Archive for the ‘Consultive Selling’ Category
My name is Francis Walsh. I spend most of my time right here, typing words that get noticed. I know this is true because people come and ask me what I’m writing about and why.
“I like to think they are more interested in my words but they’re not.” “They are interested in what I talk about.”
Content is King
“No doubt about it, content IS king.”
Right now, our friends and colleagues are talking and writing too. The problem is much of what they’re doing online has nothing to do with me or you. They are interacting on a personal level with their friends and colleagues who keep them motivated. Motivation is the key to happiness. Happiness is motivated through interaction on a personal level.
“People are online looking for the answer to their next big question and they know where to go for their answer, but they don’t yet know who the answer is going to come from.”
Even you have questions that need to be answered. They may change as your day goes along or as the need for an answer arises. What we all hope to have when questioning the things we need to know more about, is a rapid response.
“We like to get a quick response.” “Don’t you?”
Content is the answer. Or better yet, “Content about your product has the answers about your product.” Your business can quantify an actual benefit from having more answers about your product online. “Not just on YOUR blog or website, but anywhere there is a forum of similar minded individuals or subjects to leave an answer behind. This is the PERFECT place to introduce your position and the benefits of your product.”
“You have to spread yourself around if you want to really begin to see the benefit of marketing to the online community.”
Rapid Response Initiative
“I like to think that I can answer a question from anyone online before they actually sign off from that session of computer use.”
If you begin to initiate a rapid response to each and every request for an answer that comes in from anywhere online, you will dramatically increase your bottom line by “I would say 15% to start.” “And it doesn’t matter how big your company is right now!”
Small companies therefore have to consider that a 15% increase to their offline business from online activity would be a great boost, and big companies can see that taking back or acquiring more market share is possible. “Even companies that think they already have a presence online.”
“Some businesses don’t know what they’re doing really, and have no idea of the commitment it takes to drive business from the online marketplace.”
Being prepared to respond to that user before he or she signs off the internet is how you can expect these kinds of results.
Matt Geier has the platform to push a company forward quickly. Not just a man with a plan, but a team with a dream. “The dream is about building equity from internet sources using content placement and rapid response initiatives that not only boost productivity of what already exists online, but generates its own business away from the one location certified to be The Product Source.”
The investment is sound. The people are experienced and motivated. More businesses are getting results that they cannot get from anyone else. Other companies run around with a product’s old content, putting one thing everywhere. “One little thing” (and then they pray.)
“I expect everything I do to be successful and it is.” “I expect that every company that I work with will see tremendous growth, and they do.” “I can only say that I know what The Sales Corner will do, and it will be well worth it if you put your business on a fast track with us.”
“I can say more but then I think I said enough already.”
Sincerely,
Francis Walsh
77375
Popularity: 54% [?]
ShareWhat 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: 88% [?]
ShareWhy is it that individuals are so negligent to things that make a difference? As a business professional I find it vital to be attentive to nuances that aid relationships. These include graciousness, name recognition and simply being attentive.
Psychologists have studied the use of the Primary/Recency Effect, known for an individual’s ability to recall the first and last things they see or hear. If the cliché holds that people judge a book by its cover, then many will be ignored.
Business today requires being in the moment, and attentive to all things. Misspelling names, forgetting appointments, etc, do not gain accolades. If you want to leave a lasting impression and gain better relationships follow the simple suggestions:
- Follow the Dale Carnegie Rule. In 1983, I read “How to Win Friends and Influence People”. The first rule, “a person’s first name is the sweetest sound they will ever hear. If you do not recall, write it down. If you cannot pronoun it ask the person. Stop being lazy and make a better first impression.
- Cold Call Failure. Cold calling today is repulsive. Too many agents obtaining lists and calling prospects without preparation just provocation. If there is no want or need, there is no conceptual agreement. Stop calling people from a list and target a microcosm that might have a better need for your service.
- Email Etiquette. As the Internet developed positive and negative rules of engagement developed to help with email use. However many today continually send emails without a subject message. Unless you desire a lack of a reply, be more attentive to the subject and actions you want your receiver to take.
- Email Responsiveness. The purpose of email is to allow receivers to reply to email when they have a spare moment. However, what incites many is the general lack of a reply by receivers. People in all businesses are busy, yet this does not allow receivers to negate replies. Unresponsiveness to emails is as insulting as not saying “hello” to familiar faces on the street. No one is that busy.
- Responsiveness to Voice Mail. Similar to emails, stop hiding behind procrastination and return calls.
- Delegation without personalization. In the last few weeks I have sent correspondence to executives related to certain business matters. I realize the information will get read but delegated to a subordinate. However delegation might denote arrogance. Handwriting a simple note communicating the receipt of the letter, the importance of the query and the need for delegation is in the best interest of customer service. Arrogance and laziness trump customer service.
- Follow Up. Return calls when you say you will, send emails when you say you will and offer feedback when promised.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens is one of the world’s leading authorities on business development and sales thought leadership. 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.drewstevensconsulting.com.
