It's time to start planning your 2011 goals (if you haven't already!) and I love these tips from sales trainer Kelley Robertson. Try them out and let us know how they work for you!
It's that time of year when self-help experts and sales gurus suggest that you establish goals to achieve for the upcoming year. I, too, am a big believer in setting goals. However, instead of the typical advice to set SMART goals (Specific, Motivational, Achievable, Relevant, and Time-framed), I am going to suggest something slightly different.
Go ahead and start by determining the main goal you want to accomplish this year. Write that goal down on a sheet of paper. Read it. Look at it. Consider it.
Then ask yourself, "Is that what I REALLY want to accomplish?"
If you're like most people, myself included, you probably want to achieve a more. But, I suspect that there's a little voice inside your head saying, "Oh, you can't do that!" or "You won't be able to achieve that goal." That is the voice of limitation.
Here's what you do.
Keep that original goal in mind. It's important. However, it is now your base target. The goal you feel confident reaching. The target you have a high chance (85%+) of achieving. A target that will still push you but allow you to stay in close touch with your current comfort zone.
Now, write down what you REALLY want to accomplish. The goal that will take much more effort to achieve. The target that will push you outside your comfort zone. Ignore the voice that tells you can't achieve it. Write it down even if you don't think you can achieve it. Go ahead—write it down now!
Here's the power behind this approach.
You have, in essence, now set two goals. A primary target and a secondary objective which is your stretch target.
As you progress toward your first - and reasonably achievable goal, you will gradually start to look at your stretch target and give it more consideration. Eventually you will start to think about your ambitious goal more often. You will wonder if you can actually achieve it. You will start to focus on it. And you will begin to believe that you can reach that goal.
That's when an interesting mental shift occurs.
You will start losing interest in achieving your initial goal and begin striving for your stretch target. Before long your base target becomes incredibly easy to achieve as you focus your energy on attaining that bigger, grander, and more ambitious goal.
What I love about this approach is that you really can't lose.
At the very least, you will likely achieve your first goal and that is rewarding. You can look at yourself in the mirror knowing that you were successful in achieving your target.
However, in many cases, you will actually reach that stretch target which will inspire you, motivate you and boost your confidence. You will begin to feel like anything is possible - and it is. Even if you don't reach your stretch goal, there is a strong likelihood that you will exceed your initial goal which is also inspiring and motivating.
I learned this technique from a former boss and was amazed how effective it was in helping our company achieve highly ambitious sales quotas. I later applied it to my own business and experienced a significant increase in my revenues in a single year. I strongly encourage you to use this approach in your own business or life. It will make a tremendous difference.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.RobertsonTrainingGroup.com.
Thursday, December 30, 2010
Wednesday, December 29, 2010
Always On
As the face of your business or company, people will associate your actions with your business - so, as sales trainer Diane Helbig says, you always need to be on. Heed her advice and represent your business in a way that wins you sales!
"As a small business owner or salesperson you are always on. You are always presenting, marketing, selling, and producing. Failure to acknowledge this will prevent you from being as successful as you could be. I dare say it can actually do harm to your business." excerpt from Lemonade Stand Selling
Here's why this is important. You need to know that everywhere you go you are a representation of your business. When you speak, write, network, etc people are learning about your company by your actions.
When you know what you want your company to be to others, your actions have to map with that goal. Otherwise, you will do damage to your business. So, don't air your dirty laundry or gossip about others. Don't complain about your difficult clients. Don't act in a manner that is contrary to your company's vision and message.
Keeping in mind that you are always on and being evaluated will help you make the right decisions and communicate in a consistent manner.
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at www.seizethisdaycoaching.com
"As a small business owner or salesperson you are always on. You are always presenting, marketing, selling, and producing. Failure to acknowledge this will prevent you from being as successful as you could be. I dare say it can actually do harm to your business." excerpt from Lemonade Stand Selling
Here's why this is important. You need to know that everywhere you go you are a representation of your business. When you speak, write, network, etc people are learning about your company by your actions.
