trading ... read more.

Labels: sales skills, sales success, Sales Training

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Posted by Drew Stevens at 10:02 AM | Permalink | Comments

Stop on in to the blog for a Special FREE offer tomorrow! Be one of the first to obtain this special offer!

Labels: sales and marketing, sales selling, Sales Training, selling, selling effectiveness

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Posted by Drew Stevens at 9:59 AM | Permalink | Comments

Here are some tips and techniques and some reflection points to help you stop procrastinating so you get more done in less time!.

In order to overcome procrastination one must meet it head on. Moreover, there are numerous things you can do to refrain from procrastination. They include:


1. Get the things you hate to do completed first. Stop putting things off until tomorrow or the next day since it will not get accomplished anyway. Get the calls, the reports, the meeting with the nasty client all out of the way first and the remainder of the day is easier.

2. Stop seeking alternatives through email and voice mail. Many individuals hide behind electronics. Refrain from wearisome habits and confront the issue. The manner in which to stop poor behavior is confronting it. This is what you tell your clients, isn’t it?

3. Stop pondering. More time is spent on not conducting the task then physically doing it. When surveyed, 93% of participants stated that blowing off the issue took more time than the physical issue. Pay bills twice per month; make calls and emails first, etc.

4. Prioritize. Most people simply lack good planning and goal setting. The only way to stop sputtering is simply to prioritize. Plan the day and stick with it, do not enable interruptions.


There are also some additional guidelines for sanity and organization:

1. Create time frames – block out times in a day for specific activities and events. Do not enable interruptions during these imperative times.

2. Hold yourself accountable – ensure success by keeping to times and to goals. You hold your clients and relatives to specific schedules why not yourself?

3. Seek success not perfection – Stop seeking perfection it doesn’t exist. Move and act. The final 20 % you put into anything is dysfunctional. The final 20 % is not relevant. When you are 80% ready you move. People do not appreciate the additional 20%.

4. Keep only one list – good organizers place information in one place so that they are not distracted. The problem with most people is that they don’t keep a list at all. Others have too many, to remain atop the issues have one list such as a to do and keep it in a location where you are most apt to view it.

5. Keep a notepad wherever you are – One of the best methods for organization is to keep pen and paper with you at all times, if you are technologically desirous then a recorder. During a single day individuals have numerous thoughts. When was the last time your great idea would place you as the world’s wealthiest person only to forget the idea hours later? With so many distractions interrupting our days it is best to record those precious moments. Keep a notepad wherever you go: auto, airplane, business bag, knapsack, nightstand, bathroom etc. Never lose another thought. Once you create the memory then transpose the idea to your main list for ultimate success.


The majority of your time at work should be spent on activities such as:
1. Preparation
2. Prevention
3. Planning


Reflection:
Identify the activities that take up too much of your time and where you can develop a checklist to create synergy and flow.










A second idea is to review issues and items that interrupt you. List those interrupters so that you can identify them so as not to disrupt your organizational effectiveness.

Labels: account management, procrastination, sales skills, Sales Training, self help, self mastery, selling skills, Time Management

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Posted by Drew Stevens at 1:45 PM | Permalink | Comments

According to a recent New York Times article, Starbucks seeks to maximize the client experience with a loyalty program. This is a terrific idea and one that is long overdue. As my readers know customer loyalty programs are efficient as long as two points occur 1) clients are compelled to use the service and 2) there is ease of use or ubiquity in the process.

Exemplars of these points raised include a clients desire to frequent an establishment. Many restaurants provide a loyalty program but if a restaurant is not established in your regional area, what is a customer to do. Second, there are numerous instances where franchisees do not accept loyalty cards and certificates. A recent client of mine had won a loyalty card for a coffee house (not Starbucks) and it contained restrictions.

Further, let's face card or no card loyalty begins with the experience. What happens from the moment a client walks into an establishment until the time they leave. The issue is not the card, the coffee or the clients, it is the staff. Yes Talent! In the past when I entered a Starbuck's a smiling barista greeted me with an enthusiastic hello. They were friendly at the cashier and expeditiously got me my beverage and checked me out. If I waited because the coffee was not prepared I received a FREE cup of coffee! My impression was one of concern, commitment and collaboration. Starbuck's was the only place for me.

I do have several locations in my area that treat me as a loyal client, they know me by first name and by the time I hit the counter my drink is waiting. Yet this is not true for every Starbucks. There is little ubiquity. There are times whether a franchise or store owned when employees could care less if I were breathing. While entering one of my frequent locations, I noticed a new employee reading a training manual; she looked once at me at proceeded to ignore me pretending to read the manual. This is not loyalty this is ludicrous.

Loyalty begins with an empathetic smile and a devotion to assist the customer. Starbuck's I love you but you must begin to get talent to love me in return!

Full post goes here

Labels: customer loyalty, Customer Relationship, Customer Relationship Management, customer service, Customer Service Training

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Posted by Drew Stevens at 11:48 AM | Permalink | Comments

Seth Godin had a wonderful blog post the other day on the Marketing of Fear. His posts as most are very articulate. The notion exists in selling that consumers have pain and pleasure. Sales training schools and many managers instruct sales forces to sell the pain.

The truth is that no consumer desires to be reminded of the pain they undertake. Clients today desire some very fundamental traits from selling professionals: trust and respect. Clients want to know you understand the issue, researched their objectives and can expeditiously provide value in solutions.

Refrain from FEAR FACTOR and create relationships with clients. Deter the notion of pain and begin to ask provocative questions that align with objectives to gain immediate results

Labels: sales and marketing, sales skills, sales strategy, selling effectiveness

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Posted by Drew Stevens at 10:57 AM | Permalink | Comments