Archive for the ‘Client Focused’ 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: 15% [?]

In the last several weeks I have solicited over 20 vendors for a variety of reasons; restaurants to home improvement centers. There is a stark contrast in treatment from one establishment to the next. Most bewildering is the general lack of focus and respect for customer service. The simplest issue for any business is retaining clients by treating them well. Research over many years proves that it is less expensive to maintain your current client base rather than acquire new.

As a business development and customer service consultant I am more sensitive to the issues. However let me offer some free advice that will save organizations money, time, stress and most of all, customers.

• When a customer walks into an establishment or walks to a cashier please have your staff smile and say hello. The world’s icebreaker is an empathetic smile.
• Remember customer’s names. The sweetest sound customers hear is the name of their name, do not screw it up, repeat it the name if needed.
• Have nametags available for all employees. Nothing is more bothersome than to not know the name of staff.
• Eliminate the ready, fire, aim approach to service. Start having employees listen and question. Nothing can be heard when both sides are speaking.
• Check the baggage. Consumers do not care if employees received a ticket before work; have a toothache or the myriad of other excuses. It is about the customer not the worker. Bad attitudes are to be left at home.
• When possible have all employees wear ubiquitous uniforms especially in service establishments such as doctors, specialists, etc. It is helpful to know staff from vendors or perhaps other customers.
• Have staff address me formally unless told otherwise. Respect is the better part of valor no matter the generational differences.
• Inform staff that cell phones and the rude act of text messaging are off limits during work hours. Attention must be given to the customer not the evening date.
• Ensure background checks on delivery personnel. In the last several weeks I have noticed seven traffic infractions. The most notable – Stop sign avoidance!
• Stop the banter. When clients arrive undivided attention is to be given to them. Refrain from rumor mongering and speaking ill of the previous client.
• Offer frequent customers some type of VIP service. The most treasured become your greatest marketing avatars.
• Create a customer culture all hired need to be focused on your greatest asset- customers.
• People remember the first thing they hear and see and the last. Make a positive first impression and a memorable last.

©2010. Drew Stevens PhD. All Rights Reserved.

There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success

Drew Stevens is one of the world’s leading authorities on business development and customer service. 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 dramatically accelerate your business development and sales skills visit his sales and marketing website.

Popularity: 12% [?]

Are you a good selling or business development professional? What distinguishes you from the remainder of the pack?

With over 27 years of experience working with those that develop business and sell for a living I find the following characteristics:

1-    Those that seek relationships not a commission check

2-    Do not procrastinate, using the hours in the day wisely to be with prospective and current clients

3-    Do not waste “windshield time” on wasteful things or nothing

4-    Reads voraciously to understand competitive intelligence that aids the client

5-     Establishes a strategic account profile to understand prospective client opportunities and limitations

6-    Knows the economic buyer in their accounts and does not waste time with gatekeepers

7-    Think strategically not tactically to engage buyers

8-    Learning the client’s business and discovering methods to assist them now and in the future

9-    Prepare provocative questions that engage and enlighten

10- Knows when to listen and when to speak

11- Networks constantly to meet new buyers

12- Engages a sales process

13- Creates emotion and has a passion for the sales process

14- Believes in what they are selling

15- Nurtures relationships with proper customer service, returning all calls and emails in a timely manner

16- Uses and respects the relevance of CRM reporting useful data to upper management

17- Understands the importance of customer to customer influences on account management

18- Thinks in terms of client outcomes, not units sold

19- Dresses professionally and is ready to engage with every client

20- Has poise and flexibility to engage gatekeeper and buyer ethically

Use the following as a checklist for your selling professionals if you are a manager or for you personally if you sell for a living. Check back periodically to determine methods to make you a more effective seller to alleviate time and develop more business.

©2010. Drew Stevens PhD. All Rights Reserved.

There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success

Drew Stevens is one of the world’s leading authorities on business development and customer satisfaction. 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: 13% [?]

