Archive for the ‘Drew Stevens’ Category

Simply put, we want to know how you use your network to mastermind your success!?

Maybe you do things like write articles and spread the word and work of others through relationship like this article from the High Velocity Blog.

Some people wonder how you get to write articles on someone else’s blog, and it’s easy, as long as you know them and they know you and you create a level of trust and respect!

Don’t sit down an ignor your network; Give them “Warm Fuzzies” and make them feel good. We do things like post our members subject matter here on The Sales Corner, we allow them to write articles with no restrictions as long as their content is in the face of Sales, Marketing, or other current topics like Web Design and Business. Just like Drew Stevens does.

Maybe it’s someone in your network that you use to help yourself AND your members grow their business bigger and better, like FD Walsh. Coined in the past here as the “TSC SEO Shaman” because he’s a great content writer, social media net-worker, publisher of story, and more!

However you mastermind your network; don’t forget that business remains in all of your connections. People don’t gather around something they don’t need, want, or like. People gather around that which they are drawn to and enjoy doing that interests them.

Perhaps that’s one reason our members consist of so many people from so many walks of life! Because we help “business” owners and that means we do a lot for everyone in our network; Some Free, and some Not Free.

People we work with (people that I work with) understand that there are value in giving, and usually, if you give in the right ways, it will come back to you ten or twenty fold.

So I ask you; How do you mastermind your network?

Popularity: 9% [?]

By now, you’ve been around enough to read a large amount of content for Drew Stevens. We want you to consider the power and momentum that he can help bring to your business model or organization. We invite you to view one of his new videos and see his “View from the Stands” about the “Doctor Biz” so you can Accelerate your patient volume with proper marketing techniques!

Drew Stevens is one of the world’s leading authorities on Sales Consulting, Business Development & Marketing Solutions. Drew is the author of the successful sales process books – Split Second Selling. 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales consulting website – stevensconsultinggroup.com.

Popularity: 13% [?]

There is an intense amount of competition in today’s economy. There is more noise than ever due to the proliferation of social networking. There are also more competitors. With many individuals giving up corporate America for entrepreneurship there are more hurdles to battle. The chronic problem for selling professionals is to differentiate from competitive forces.

Differentiation is the key to business development success. It helps build brand and create cache. Consumers make decisions for brand sake. With sellers consumers make decisions based upon perceived value. Such value recognition is based upon nuances such as; sales language, professional ethics, professional dress and most importantly client recognition. These items help distinguish the indispensible sales and marketing professional from the customary. Here are some tips to make you indispensable.

1.     Be the professional. Review your dress code and dress the part. We’re good clothing and have professional equipment that emulates your corporate stature.

2.     Be the service provider. Customer service is paramount for every selling professional. Return calls when you say you will. Always be the professional and always remember business exists because of the customer.

3.     Gratuity. Always be thankful for clients that have done business with you. Send thank you notes and other types of greetings to ensure you are always top of mind.

4.     Referrals. The only way to ensure your indispensability is by others understanding the value provided. Your brand is manifested by the referrals gleaned from your value.

5.     Culture. It is wonderful if you take all the ideas from this post and utilize them continuously. However, the organizations culture must be congruent.

6.     Relationship. The entire reason for doing business is to invest in relationships. Forget the facts and only worry about creating valuable relationships.

©2010. Drew J. Stevens Ph.D. All rights reserved.

Drew Stevens is one of the world’s leading authorities on <a href=”http://www.stevensconsultinggroup.com/”>Sales Consulting</a>, Business Development & <a href=”http://www.stevensconsultinggroup.com/”>Marketing Solutions</a>. Drew is the author of the successful sales process books – Split Second Selling. 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and <a href=”http://www.stevensconsultinggroup.com/”>sales consulting</a> website – stevensconsultinggroup.com.

Popularity: 20% [?]