Popularity: 38% [?]
ShareI’m excited to bring you this exclusive offer from The Sales Corner on
behalf of American Association of Inside Sales Professionals;
Are you an Inside Sales professional?
Maybe you’re in Management looking over a group of people?
Perhaps you are looking for some industry connections or similar
resources for Inside Sales improvement and overall learning?
Having spent many years as an Inside Sales Representative myself, I
strongly promote education and sales based training to improve a sales
persons techniques or sales tactics for the improvement of their
professionalism and business!
The Sales Corner has partnered with the AA-ISP to offer you a 10%
discount on your next membership registration!
Take advantage of this great offer by registering as an official member of The Sales Corner network!
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| Official Members List of The Sales Corner is 40 strong and counting! |
| Visit this group |
Popularity: 24% [?]
ShareSome days at The Sales Corner are like many others when we find ourselves hashing over the same issues that the last client had, or helping a new client grasp what they can do to help themselves be a better seller, be a better marketeer, or be an all around better business builder. We spend our time on the phone, helping educate people on what THEY can do to help themselves! Even if there is someone like TSC working in the background; even we agree that you need to do more more more!
Often enough, our clients struggle from similar things as each other like you’ll see below in this discussion with Joe.
(Remember Bob the engineer who wanted to grow his website sales??)
Joe is a lot like Bob in the way of thinking. Joe doesn’t realize that he’s out of scope when it comes to how his customers perceive his store, his website, his “mission.” Joes very good at blowing glass, but he lacks in his ability to inform the customers about his products in a way that encourages them to buy it because they want to, not because he’s asking them too!
Joe says to me “I try every time they call me to ask them for their purchase. The problem is, they all end up asking me questions, then hanging up the phone. I never see their orders. I don’t know what I can do. Can TSC help me?”
“Yes Joe, we can. I’m glad you’ve asked. TSC likes it when people reach out for help!”
I explained to Joe that I recently spoke to Bob who was having a similar problem. Bob’s problem was that he was trying to fix symptoms of his problems, without address the problems head on. Joe on one hand, faces a similar dilema of not being able to identify WHY he cannot get more traffic or better traffic which will generate conversions. On another hand, Joe is very honest about being able to communicate to his audience effectively.
I asked Joe to explain to me his definition of “effective marketing” and he proceeded to explain. “I’m a marketing major and I graduated from Standford with a degree in the subject. It’s what I’ve done for myself for the last 20 years and I’ve helped a lot of brands build up also. This was back in 1990. My problem is that in the last decade, it’s not that I haven’t kept up with what’s going on, but I’ve not been able to reform my education that I had to create a NEW and FRESH message. Marketing to people of the 80′s and 90′s was not like these “new age” people like you, Matt, and the people at The Sales Corner.”
“I agree with you Joe. Times have changed. One reason I started The Sales Corner was to help people build their business with NEW and FRESH ideas that would result in growth, and visibility to their market. Again, I can help you.”
Joe was very happy with our conversation and was ready to purchase services from The Sales Corner but became a little confused about what would suit him best with regard to what we could do. I explained that since we do a lot of things here at TSC to help people build and grow their business, that we can focus on the strengths he has, and we will focus on the weak parts to, and improve them both!
“Here Joe, you need to look at these as they have been designed to give you a ton of visibility with a broad movement directly for you!” Full Internet Marketing Packages
Realizing he was a Marketing Major, he knew what a good message looked like, and even admitted he could write one. He wasn’t feeling like he wanted to pay for something he could do already himself.
Then I asked; “So Joe, you have 20 hours a week to write 100 messages for your business, and then market each of those 100 message out to researched content valid mediums?”
Joe replied, “No, I don’t have the time to do that. I just said I could” “Well then, you’ve come to The Sales Corner to help you right?” Joe pondering the question, then with a heartfelt “Yes” he responds.
I helped Joe understand that nobody doubted his ability to communicate and market to his customers.
What Joe lacks, is the ability to get his message, in 50 different ways, all saying the same thing “buy Joe’s glass blown products off his website” and take the time to market each of those 50 messages out to 50 different places.
Until Joe worked with The Sales Corner, he didn’t realize that we could take his current message, and market it in his local area, and his surrounding area, choosing mediums and places that WOULD CREATE HIS RESULTS, rather then HOPING they would.
If you’d like to find out how we can help you! Take a look at our pre-composed Full Service packages, or, registered members, can contact us directly and ask for customized packages to encompass even better or bigger growth!
Full Service / Support Packages!
Popularity: 17% [?]
