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The other morning I stepped out onto the driveway to retrieve my morning paper when I saw a noticed attached to my front door. A local realtor had placed collateral materials on my door in the hope of gaining my business. The problem- no value, no trust and no relationship. Too many of you today are conducting the same rote methods of yesteryear and gaining no traction. Today’s competitive landscape requires three things for sellers:
1) A relationship
2) An expression of value
3) The requirement of YOU taking command of the action steps
Prospective clients are too busy and there is too much competition. Sellers and business professionals must create value with differentiation and a focus on the client. Do not leave selling in the hands of the client- if you want business you must make it happen.
Thought to Begin the Week – Are you sitting on your past or creating a new future – Anthony “Box” James
To gain a free 30 Minute Coaching Session or to request Secrets of Selling Success contact Dr. Drew today get the proper prescription for your success.
©2010. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the world leading authorities on sales and customer service. Drew helps business 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.
One of the biggest impediments to selling is abysmal customer service. Over 50% of every client interaction involves servicing the customer well. I am aghast how poor some selling representatives are. I was recently asked to call the Division Manager of a recognizable national insurance chain to deliver a keynote. I have called three times from the referral mentioning the initiating person and yet no return calls. While I understand busyness I do comprehend tomfoolery. Not returning calls, monitoring caller id, not sending thank you cards and confirming appointments are all methods that will ensure client attrition. If you want more business sometimes it is looking at the small stuff.
There are 7 for instant customer service email me today for a FREE tipsheet. 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 recently read an online blog post which was about the so called sales recession. It talked about how you can still sell, going through one, and how you can thrive even when others are not.
That said, over the course of 2009, I talked to a lot of business owners, value added resellers, partners, and even personal consultants. As many as there were going through actual “downs” in the recession, there were just as many company’s that had experienced “ups” and remained profitable and some even attained growth.
The experiences and opinions based around the recession were all different for whoever I talked to. I cannot think of any one conversation that was close to the next, or the last one. Even so, the topic was “sales recession.” Most of their success had to do with them actually getting out to find new ways to sell into a market that looked like it wasn’t buying. The truth in their success was that the market was still buying, but it was doing it in different ways then before.
“It doesn’t matter what happens to the economy — if you keep selling value, you’ll do just fine.” — Mark von Rosing and his post on April 6th 2009 – http://b2bsalesgroup.blogspot.com/2009/04/making-money-during-recession.html
Well, he’s right. I agree, because that’s what each and every one of The Sales Corner discussions did and also experienced profitability, and growth.
We were able to move people away from the idea that consumers were not buying. How? Because they didn’t change what they sold, they changed HOW they sold. In turn, adding value to their sales technique.
Adding and keeping value in your customer base is what will keep you thriving in times when others are struggling to make their mark. If you have a value add, it can only be competed with, not replaced. The best overall value will likely close deals. I’ve witnessed this time and time again.
When someone is buying, they are looking at, Price compared to Performance, ROI (Return on Investment), and Total Value of Solution. Those are your points that will often make or break a sale.
The Sales Corner supplies it’s members with new value every single day. If we are introducing new Marketing and Advertising for your product or business, or a daily Twitter tweet or Facebook post. Maybe it’s writing a review of your product or your book. Bringing better SEO to your website, or creating content for your blog to drive traffic. Even if it’s just you getting on our phone asking us a question, and walking away feeling like we helped you….those are all great values.
The recession has been the talk of the town since it started. Ask any sales department that grew during the recession, and they’ll probably tell you that a ‘recession’ is the perfect time to find new customers.”
For every five losers in 2009, one shining star emerged. The proof is in the communications had with other sales professionals in the fourth quarter of last year. “They had all made more money in 2009 than ever before.” Maybe that’s why they were still standing at the end of the year, unlike their counterparts who lost their jobs and maybe their business because of antiquated sales techniques and marketing management.
The Sales Corner has the experience to propel your business into the next generation. “That’s right, the NEXT generation.” We understand the marketplace and the consumer inside your store. Be it when the economy is good, or when it is bad, “Your business is our business.” We interact and engage the huge pool of prospective clients you are not reaching. We organize and deliver the interactions that lead to sales. We follow-up and resell to existing customers. “We understand that when one market is slumping, another is booming.” You are able to take advantage of these skills when others cannot or are unable to understand the reality of business. “Reality changes business, business does not change reality.”
Regards — TSC
When I was out tonight, something happen. I had the thought that It’s interesting how our seemingly daily and routine lives are filled with that of what perhaps we do at work, or for recreation, even when we think there’s no correlation sometimes. What I refer to are similar aspects of our “office” areas in combination with what we do when we are not at “work.”