What do you see when you look in the mirror? This is not a trick question. Yes you see you. I am often amazed by the amount of individuals that own and operate businesses that constantly look in the mirror and only see themselves. The world of sales and marketing doesn’t operate from selfishness and conceit. Consumers today demand value and most importantly respect. Therefore several issues are most prevalent

1. Operate from the other side of the mirror. Stop thinking about yourself and your business and think from the customer perspective.
2. Provide value. Refrain from the folly of features speak from what is most imperative to the consumer.
3. Stop speaking. Start questioning. You discover more when you are not talking.
4. Stop the tactics. Operate from a strategic perspective and the driving force of your organization.
5. Engage the client. Seeing from the customer’s eyes means providing them abounding customer service.
6. Surprises. If you do not want any, mystery shop your own organization similar to a customer. Ensure service and support permeate the organization.

If you take just a few moments each day to envision issues from the client perspective you will create better returns and more revenues. Seeing things from the eyes of the customer alters perspective and initiates better value. What do you see when you stare into the mirror?

©2010. Drew Stevens PhD. All Rights Reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Popularity: 36% [?]

Many years ago while participating in track and field my coaches typically spoke of cadence. In fact, many athletic events use cadence in their respective performance. Football players have a cadence before each play, dancers have a cadence in their performance and coincidentally those that sell require a cadence.

To perform at a higher level in selling products and services, one must have a certain cadence in delivery and building relationships with clients. Here are some of the things required to assist with your cadence:

1. Confidence. Consumers invest in those they know and trust. However, they also invest in the conviction from the selling representative. Your cadence will be affected by the highs and lows of your confidence.
2. Presentation Flow. Presentation is where it all begins. Know what you want to say, how you are going to say and but most of all listening is more important then speaking.
3. Preparation. One cannot have cadence if there is a lack of preparation. Understand how your services can assist the buyer. Look at issues from the perspective of the buyer; think output. What can you deliver that can aid the client?
4. Presence. When you look good, you feel good. Sellers need to dress the part. Invest in good clothes, and groom well. Be noticeable when you walk into a room.
5. Poise. Buyers implicitly affect tempo with questions and concerns. Remain neutral during volatile periods with proper research and preparation. The better you plan the less likely impact to your poise.
6. Equality. When you formulate equality with the buyer there is better conversation. Your interaction should be a meeting of peers, anything less is a vendor.
7. Labor Intensity. Relationship building is must easier, and you have more swagger when you meet only with decision makers. Gatekeepers waste time and affect your confidence. Meet and greet only those that understand your value.

The concept of cadence is formulated from continuous learning and practice. Athletes and dancers practice daily to broaden their strengths. They understand the value of self-mastery, learning all they can to heighten their performance. Take the first step and before you know it you will be swaying with the music.

2010. Drew J. Stevens PhD. All rights reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Popularity: 64% [?]

During my workshops I frequently speak of the need for selling professionals to be prepared for every selling situation. With the lack of selling methodology and training amongst 92% of the selling population there are a number of gaffs during the sales day.

After a relaxing Independence Day weekend, I returned to several emails. One of the most striking included the following, “I realize that your company may be too big to have a need for our training materials, but I liked what I saw on your webpage and I thought it might be worth having a conversation.”

While I honor the selling representative for having the gumption to connect, their lack of knowledge for my firm is alarming. Worse yet, there exists the typical bromide of “what you can do for me approach”. Selling professionals must refrain from selling products and begin to realize the need to invest in and develop relationships. Consumers buy from those they know and trust and this begins with intellectual dialogue based on objectives and values.

If there is a desire to invest in a relationship then:

1. Conduct fundamental research on the company and establish need.
2. Get introduced to the economic buyer through a third party.
3. If a cold call is required, ensure the focus is on objectives and measurements of success.
4. Conduct research on the true economic buyer, blind messages to gatekeepers will only get lost.
5. Stop thinking of input; consider how your product or service will benefit the customer. Think of external value end the selfishness and focus on the prospective client.

Before you pick up the phone or key a letter:

• Know the customer.
• Know the industry.
• Know the competition.
• Know your value.
• Know your differentiation.
• Know your value proposition.
• Know your output.
• Know your decision maker.
• Know your time frame.