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FOR IMMEDIATE RELEASE
ExecSense Publishes Webinar on Increasing Sales Team Productivity for Sales Executives Led by Drew J. Stevens, PhD – President, Stevens Consulting Group
(San Francisco, CA) (April 8, 2010) Drew J. Stevens, PhD – President, Stevens Consulting Group, has been selected by the speaker board of ExecSense (www.ExecSense.com) to lead a webinar on How Sales Executives Can Better Engage, Incentivize, and Maximize the Productivity of Their Team. The webinar is now available for download and watching on a computer, mobile device, iPod or printed and viewed offline at http://ExecSense.com/details.asp?id=921
In How Sales Executives Can Better Engage, Incentivize and Improve Relationships with Their Team, ExecSense examines why sales executives need to spend the time to make sure their key people are happy, being challenged, and incentivized in a way that ties in with the goals of their team and company. Take the 60 minutes to view this webinar (on your computer, mobile phone, iPod or printed out) to learn easy-to-implement tips and tricks for how other leading sales executives are currently getting the most out of their team, regardless of the state of the economy.
According to Catharine Lloyd, head of speaker relations for ExecSense, “We were honored to have Dr. Stevens lead a webinar on this topic. His work is highly regarded in the industry and the webinar is a great resource for Sales Executives.”
According to Dr. Stevens, “One of the greatest issues sales managers have is motivating and energizing their teams. Now is the time to obtain the needed information as the push for more productivity grows post recession”.
For complete information or to purchase this webinar, please visit http://ExecSense.com/details.asp?id=921 or call us at (415) 453-3003.
About ExecSense Webinars
ExecSense is the largest producer of executive webinars in the world, developing over 500 webinars a year led by hundreds of C-Level executives (CEO, CFO, CTO, CMO, CLO) and partners from 60% of the largest 200 law firms. ExecSense enables business and legal executives to be in-the-know on the most important topics that impact their profession. News breaks every day, however the news stories and trends written about in newspapers, magazines and web sites are too general in nature or not explored in enough detail. To provide executives with more in-depth insights tailored specifically to their profession, ExecSense produces individual webinars as well as titles in our Instant Impact, What Executives Need to Know About…, SpeedBriefings, Legal Needs, Technology for Lawyers, Technology for CEOs, and What to Know Before… series. Depending on the webinar, it includes audio files and documents in PowerPoint, Word and/or Excel. ExecSense is a privately held company headquartered in San Rafael, California, founded in 2000.
About Stevens Consulting Group
Stevens Consulting Group works with organizations that seek to dramatically accelerate revenue. With over 27 years of experience and research, Drew Stevens Phd is one of the worlds leading authorities on business development and sales skills. Dr. 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: 14% [?]
ShareAre 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% [?]
ShareDuring a recent analysis of a selling organization, I conducted a mystery-shopping excursion to determine the best practices and limitations of the sales group. What I found is common in most organizations.
How often do you listen to your voice mail? How often do you change it? How often do you obtain specificity in the message?
Voice mail services two purposes: 1) to enable your caller to leave a specific message for you and 2) for you to leave specificity on your return call. However individuals will not leave specifics if you do not disclaim how. For example during my mystery excursion the following message was left [name changed to protect the guilty] “Hello this is Rhonda please leave a message at the tone.” The last time I heard this was 15 years ago when voice mail was introduced.
Proper business voice mail should stipulate your name, the firm name, what you want your caller to do and the actions you will take upon receipt of the message. I tell callers to leave a brief message, the best telephone number and time to ring them and that I return their call in 90 minutes. Action is required otherwise your message becomes driftwood in a sea of eternity.
Your voice message must depict your professionalism, your ethics and your responsibility.
The second common selling issue is the identity of the firm when calling a main switchboard. During recent client analysis I ring up the reception area only to have been immediately placed on hold or immediately transferred to another party. Emergency responders take more time to diagnose my issue!
Reception is the first line of organizational identity. Rushing parties off the line, placing them on hold, using mechanistic approaches are methods that destroy prospective client interactions. 45% of every customer interaction involves some level of customer service. Do not allow prospective customers to judge a book by its cover, make a good first impression and treat ‘em right!
©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 hime at www.stevensconsultinggroup.com
Popularity: 12% [?]
ShareRecent issues (politics, economics, technology) constantly provide change in today’s marketplace. Change is terrific as long as you individually decide to keep pace with it. One of the best tools to mitigate change is overhauling skills. Improving hard and soft skills enables one to be more marketable in a competitive global economy. Rejuvenating skills provides self-mastery, which also helps to improve upon confidence, poise, presence and professionalism.
One is never too old or too busy to attend an educational experience. The time is an investment in your future earnings and potential. Similar to the manner in which automobiles must be maintained, your cognitive skills require a bi- annual checkup to increase your professional investment. Enroll in something today to invest in a better tomorrow.
Change is the watchword of progression. When we tire of well-worn ways, we seek for new. This restless craving in the souls of men spurs them to climb, and to seek the mountain view.
Ella Wilcox – American Author and Poet
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report for the 7 Secrets to Selling Success
Drew Stevens is one of the world’s leading authorities on sales and customer service. Drew is the author or the successful sales techniques 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 book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success visit his website www.stevensconsultinggroup.com
Popularity: 13% [?]
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The Sales Corner Tip of the Day