The current recession has selling professionals and their management seeking alternatives to increase sales. One issue that continually arises is selling to the C Suite. There is a belief that if selling professionals increase their abilities to corporate executives both closure and sales revenues will increase. That may or may not be true.

The first item to consider with attempting selling products and services to corporate executives is whether the individual occupying the office is truly the buyer. Many selling professionals get fooled into believing that title encourages the sale. While CEO’s are responsible for a myriad of activities their main priority is a focus on customer acquisition and retention as well as a return to stakeholders. It is simply impossible to be involved in every vendor decision, and it is considered micromanagement. Take some time to understand your true buyer before wasting time.

Selling professionals by nature are tactical and invariably spend time with those that might influence but do not make decisions. However the approach for selling to decision makers in the C Suite must be more strategic. Before embarking on cold calling and using rote sales principles, take the time to prepare. Selling professionals must adequately prepare before calling an executive. I suggest reading current versions of The Wall Street Journal to comprehend environmental (i.e. economic, political, technological, etc) issues as well as competitive pressures. In addition, reading the organizations annual report is essential for understanding the firm’s strategy and industry acceptance. Finally a quick review of corporate, industry and other competitive issues enables a representative to have articulate conversations with senior executives.

Upon completion of preliminary reading, selling professionals must establish a strategic corporate profile in order to better comprehend the corporate structure and align products and services you offer with the prospective organization. The strategic profile removes the tactical issues of product sales and creates a better ability to create long-term relationships. Executives will trust the ability to be more consultative. Formulating a corporate strategy creates provocative questions related to objectives and measurements for success, which are the conversations that senior executives desire. Dialogue focuses on organizational results and benefits to the customer, not product/service facts. Executives desire to hear about output and results.

Finally strategic selling professionals do not visit the C Suite with rote tactics of cold calling etc. While a myriad of books, audios and other materials exist suggesting such, executives are met through referral and networking. Individuals invest in those they know and trust. This requires selling professionals to shift direction and gain better momentum with strategic ideology. It simply requires change.

We are currently in a sea of rapid change and momentum. Recessions also enable organizations to develop innovative techniques. Now is the time to be a market leader and create techniques that allow innovation and renewal. Shifting to a new sales direction will take some time but as comfort returns, the organization will gain speed and velocity. The results will be worth it!

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”!

©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.

Popularity: 12% [?]

If you don’t know by now, we are big on TAKING ACTION NOW! We propose it to ALL of our clients and we understand the idea of doing something today, for the benefit of tomorrow. — Matt Geier — The Sales Corner

The Sales Corner really is all about helping you succeed. If you don’t know that; Just see what others say about us and the work we do here. For example @CoachLee from Twitter say’s;

“Word Press Blog http://bit.ly/b46ol7 has moved my Alexa rating up by 10,000 in just a week. Thanks again 2 @thesalescorner & Matt Geier” — Leanne Hoagland Smith; ProcessSpecialist.com

In other words, when it comes down to the bottom line, we understand that you really may not have deep pockets, and you are struggling in ways to keep your business going just like the next guy is. Truth be told, we all share some of the same headaches about business that you do. It’s just a matter of how you choose to deal with those problems and address the matters preventing you from moving forward.

The Sales Corner is here to help you do just that; Move Forward. Recently we’ve made some “All-Inclusive” Sales and Marketing Subscriptions. Additionally, there are “Phone Blocks” that you can purchase if you are looking for talk time to discuss the next big matter you have!

Our time and energy is spent focused on you and your business. We grow you. So why wait? Start to obtain growth now; “Do something today; Grow your business tomorrow”

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

You can also “try before you buy” by  registering as a Free Member. Take advantage of a 100% No Money Obligation Free Subscription!! — FD Walsh — TSC Marketing and SEO Shaman!

Popularity: 4% [?]

Quote of the Day

It’s hard to soar like an eagle when you’re surrounded by turkeys.