For example; There I was standing at the local mart today looking for a “candy” product that I really wanted. It was a major brand too. Low and behold, there I was, realizing to myself they were out of stock of what I wanted.
In this case I knew the mart clerk and asked if they had more of what I wanted. Using his excellent customer service skills, the store manager took the time to walk back with me to make sure I hadn’t missed it, or to see if they had moved it, etc… Sure enough it was gone. He proceeded to tell me they were out, and so I ended up buying nothing and left. (I was on a mission..)
This is a perfect example of a good customer (me), knowing products and services of another (#1 mart and #2 mart.) Keep reading.
I proceeded to drive to the next “nearest” local mart that I knew of with comparable prices. I walked in and knowing where to go, I could see they had a full rack of what I wanted. I grabbed up the item and began looking for the next thing now.
Would you believe this mart didn’t have it? In fact; they didn’t carry the brand at all, not even a generic. It’s a .99 drink. Yummy…. To my surprise, I shrugged and proceeded to the counter and I checked out. When I got to the counter, I wasn’t asked if I found everything okay. Another problem was that I was simply uncomfortable in asking this guy about the brand, as I didn’t know the him. I paid for my items and left.
I walked out of the store, head high, (not paying too much attention to Police Officer who was domineeringly staring in my direction…) and started my vehical to leave. Let’s remember now that I’m still in need of an item.
I drive back to the first mart again because I know they carry what I’m looking for. I get what I want out of the cooler, and I go to the counter to check out.
Toward the end of my adventure I have a nice ten to fifteen minute conversation with the store owner (who is on a first name basis with me) about the ups and downs of sales in general;
We talked about how his being out of stock of a product on my first look was somewhat discouraging for his sales. I then left to go get the product somewhere else, leaving him to miss out. Lucky for another someone who got me on his pitfall. On the second mart’s mishap however, they didn’t have a product I wanted either. Therefore being a good valued customer and knowing who I like to use (relationship), I returned to the first mart and purchased that product the second mart didn’t have which becomes that guys pitfall.
My point to the owner was that his being out of product is certainly a good thing if it’s something that’s in high demand and your out. In his case, it drove me away to buy from another inventory. Likewise, if you just don’t carry the product or service it’s a downfall too, as in the second marts case. That guy didn’t even carrying a competing product! Also, the customer service at the second mart, was not anything compared to that experience at the first mart.
Keep in mind, I’m not saying everyone can do everything or provide every such product or service, no, certainly not. Rationality is that sales and even marketing are about supply and demand, and grabbing and gaining the attention of the general people. If you have the resources or otherwise, powers, or other means at your disposal, use everything you can to supply the most value to your customers.
It’s opportunities like my own tonight that thrive in the world and keep business’s afloat. Simply out of pure need for whatever it is a person seeks when they look for the next place to purchase a product or a service.
Customer Service training is no doubt can something that should take a meaningful part in your sales and marketing as well. After all, my friend is more kind in asking ALL of his customers if they find everything okay. He doesn’t do it because he is my friend. It was part of his friendly behavior that led us into friendship after all. Customer service in selling and marketing products and services is crucial in obtaining and starting that “valuable feeling” of the relationship that you have with your prospective buyer.
I give you The Sales Corner and I hand it to you as a resource to take advantage of to help you grow your business. Stop worrying about how you’re going to complete ALL your tasks in the day that keep your business going. Remember, if you need a consultation for a website project, a sales and marketing project, or perhaps you just want to ask a question about how you can improve your sales and marketing, or just talk to someone to get an opinion about something related. If those are you, in any of the above, we ask you to reach out and utilize this resource!
Ask any new business owner how the company they run today compares to their ideas of how it would be in the past, and many will tell you that their business is not quite what they had in mind when they started. Building a better business model is what The Sales Corner is designed to do for you, the small business generator.
When we think about what our business model is we usually tend to lean toward our internal processes and come up with an idea of what they look like on paper. We make flow charts and organizational diagrams that explain the flow of a process or the flow of the duties of an individual or organization. The overall picture is the business model which encompass all the things that help make the business run. Inside the model, you’ve got more models that are specific to how an organization or team is run.
The Sales Corner is an extension of your current model (small or large) because we encompass everything that you’re business needs to function, grow, and become very successful! Our administrators are prepared to help your business grow and develop your business planto perfection, cutting out all the wasted time it takes to do it yourself.
What makes us more effective is the amount of free work we provide to business owners and our communities. Our Free work is not what set’s us apart however. What set’s The Sales Corner apart is that we have the administrative ability to help you succeed.