When you know what you want your company to be to others, your actions have to map with that goal. Otherwise, you will do damage to your business. So, don't air your dirty laundry or gossip about others. Don't complain about your difficult clients. Don't act in a manner that is contrary to your company's vision and message.
Keeping in mind that you are always on and being evaluated will help you make the right decisions and communicate in a consistent manner.
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at www.seizethisdaycoaching.com
Tuesday, December 28, 2010
3 Keys to Reaching Your Financial Goal in 2011
It's the time to start thinking about your goals for 2011 - and for many people, that goal will be about making more money. The problem with that goal is that it's hard to implement effectively. You need to break it into steps and be specific. That's where this advice from sales trainer Mike Brooks comes into play. Enjoy!
I don't know you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet and exercise; goals for my career that include income and professional growth; goals for creative expression that include writing and photography; goals for relaxation that include travel and leisure, etc.
When it comes to setting and reaching these goals, I have found that there is a simple yet crucial 3 step process that virtually assures that I reach any goal. I'm going to lay it out here as it applies to a financial goal, but realize that this method applies to the success of reaching ANY goal. Here's what you do:
Key #1: The first step is to be absolutely precise on the desired goal. For example, it isn't enough for your financial goal to be to "earn more money than last year." If you earn $1.50 more in 2011, then you will have reached your goal!
Instead, you need to know the exact amount. In determining that number, I always look at each month, factor in vacations, holidays, projects, etc., and then I add up each month and come up with an EXACT figure.
Once I have that, I break it down again per month and write each month's specific dollar goal everywhere so I'm looking at it each day of that month. I post it on my desk, in my car, in the bathroom; I know exactly what it is each and every day.
I also adjust it per my production for that day so it is a fluid and ever changing number. Sometimes it gets bigger as the week goes on, and sometimes it gets smaller (depending on my production each day). But the point is that it is specific and exact and I'm always aware of what my daily, monthly and yearly, specific dollar amount goal is for each and every day.
That's key number one.
Key #2: The next specific thing to be aware of is where each dollar of your yearly financial goal is going to go. Ask yourself: "What am I going to do with all the money I'm going to earn this year?" How much are you going to save by the end of the year? How much debt are you going to pay off? Are you going to buy a new car? Pay for your kid's education? How much do you have budgeted for vacation? How about taxes? How about retirement?
These are just some of the questions you need to get in the habit of asking yourself at the start of the year, and you need to be completely clear on exactly where each dollar is going and where you're going to be financially by the end of the year. Having this kind of clarity and purpose help keep you focused and disciplined, and it has a magical effect on how the Universe helps you accomplish your specific financial goal.
Now I know things come up, but when you have every dollar accounted for, you'll be amazed at how you can earn extra money to handle the unexpected. That's just how it works. But I have found that when I'm crystal clear on how much I'm going to earn and what I'm going to accomplish as a result of it, my focus is razor sharp and I remained motivated each and every day.
In addition, when you know why you're working so hard and what for, you're ready to put key number three into effect:
Key #3: Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: acting as if you've already attained your goal. If you've ever read any book on the Law of Attraction, then you know all about the importance of accepting and believing on a subconscious level that you already have what it is you're trying to accomplish.
The Law is simple: the Universe responds to what you feel and believe to be true. If you think you're broke or that your territory is poor or that you can't do something, then you'll find evidence to support your belief and you'll act (or not act!) accordingly. If you believe the opposite, then you'll find a way to keep taking actions to accomplish what you believe is possible, and the Universe will provide you with the opportunities to confirm what you believe.
But the key is to believe it has already happened. By acting as if you are already the top producer at your company, or by going to sleep at night already feeling the feelings of having accomplished your goal, you're acting like a magnet for the success you've already determined is yours.
By acting as if you've accomplished your goal, you'll automatically and easily take the actions necessary to achieve them. Suddenly it will be "like you" to come in earlier, to make more calls, to qualify better, etc. I have found that acting as if is one of the most important things I have done to catapult me into new earning levels and "being states".
And I have found that it ALWAYS works. Whether I believe I will or I won't, I'm always right.