Rant of the Day

I am on my way out to an appointment when I trip over an unnoticed package- a plastic bag containing the Yellow Pages. Two things surprise me: 1) the complete arrogance and ignorance for rebuking green and 2) the ignorance of giving me something I do not want let alone need. This reminds me of how selling professionals operate. I am flabbergasted by the number of calls and emails I get based on the arrogance I need something. This is not marketing it is stupidity. Today’s customer does not want to be bombarded by bromide tactics. They would rather invest in an honest relationship who can provide value and substance.

Best Practice of the Day

Stop bombarding clients with wasteful emails and letters. Conduct some research that creates emotional appeal based on results they can obtain. When you invest in relationships you lay the foundation for success. When you bombard clients with senseless products you bury them in manure.

If you want a quick method to eliminate your limiting beliefs send me an email and I will send you my one page tip sheet that helps to eradicate them. Or, email for a free 30 Minute Sales Acceleration One on One Coaching Program focused on three things to help eliminate limiting beliefs.

© 2009. Drew Stevens PhD. All Rights Reserved.

Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Customer Service 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 book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

Popularity: 11% [?]

Quote
Passion is universal humanity. Without it religion, history, romance and art would be useless. ~Honoré de Balzac

Thought
The day before Thanksgiving I am wrapping up business and just about complete when the phone rang. The person on the phone was attempting to sell me something. They claimed they got my name from a list were connecting with as many people as possible. Even worse then this, they were disconnected, apathetic and distracted. This sales professional was so unprofessional that the person who hired them should be terminated. Individuals selling services are representatives of the companies and products they sell. Selling professionals that call with the energy of a sloth, the attitude of a corpse and the apathy of the disheartened, need to be terminated. If you do not enjoy what you are doing, STOP DOING IT! How can the expectation of a sale ensue when Eye Or is on the telephone. The first sale ever made is to you and if you cannot convince yourself, how do you intend on convincing others!

Best Practice
1. Find something you truly enjoy and do it, eschew those things that displease you.
2. Learn something of the product and service before getting on the phone. If you know nothing about it, how can questions be gleaned from a script?
3. Learn something about the company, this will help you connect more with what you represent.
4. Ask questions to gain better understanding and if you would not buy the product/service, then do not sell it find something else.

©2009. Drew Stevens PhD. All Rights Reserved.

The things that hold you back and make you anxious are known as limiting beliefs. If you suffer from limiting beliefs email me today and I will send you a free tipsheet to assist you. And ask about our Free 30 Minutes “Personal Acceleration” Coaching Clinic to make changes in your selling efforts.

©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works 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.

Popularity: 3% [?]

When I started The Sales Corner over 2 years ago, it was a blog designed to be informative and inspiring to Sales and Marketing people, it was created in a niche area appealing to Online Business (Sales and Marketing). It was my first attempt at creating a free resource for people to use that generated an income stream through site advertisement (like a lot of these claims..)

Little did I know then, what I was getting into. (like a lot of fresh Internet Marketeers..)

Unfortunately at first, it was heavily perceived as an Internet MLM (Multi Level Marketing) and/or a product affiliated website and wasn’t accepted with open arms like I thought it would be initially, especially with bad times in the economy. The perception brought all the pro’s/con’s that come with these traditional affiliate marketing schemes. This was likely due to some of the initial content, ads, and other items that appeared in the start up phase. (Even though we have never talked or suggested programs that are SCAMS or have affiliates related to them that are practicing questionable tactics..) Even more important was the public perception generated from all the people complaining about it being SPAM, looking like “a fraud”, or someone out to “scam” or take advantage of consumers or people running online businesses….something I did not want to be looked at as, simply because that’s not me.

Even after I would talk to people about all the FREE services / staff work / and sales/marketing stuff I provided through The Sales Corner! Potential prospects would still think that there had to be some expensive catch or some invisible tool that made me an expert in order for them to work with The Sales Corner to get our so called free services! (aside from registering their email…) Reasonably so, people often ask us how do we stay in business?

