Lessons From the Year

This is certainly a time of reflection before gearing up for a great 2011 sales year. One way to reflect so you can make positive changes it to think about all the lessons you learned this year. That's what sales trainer Drew Stevens does in this article - and there's definitely something to learn from it!

As I sat and reviewed the gifts of my life I am also reminded of the many things learned from a very busy and volatile year. It is always beneficial to have all the answers to the test before we begin but there is nothing that can prepare us for experience.

Here are some of the items I learned this year.

1. It is all about marketing. Whether you are in sales, are an entrepreneur or operate a sales operation with 30 people nothing happens unless you continually market.

2. Avatars. Today other customers influence customers. It is necessary to build a community that helps you create buzz and allure.

3. Referrals. We can never ask enough. The problem is many ask too late in the selling process or do not ask at all.

4. Value. Consumers do not make price decisions on service these come from value. It is imperative to understand wants and needs in order to meet the buyer's objectives.

5. Customer Service. The key differentiation in a service related economy is how well you treat customers. Returning all calls and emails promptly, being courteous and always available are paramount.

6. Ignore the competition. With the plethora of blogs and emails everyone can become an immediate expert and this only adds marketing confusion. If you are confident in your abilities and have the skills nothing else matters.

7. Self Mastery. Open your mind to learning everyday with everything you do. Ignore those that suggest there is nothing left to learn. If you believe that life is over.

8. Confidence. Becoming confident in your skills and abilities attracts clients to you. The very first concept is selling yourself and you.

9. Know your markets. Stop accepting business from anything that crosses your path. Only work with perfect clients in your market. Anything less is self sabotage and not worth the investment.

10. Avoid the poverty mentality and negative influences. There are too many negative individuals that can suck away your positive energy. Walk away from these individuals even if they are family. Positive affirmations keep you in the game and getting closer to the finish line.

What has your business taught you? Wish you'd learned some lessons long ago? Let’s hear your story!

Drew Stevens Ph.D is one of those rare individuals with not only 28 years of true sales and business development experience but advanced degrees in sales productivity. Dr. Drew teaches sales managers and their direct reports to create more customer centric relationships that dramatically drive new revenues and new clients. His 8-step process develops better relationships and a path to quicker sales is based on his widely acclaimed book Split Second Selling where he presents over 25 years of tested data that provides individuals with the use of the PRACTICE method. Drew Stevens is a passionate, professional, and personable keynote speaker and workshop facilitator; and conducts over 50 presentations per year in over 20 countries. Learn more at http://www.drewstevensconsulting.com/