Customers are too busy and not inclined to have their time wasted on the folly of sales commission. The only methods of competitively selling today include differentiation, value and output. Anything less is simply a waste of the selling professionals time. How much do you know?

© 2010. Drew Stevens PhD. All rights reserved.

Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . Drew is the author of the successful sales process book Split Second Selling. 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.

Popularity: 67% [?]

In recent weeks in working with a number of clients, there is a tendency to see similar issues between them. Much of what I experience concerns the sales force. The larger issue is that many organizations do not invest in their sales teams. Ironic since the notion of every business is to retain and acquire clients.

To assist organizations to operate more efficiently here are a few thoughts to remember:

Selling professionals are in the marketing business. Spend one to two hours per day creating information that increases marketing. Use resources stemming from IMC to assist you and the organization to attract consumers. Creating an array of activity lessens labor and helps to increase brand.
Use testimonials to build brand. Ensure that your customers and alliances can reiterate your value proposition and articulate it to others. Consumers that trust you and enjoy your value will be tickled to inform others.
Maintain customer contact. Those that invest in customer relationships are always top of mind. Consumers not only conduct business with whom they trust- but also remember!
Sellers and their business are dependent on customers. Ensure that all calls are returned timely. I use a 90 minute rule! If not return all calls and emails by day’s end. Additionally, any and all staff should be well versed in customer service culture.
Eschew the folly of trends. Refrain from the bromide trends of “casual day”. Always be prepared to visit a customer. Buy good clothes and resources (i.e. Wallet, brief case and yes a pen) to emulate the part. Have good vocabulary and become well versed to speak with economic buyers.

©2010. Drew Stevens Ph.D All Rights Reserved.

Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . Drew is the author of the successful sales process book Split Second Selling. 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.

Popularity: 37% [?]

The odds of your business surviving five years are 50-50 according to David Birch, former head of a research firm specializing in studying small business data. (Isen 2007) There are many reasons why a business will fail. Much research is available to denote which factors are the most important, however, it appears that most business fail because they lack focus on the organization’s most vital asset – customers.

Solo practitioners begin a business for two reasons; money and passion. Business professionals desire to take their passion and make money from it, and there is little harm in this. There is no better way to enjoy your time on earth than to do the thing that you enjoy.

However, with passion there is a need for focus. Presently with the cacophony of noise due to the Internet and social media resources, consumers are overwhelmed with messages. Consumers today require differentiation to denote whom to shop and whom to avoid. Unfortunately the Internet’s ubiquity hinders variety so that only option remaining the builds brand and business success is customer service.

Customer service is simply the organizational culture and processes that entrepreneurs create to ensure allure. Consumer decisions are driven by emotion. Service must be enculturated into the organizations so all staff become dependent on the client. This is an important construct; there is little difference from one retailer to the next or one restaurant to the next with one exception- customer service. When treated correctly, customers inform others of their experience helping to manifest the organizations brand and announce it to others. No marketing tactic in the IMC process is as cost effective as a word of mouth.

When customers believe and trust their vendor they tell others helping to create brand differentiation. Exemplars include Apple whose retail outlets are the busiest of any mall and Zappos.com whose unblemished customer service helps helped to brand to proliferate.

If there is little belief in customer service think again. According to both Dun and Bradstreet and the Small Business Administration, businesses with fewer than 20 employees have only a 37% chance of surviving four years. Customer service can provide the life raft of success if used correctly. In reviewing the success statistics, would you rather be a follower or a leader?

©2010. Drew Stevens PhD. All Rights Reserved.

Drew Stevens is one of the world’s leading authorities on business development and sales. Drew is the author of the successful sales process book Split Second Selling. 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. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.stevensconsultinggroup.com

Popularity: 39% [?]

What nonsense is that? You’re the one that conceptualized, designed, and built your business from the ground up. You’re the one that has 100% control over everything in your company; right? Or do you?

Do you build any of your “business model” on “what ifs” — because “what if” you lost a limb, an ear, a finger, an arm, a leg, or god forbid, your head? Could you continue to operate in whatever way you needed to without a hiccup in your service to clients, customers, and other business relationships?