It was clear to me form these kinds of continued questions that I needed to practice doing a better job to change the way I talked about The Sales Corner and what I do here. Please make a mental note that when I talk about Free, to me it does not mean I am cheaper or that you get “lesser” quality then if you were paying thousands of dollars for the same work. It’s a way to get you to pay attention to The Sales Corner, because there’s a lot of resource here that needs used.

Unless you are in some company that has an established clientele, and perhaps big enough beyond a couple of people to have processes, when you are the boss of your own thing (business,product,service) you find yourself being split in all ways, a lot of ways, to address a lot of issues. I don’t care if you are the boss of a widget thing, or a team of people, or a project manager overseeing a project from beginning to end in all it’s form. Certainly we can agree all these positions have a stressful job description. But can it be even more stressful when you’re under even more pressure on top of what “your norm” is?

Yes, it can be more stressful, it typically is, and should be expected, after all, that’s how we are programmed to react as humans. Some people tend to become less productive though the more they are stretched out with duties. Some tend to crash under pressure really hard while others simply don’t let it ever bother them in the first place and can remain just as productive.

The question is are you one of these people or someone entirely different?

The idea that you have a brick and mortar business or a online business or website is irrelevant to this thinking since this article and The Sales Corner (at our roots..) apply to all of the above.

What we are investigating is to find out if you are knowingly subjecting yourself to more stress then is needed and be less 100% productive, or are you taking it all in stride, and keeping things going afloat regardless, still dealing with the stress? Will you still to be doing it after knowing there’s a resource available to you?

Perhaps one of these is you?

1) Are you the one that has a product, or a service to offer but cannot seem to find out why it’s not working as well as you thought?
2) Are you the one that has a means to the end of a problem, but can’t seem to get it going the way you want or the way you thought it would?
3) Perhaps you woke up this morning and you have 50 things to do on your plate. Could you use less work or free up time to be more valuable to
your business?
4) Perhaps you had the idea that you wanted to hire a person to do a task for you, but you cannot due to finances, time, or maybe even the lack of
experience managing someone else and don’t know what to start with?
5) Perhaps you want to empower a friend or relative to help you, but they are not very supportive or have other conditions related to “their help”
otherwise, you have to keep asking around just to try and find help for your important thing?
6) Maybe it’s the idea that if you had a graphic banner, or call list, or other sales and marketing tools to help you, you could sell more, or market
yourself or your business better?

If any of these, or other conditions like them apply to you in any way, then you should be reaching out to us for help. Go register your email, and get on our official mailing list!!

The next step is to reach out and initiate contact. After all, taking action and then expressing communication is key to making relationships and business work for you, not against you!

Matt G -
The Sales Corner

Popularity: 10% [?]

Quote of the Day

“By failing to prepare you are preparing to fail.” – Benjamin Franklin

Thought of the Day

I was in the middle of a meeting yesterday when my cell phone rang. I do not typically answer any calls during a meeting but I informed my client I was expecting a call. That said, it was not my call but a cold caller! The typical mundane salutation immediately perturbed me, “Hey are you”? I retorted with the issue my number was private she should not have access. She replied, “I got it from a list.

This is the reason why cold calling gets its knocks. It is the reason why selling professionals gain the stereotype. It is also the reason why many individuals are having issues opening doors. Einstein once stated, “Insanity is doing the same things repeatedly and expecting a new result.” Why follow the rules of the foolish when you can no results. Cold calling when done incorrectly only leads to a fools method of rejection.

Best Practice

Cold calling is still a method of obtaining new business if done appropriately, strategically and professionally. Here are some tips:

1. Prepare for every call before you pick up the telephone. Research the company, the person and identify the possible objectives the client might desire.
2. Prepare a list of questions for each call. Know what you are prepared to say before you say it.
3. Do less talking and more questioning. More information is gained when the prospect does the speaking.
4. Make notes and paraphrase when issues arise so they are understood.
5. Listen for objections to address additional questions.
6. Open the call with potential issues for the client not tiresome lines.

There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for cold calling email me today. 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.

Popularity: 3% [?]