There are lots of ways to achieve the "being state" of acting, feeling and experiencing your success in advance, but my favorite is to write and read affirmations that are rich in feeling and emotion. There are many books out there that will teach you how to do that and I recommend you invest in them today.
The bottom line is that when you follow these three keys to successful goal attainment, you will become unstoppable. There will no longer be road blocks, and no outside element will ever get in the way of your accomplishing any goal you'll set. You see, there is always a way to achieve anything you can dream of. And if you're absolutely clear on what it is, know exactly why you're going for it, and can feel and live as if you've already accomplished it, then nothing can stop you from attaining it.
I encourage you to use this week to put these keys into your goals planning for 2011. If you do, then next year at this time you will be reaching for even more aggressive goals because you'll have discovered the real keys to performance in life.
All the best for 2011!
Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.
I don't know you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet and exercise; goals for my career that include income and professional growth; goals for creative expression that include writing and photography; goals for relaxation that include travel and leisure, etc.
When it comes to setting and reaching these goals, I have found that there is a simple yet crucial 3 step process that virtually assures that I reach any goal. I'm going to lay it out here as it applies to a financial goal, but realize that this method applies to the success of reaching ANY goal. Here's what you do:
Key #1: The first step is to be absolutely precise on the desired goal. For example, it isn't enough for your financial goal to be to "earn more money than last year." If you earn $1.50 more in 2011, then you will have reached your goal!
Instead, you need to know the exact amount. In determining that number, I always look at each month, factor in vacations, holidays, projects, etc., and then I add up each month and come up with an EXACT figure.
Once I have that, I break it down again per month and write each month's specific dollar goal everywhere so I'm looking at it each day of that month. I post it on my desk, in my car, in the bathroom; I know exactly what it is each and every day.
I also adjust it per my production for that day so it is a fluid and ever changing number. Sometimes it gets bigger as the week goes on, and sometimes it gets smaller (depending on my production each day). But the point is that it is specific and exact and I'm always aware of what my daily, monthly and yearly, specific dollar amount goal is for each and every day.
That's key number one.
Key #2: The next specific thing to be aware of is where each dollar of your yearly financial goal is going to go. Ask yourself: "What am I going to do with all the money I'm going to earn this year?" How much are you going to save by the end of the year? How much debt are you going to pay off? Are you going to buy a new car? Pay for your kid's education? How much do you have budgeted for vacation? How about taxes? How about retirement?
These are just some of the questions you need to get in the habit of asking yourself at the start of the year, and you need to be completely clear on exactly where each dollar is going and where you're going to be financially by the end of the year. Having this kind of clarity and purpose help keep you focused and disciplined, and it has a magical effect on how the Universe helps you accomplish your specific financial goal.
Now I know things come up, but when you have every dollar accounted for, you'll be amazed at how you can earn extra money to handle the unexpected. That's just how it works. But I have found that when I'm crystal clear on how much I'm going to earn and what I'm going to accomplish as a result of it, my focus is razor sharp and I remained motivated each and every day.
In addition, when you know why you're working so hard and what for, you're ready to put key number three into effect:
Key #3: Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: acting as if you've already attained your goal. If you've ever read any book on the Law of Attraction, then you know all about the importance of accepting and believing on a subconscious level that you already have what it is you're trying to accomplish.
The Law is simple: the Universe responds to what you feel and believe to be true. If you think you're broke or that your territory is poor or that you can't do something, then you'll find evidence to support your belief and you'll act (or not act!) accordingly. If you believe the opposite, then you'll find a way to keep taking actions to accomplish what you believe is possible, and the Universe will provide you with the opportunities to confirm what you believe.
But the key is to believe it has already happened. By acting as if you are already the top producer at your company, or by going to sleep at night already feeling the feelings of having accomplished your goal, you're acting like a magnet for the success you've already determined is yours.
By acting as if you've accomplished your goal, you'll automatically and easily take the actions necessary to achieve them. Suddenly it will be "like you" to come in earlier, to make more calls, to qualify better, etc. I have found that acting as if is one of the most important things I have done to catapult me into new earning levels and "being states".
And I have found that it ALWAYS works. Whether I believe I will or I won't, I'm always right.
