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/

Cold Calling 101 - Preparation is Key

While many people think the call itself is the most important aspect of a cold call, sales trainer Dr. Drew Stevens thinks there's a lot more to it - and we'd have to agree. He's outlined a few of the things you must do before picking up the phone to make a cold call. Not being prepared will leave you with little success. Prepare for success, and you'll achieve it.

1. Call Preparation
Call preparation is the single most imperative idea about cold calling. Before you make a call, you should understand the client, the industry, and perhaps any competitive issues. Never call a client without premise.

Since your mission is to establish a relationship, you need to consider whom you will call and your call motive. Names of those to call can be purchased through database management systems, or obtained through referrals or reading industry periodicals.

2. Competitive Analysis
Once you obtain the required company information, it's time to conduct your competitive analysis. Useful information related to prospective competitors to the buyer is helpful in understanding industry issues affecting the client. A sincere understanding of client issues assists in promoting a stronger relationship.

3. Value Proposition not Elevator Speech
The proliferation of the Internet has made it easier for prospective clients to gain information on you, and with so many competitive players, detailing your services to clients begins to sound ubiquitous to them. Heard one, heard them all as the cliche goes.

Organizations today require focus on two complicated issues: productivity and profitability. Your mission is to create a succinct message that addresses these concerns. In other words, you need to depict your value and outcomes in a succinct method so that prospective clients understand your differentiation.

So, there you go. Research and create a way to differentiate yourself before the call, and your day will be much more successful.

Drew Stevens PhD knows how to dramatically accelerate your business growth. Known as "The Sales Strategist" Drew Stevens has 25 years of domestic and international sales and marketing experience. Learn more at http://www.stevensconsultinggroup.com

Win an Oscar for Your Sales Success

Yesterday sales trainer and commercial actor Drew Stevens showed us many of the ways sales and acting are similar. Today we'll continue with a few more points that will help you generate more sales - and maybe feel like you've won an Oscar in the process!

The communication cycle
Communication is imperative for every actor and selling professional. Both verbal and non-verbal skills are communication. Ensure success by emulating style, being open and articulate, asking good questions, and seeking information. Both situations include senders and receivers and each requires understanding for success.

Importance - Locating The Core Issue
Selling professionals must discover the core issues, periods, and decision makers. The core of selling is taking the risks needed and asking the difficult questions to gain the core. Similar to fitness today that uses CORE to reach individual goals, selling professionals too require core for compensatory success.

Find the events - A Series of Events
Selling situations progress from a series of events. Selling is a mosaic that requires several events to formulate the picture. Seek first to understand. Do not rush; ensure that each transaction is a part of the completed result.

Place - Remember Ghandi
A wonderful quotation from Mahatma Gandhi depicts this guidepost, "Be the change you want to see". Visualize your success, your conversations, and the occurrences with prospect. Visualization places you in the moment so that you eliminate surprises and ensure preparation. Be in the moment!

Game playing and role-playing - Play for purpose
Knowing the game and role you play helps you immeasurably to provoke conflict. Continue to remain in the moment. Know your role and how you create the events that shape closing the sale.

Mystery - Surprise, Surprise
Ask questions first to keep the client guessing. You need not offer full disclosure unless you too have useful information. The best selling professionals seek first to understand then to be understood.

"Each selling situation is similar to an acting scene," says Stevens. "Each has an antagonist and protagonist. Each has its conflicts and its desire for resolution. In addition, each requires some facade to emote decision and action. As William Shakespeare once penned, 'Sweet are the uses of adversity.' Conflict is the creation of the sales scene. Remember the conflict, build the relationship, develop trust, formulate emotion, and then close the business."

Drew Stevens PhD knows how to dramatically accelerate your business growth. Known as "The Sales Strategist" Drew Stevens has 25 years of domestic and international sales and marketing experience. Learn more at http://www.stevensconsultinggroup.com

Want an Oscar Winning Sales Performance?

Have you ever thought of selling as similar to acting? Sales trainer Drew Stevens certainly has - in addition to his 27 years of selling, he's also a commercial actor, and over the years he's noticed a lot of similarities. Read on for his insights into the world of selling from an actor's point of view.

Relationships - The first step toward selling
Relationships are the heart of every selling transaction. In fact, research indicates that relationships influence 65 percent of every transaction. Consumers purchase from those they know and respect.

Conflict - What do you want?
Conflict is apparent in every acting scene as actors search for the issues that must be resolved. Interesting, so must selling professionals. Consumers have issues and they must spontaneously be resolved. Selling professionals must understand the conflict and what they must do to amend it.

The moment before
Actors must understand the issues of a scene to integrate conflict and relationships. Selling professionals must identify with prospects' issues. It is imperative that selling professionals prepare for every call. Professionals must understand the customer, the competition, and the industry - the proper competitive analysis provides the sample of prospective client issues. When selling professionals understand the foundational issues, they can identify conflict and build better relationships.

Humor - Jokes are not the answer
There is too much cynicism and humor in business meetings. Be succinct and get to the heart of issues. Humor is meant for special times, not often.

Opposites - What is the motivation?
Whatever you decide is your motivation for the actor is fine. The same holds true in selling. Understand what your motivation is, but also that of the client. Be open to opposites and additional conflict. Always keep motivation of your client top of mind.

Discoveries - Things you did not know.
Provocative questions and proper listening lead to discoveries. Similar to the actor that makes discoveries as they build upon relationships in each scene, the selling professional too makes frequent discoveries. Always be ready to ask questions, never show surprise and understand when you believe you are complete there might still exist new information.

Want to learn more about these interesting similarities? Tune in tomorrow as sales trainer Drew Stevens fills us in on the rest of the similarities between acting and selling.

Drew Stevens PhD knows how to dramatically accelerate your business growth. Known as "The Sales Strategist" Drew Stevens has 25 years of domestic and international sales and marketing experience. Learn more at http://www.stevensconsultinggroup.com