Does that mean we will come build your next building for you? No, most certainly not. However, what we will do, is help you find the local resources, and put them on your doorstep. We will be there at your desk, on your computer, telling you how to accomplish your goals, even helping you to climb over the hurdles that must be crossed to reach your financial goals.
We get people seeking you out because you have an opportunity to offer someone, or you are looking for one yourself. Either way, The Sales Corner can play an integral part in your business.
- TSC
The rubbish of reality television returns in most of its glory this month with American Idol. While many individuals seek out new methods to make fools, all can learn something.
After several years of watching the judges provide feedback to talent, I have noticed something profound, the spontaneity in which talent is unearthed. As my daughter watched the show last week it was interesting to watch the judges quickly dismiss talent. There is something to be learned here.
How many times do selling professionals spend useless hours with prospective customers only to discover:
1- they are not the buyer
2- they do not have discretionary power
3- they are the gatekeeper
4- they were only fishing for information
Sales professionals need to work quickly and refrain from spending countless hours with individuals that claim power and control and do not have it. Sales professionals need to think like a judge on the show they need to:
- Review the observed behavior and understand whom they are speaking with
- Ask provocative questions to understand the persons decision power
- Ask questions that denote budgets and time
- Determine immediately if the person is the economic decision maker
Selling today requires more efficiency and sales managers are asking for more productivity Ensuring success requires being prepared for every call and conducting research to denote imperative information on the company and the contact person. Efficiency requires the preparation of questions and knowing what to say after hello. If the judges on the show can work quickly so can you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. 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 offering tips and techniques that immediately improve selling performance.
“Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.”
Jules Renard quotes (French Writer, 1864-1910)
As an avid reader of the conquest of American History I am often reminded of the stories of the Gold Rush. Those that sought gold traveled far to stake their claim to fortune. They traveled far and through rough terrain to capture their dream. American history is rampant with stories of those taking action and subsequent risk to seek out new futures and fortunes.
The contrast today is the laziness of many. Rather than diet and maintain nutrition individuals use a remote in search of the 6-second workout. So many are in a rush they do not signal on highways while others text and drive. Rather than make their own luck they lament by victimization therefore seeking alternatives to work.
If you want a new future stop the folly of laziness and do something. I am amazed when selling professionals and their owners blame customers, the economy and political issues for lack of business. 92% of selling falters because of a lack of a process and more importantly the lack to establish a relationship. Stop whining; stop making excuses and start creating a new future. If you want to reap you must sow. Seek out an education and invest in resources to help you. Gold miners worked for their fortune why shouldn’t you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. 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 offering tips and techniques that immediately improve selling performance.
In an attempt to increase morale and productivity, organizations will attempt anything. I recently read an article in The Wall Street Journal (http://tinyurl.com/yc76a6g) about how to liven boring meetings. Leaders allowed crayons and water pistols for creating productivity. Such rote behavior is meant for recess not productivity.
The problem with organizations today is with leaders that cannot lead and workers that have little passion. Rather than repair the issue, leaders place band-aids on surgical incisions. Fix the problem.
1. Got Talent. Talent is innate. Skills cannot be taught and organizations constantly place the wrong people in the wrong positions. There are denizens of selling professionals enacting as sales managers that should be fired. Place individuals where they will succeed and aligned with talents. Eradicate the sloths.
2. Conflict. Supervisors and managers fear conflict in the workplace. Managers fail to hold those accountable because they fear conflict. The inability to confront subordinates about poor seriously undermines productivity.
3. Accountability. Everyone has a job and must do it. Time frames and tasks must be upheld. Those that do not comply should be dealt with.
4. Observed behavior. Review it constantly and ensure it upholds the mission, vision and values of the organization.
5. Stop the Circus. Save the ridiculous animal tricks, the flying canons, poster board and crayons for recess and kindergartners. Treat adults as such. If John and Peter do not like each other, one hour of mountain bike riding with a case of beer only ensures one of them will not return. This does nothing for productivity and wastes needed income.
6. The Last Supper. Allow all to eat at the table. End the aristocracy and allow democracy. Innovation flourishes from those closest to their customers. The concept is difficult to grasp but fruitful since all organizations exist for one reason – the customer!
Productivity begins with candid relationships between employer and employee. It is imperative to note that individuals do not leave companies – they leave poor managers.
To dilute the productivity impact, take time to build relationships with employees through personal interaction. Employees need candid feedback to increase morale, productivity and ultimately accountability.
There are 7 techniques that impact employee performance. email me today for the FREE Report. Ask about our Free 30 Minutes “Business 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.
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