There are lots of ways to achieve the "being state" of acting, feeling and experiencing your success in advance, but my favorite is to write and read affirmations that are rich in feeling and emotion. There are many books out there that will teach you how to do that and I recommend you invest in them today.
The bottom line is that when you follow these three keys to successful goal attainment, you will become unstoppable. There will no longer be road blocks, and no outside element will ever get in the way of your accomplishing any goal you'll set. You see, there is always a way to achieve anything you can dream of. And if you're absolutely clear on what it is, know exactly why you're going for it, and can feel and live as if you've already accomplished it, then nothing can stop you from attaining it.
I encourage you to use this week to put these keys into your goals planning for 2011. If you do, then next year at this time you will be reaching for even more aggressive goals because you'll have discovered the real keys to performance in life.
All the best for 2011!
Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.
Monday, December 27, 2010
Quote of the Week
"Ideas are a dime a dozen. People who implement them are priceless." -- Mary Kay Ash, Entrepreneur
This is the time to start thinking about how you're going to take all those great ideas you have and put them into action. Start small - what's one thing you can do? Move on from there, and you'll see wonderful things come from your ideas!
This is the time to start thinking about how you're going to take all those great ideas you have and put them into action. Start small - what's one thing you can do? Move on from there, and you'll see wonderful things come from your ideas!
Thursday, December 23, 2010
Ask the End-of-Year Cleansing Question
Sales expert Art Sobczak gives excellent advice in response to reader questions, and the question discussed in this article is a powerful one - what do you do with those pending prospects with the year-end so close? Take Sobczak's expert advice, and see if you can close a few more sales before year-end!
Here's an email question from a subscriber:
"I've got a lot of prospects pending here as the year ends, but not a lot closing. What should I do?"
Like many questions I get, that's extremely vague and requires a lot more information before I could give a specific detailed answer. But it did get me thinking about a possible reason, and remedy.
I call it the Cleansing Question. Let me set it up first.
What percent of the people in your follow-up file at this very second do you feel will ever do business with you?
Sixty percent? More? Less?!
You're fairly typical if you answered 50% or less. It's not a good percentage, but typical.
Why? Oh, there are several reasons. Reps like to hang on to prospects, thinking that shred of interest might eventually turn into something. They're right: Disappointment, and a waste of time, usually.
Others stake their claim to prospects, tattooing their name on the prospect's record in the "system," just in case divine intervention comes into play and the person decides to call up and order on their own. These reps then usually pounce upon the order and say, "It's mine. See, has my name on it."
Ask the Cleansing Question
But, the main reason reps have too many "leads working" is that they don't ask the tough questions early enough. You need to find out if the person you're talking to is really a "player." It's always better to get a "no" early, than to waste time, effort, paper, and postage chasing shadows that never will materialize.
Here is what you need to do starting today.
Begin cleaning up your "non-prospect" prospects now. Ask this Cleansing Question,
"Mr./Ms. Prospect, we've been talking for awhile now, and have agreed that we'd be able to help you (fill in with how they would benefit.) I want to be sure I'm not bothering you, or wasting your time or mine. Tell me, what is the probability we'll be able to work together in the next week/month/quarter?"
Think of the possible results here.
1. They say, "Zero probability." Great, now at least you can find out the real problem. Or move them out. Movement, forward or out, is progress.
2. They give some other probability. Good, but not great. You want to ask what you both need to do to move forward now. Get specifics. Commitments. Ask them to attach time frames to the commitments. Don't allow them to continue putting you off. Again, movement here is success.
3. You just might get the business right now. Perfect. Sometimes all it takes is the nudge to get the boulder rolling down the mountain.
Do some end-of-year cleaning. Examine your follow-up files. Prepare you own strategy and ask the Cleansing Question.
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing rejection. To get FREE weekly emailed TelE-Sales Tips visit: www.BusinessByPhone.com
Here's an email question from a subscriber:
"I've got a lot of prospects pending here as the year ends, but not a lot closing. What should I do?"
Like many questions I get, that's extremely vague and requires a lot more information before I could give a specific detailed answer. But it did get me thinking about a possible reason, and remedy.