“I doubt that I could continue operating at full capacity in the event of a catastrophic time.”

Knowing our own limits, only helps us understand yours. Were all different, but, similar. Business can be looked at in the same light;

Business models are at a core, the template for all business models. Having a different business then the next person only makes you “similar” in the fact of processes, and things to do to keep your business active and going. (finding new partners, getting new suppliers, having someone do collections, finding new customers, seeing into new markets, driving new sales etc..)

You’re business may not have the same struggles as mine, or Joe’s, or Bob’s but I can bet your “butt” that all three of our business’s will need help to stay going, either now, or in the future!

So if you’re reading this, then you may be like a lot of other people who ask us; “What can The Sales Corner help me with?”

This is our response, which simply put is EVERYTHING, “What do YOU NEED?”

Once you can establish the need or multiple needs that you have, it will be easy to find a way to fill the need using The Sales Corner.  In fact there are several ways we can fill your needs with the offering of full service membership packages to look out in ALL the areas you might be looking for help!

See a complete list of package offerings here;

http://www.thesalescorner.us/blog/sales-corner-marketing-seo-sales-membership-packages/

ADDITIONALLY I can offer you some “REAL INSIGHT” into others similar needs and how they were able to utilize The Sales Corner to address those needs;

Question 1

My computer is running slow; My internet sites take longer to load and I wish there was a way I could get someone to help me without having to worry about the expensive price of the local “Squad” or wait from “someone in another country” to call me back or fix my issue.

Answer 1

The Sales Corner is able to propose one of our Phone Service and Support membership packages which are designed as all inclusive to what was needed here for this client to get phone support for  “general technical help, and product application support.” As this client had issues and needed a resource to contact with the assurance they would get a timely, and well educated response!

Question 2

What do I need to keep active, and reach my customers/clients?
I already know how to write my own content, publish my own articles, and get out into the Social Media scene to grow myself;

Answer 2

The Sales Corner is able to propose one of our Quarterly Website/Blog membership packages which is all inclusive to what this client needed to get a Website Built, Integrated, and Managed after Install! We think it’s great even when you don’t know what you need to in order to have a medium to communicate yourself on. This gives them ability to communicate directly and privately to their own user base!

Question 3

How can I get into new Sales and Marketing areas with my current projects?
I don’t know anything about how to use a blog, where I should be online or offline, or how to reach new people because my “old” approach isn’t working anymore;

Answer 3

The Sales Corner is able to propose one of our Quarterly Internet Marketing / Sales membership packages which are designed as all inclusive to what this client needed to get their products, their face, and “their business” out to people who wanted to know about them! This will keep them there where they need to be, in front of people online and off!

Question 4

Some folks out there have their own sites on a free host, or a host that charges them a monthly or annual fee; That’s okay, but sometimes people don’t always know what to do in these cases or how to get to their files etc. How can The Sales Corner help me get a place to host or store my files for my website, my blog, or FTP access?

Answer 4

The Sales Corner is able to propose one of our Quarterly Website/Blog Hosting membership packages which are designed as inclusive to what this client needed for their files to be stored, accessed, and managed on a regular basis as they saw fit! Now they can upload/download and so can their users (With or Without a Blog if they like since this is “file storage”).

As you can see, The Sales Corner and our network of members have very good methods of helping you get more information for free, save your business money, get more all while you can walk away and feel confident to know that you’re business isn’t going to fall under, because you couldn’t afford our monthly fee, or that yearly cost to keep it going!

“The Sales Corner is always willing to listen and work with all of our members to accommodate their needs and wants and desires, after all you help us keep going as much as we help you; We simply supply the magic powder to mix it all together which is then what we give you which is tangible and something you can count on for your business needs!”

Matt G
The Sales Corner

“The Shaman says only the best leaders use help to their advantage.” The Sales Corner Probing Question of the Day:

“When you find yourself without an answer to a problem….” “Where do you go to find the answer?”

Popularity: 100% [?]