I call it the Cleansing Question. Let me set it up first.
What percent of the people in your follow-up file at this very second do you feel will ever do business with you?
Sixty percent? More? Less?!
You're fairly typical if you answered 50% or less. It's not a good percentage, but typical.
Why? Oh, there are several reasons. Reps like to hang on to prospects, thinking that shred of interest might eventually turn into something. They're right: Disappointment, and a waste of time, usually.
Others stake their claim to prospects, tattooing their name on the prospect's record in the "system," just in case divine intervention comes into play and the person decides to call up and order on their own. These reps then usually pounce upon the order and say, "It's mine. See, has my name on it."
Ask the Cleansing Question
But, the main reason reps have too many "leads working" is that they don't ask the tough questions early enough. You need to find out if the person you're talking to is really a "player." It's always better to get a "no" early, than to waste time, effort, paper, and postage chasing shadows that never will materialize.
Here is what you need to do starting today.
Begin cleaning up your "non-prospect" prospects now. Ask this Cleansing Question,
"Mr./Ms. Prospect, we've been talking for awhile now, and have agreed that we'd be able to help you (fill in with how they would benefit.) I want to be sure I'm not bothering you, or wasting your time or mine. Tell me, what is the probability we'll be able to work together in the next week/month/quarter?"
Think of the possible results here.
1. They say, "Zero probability." Great, now at least you can find out the real problem. Or move them out. Movement, forward or out, is progress.
2. They give some other probability. Good, but not great. You want to ask what you both need to do to move forward now. Get specifics. Commitments. Ask them to attach time frames to the commitments. Don't allow them to continue putting you off. Again, movement here is success.
3. You just might get the business right now. Perfect. Sometimes all it takes is the nudge to get the boulder rolling down the mountain.
Do some end-of-year cleaning. Examine your follow-up files. Prepare you own strategy and ask the Cleansing Question.
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing rejection. To get FREE weekly emailed TelE-Sales Tips visit: www.BusinessByPhone.com
Wednesday, December 22, 2010
Ask Strategic Questions to Create Goals and Visions
Questioning is an important part of the sales process - but you'll get more out of your questions if you think strategically about which ones will get your customer thinking - and considering your business. Use these tips from communication expert Dianna Booher to start asking strategic questions, and start earning more sales!
Most of us are busy counting down the days and to-do's until Christmas and New Year's. We're also gearing up for the coming year--looking at what worked in 2010 and what we might try in 2011.
Whether you're reaching out to an inactive client, giving a year-end summary to your manager, or outlining next year's vision to your employees, asking specific questions can help your audience focus on the needs of the future and sometimes even expand their vision. What must be changed, improved, or solved?
Focus on strategic thinking with questions like these:
* "If we were able to off-load some of these routine tasks and could free your own marketing staff to devote their creative energy on the new product line, how do you think that could pay off for you in launching this new product line second quarter?"
* "Have you ever thought about automating your back-office processes?"
* "In what ways do you see us getting a competitive advantage if we change to a totally virtual staffing plan?"
Your questions should start the wheels spinning--big time. You just might uncover hidden possibilities or solve problems you didn't know existed.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
Most of us are busy counting down the days and to-do's until Christmas and New Year's. We're also gearing up for the coming year--looking at what worked in 2010 and what we might try in 2011.
Whether you're reaching out to an inactive client, giving a year-end summary to your manager, or outlining next year's vision to your employees, asking specific questions can help your audience focus on the needs of the future and sometimes even expand their vision. What must be changed, improved, or solved?
Focus on strategic thinking with questions like these:
* "If we were able to off-load some of these routine tasks and could free your own marketing staff to devote their creative energy on the new product line, how do you think that could pay off for you in launching this new product line second quarter?"
* "Have you ever thought about automating your back-office processes?"
* "In what ways do you see us getting a competitive advantage if we change to a totally virtual staffing plan?"
Your questions should start the wheels spinning--big time. You just might uncover hidden possibilities or solve problems you didn't know existed.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
Tuesday, December 21, 2010
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/
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/
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