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Attention, Attention Get More Clients

May 4th, 2010 | Author: djstevens

Why 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.

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.

Posted in Sales Marketing Business Articles Information Content Material, Sales Marketing Business Professionals, Sales Marketing Business Websites Blogs | Tags: Approach Goal Setting Personal Improvement Getting Things Done, audio sales tips, business development consultant, business development consulting, Business Development Plan, Business Development Sales, Business Development Strategies, Business Development Strategy, business development tips, business development tools, business development training, business strategy, business strategy development, Closing Sales Techniques, closing techniques, Cold Calling, customer relationships, Free Closing Sales Technique, Goal Setting, How To Sell, Lead Generation, Marketing Content Topics Discussions, marketing ideas, marketing plan development, Marketing Small Business, marketing strategy development, marketing your business, negotiating techniques, New Business Development, nominated author, Personal Professional Growth, presentation skills, price objections, Prospecting, relationships, sales, sales and marketing plan, sales and marketing strategy, Sales Closing Tips, Sales Effectiveness, Sales Leads, sales management, Sales Plan, sales process, sales resources, sales techniques, Sales Tips, Sales Training, Sales Training Articles, Sales Training Seminars, Selling Process, selling techniques, selling to c-level, slump, small business marketing strategies, Spin Selling, Strategy Template, Time Management, value client | No Comments »

Muscle Up Monday with Dr. Drew

October 26th, 2009 | Author: djstevens

Quote of the Week
Branding is no longer for Fortune 500 companies and Madison Avenue agencies with excessive budgets and inadequate tracking.

Personal branding is about managing your name — even if you don’t own a business — in a world of misinformation, disinformation, and semi-permanent Google records.

Going on a date? Chances are that your “blind” date has Googled your name.

Going to a job interview? Ditto.
Tim Ferriss

Read more: http://www.gaia.com/quotes/topics/branding#ixzz0V3J2fGRe

Thought of the Week
Even in selling brand is vital for business success. If customers and prospective customers are not speaking about you then you do not have a brand. In the age where consumers see over 10,000 messages per day, clutter is the norm. It is then vital for the seller/marketer to create differentiation and be heard above the din. What are you doing to create brand and be heard.

Best Practice of the Week
It is necessary to create strategies that engage your brand. To proliferate your brand engage in numerous activities around your consumers. Speak, write, network, teach, and volunteer are activities helpful to having people see you and discuss your differentiation. Invest in ideas and issues that allow customers to be attracted to you. Which is easier awaiting a phone call or creating the activities that make it ring? Do not be a spectator create those activities that keep you in the field of play!

About Dr. Drew

Drew Stevens PhD works with individuals and organizations to dramatically accelerate revenue growth. 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 book Dr. Drew for a workshop or keynote Contact Dr. Drew or to obtain is Marketing Acceleration Worksheet to help you create brand recognition.

Posted in The Sales Corner LLC Exclusive Press Announcements Information | Tags: Approach Goal Setting Personal Improvement Getting Things Done, asking questions, audio sales tips, business opportunity, client relationships, Closing Sales Techniques, closing techniques, Cold Calling, communication, competition, customer relationships, customer retention, Customer Service, direct sales tips, Drew Stevens sales institute, Drew Stevens training course, exceeding customer expectations, franchise business opportunity, Free Closing Sales Technique, free direct sales secret tips, Free Sales Techniques, free sales tips, free tips in direct sales, Goal Setting, How To Sell, Lead Generation, leadership, Marketing Content Topics Discussions, motivation, negotiating techniques, networking, personal performance, Personal Professional Growth, pipeline management, presentation skills, price objections, Prospecting, qualifying, Recession, recruiting, referral generation, referrals, relationships, sales, sales and marketing tips, sales as a career, Sales Closing Tips, Sales Coaching, sales consulting, Sales Effectiveness, sales force training, Sales Leads, sales management, Sales Management Training, sales manager, sales manager training, Sales Plan, sales process, sales prospect, Sales Representatives, sales resources, sales seminar, Sales Seminars, sales skill training, sales skills, sales strategy, sales system, Sales Technique, sales techniques, Sales Tips, Sales Training, Sales Training Articles, sales training course, sales training franchise, sales training program, sales training seminar, Sales Training Seminars, Salesmanship, selling by phone, Selling Definition, selling skills, selling technique, selling techniques, selling tips., selling to c-level, slow economy, slump, small business franchise, Spin Selling, Split Second selling system, Strategy Template, Talent Management, Time Management, tips on sales, top performers, tradeshows, trust, value | No Comments »

The Man in the Mirror

July 14th, 2009 | Author: djstevens

I am in my office the other day when a Vice President of Sales calls and states he needs assistance. The dilemma: the sales staff closing efficiency is off. In addition, the VP continually learns the staff does not meet with the economic buyer and hears the same rote excuse of “no money in the budget”.

For a few moments we speak and since they are not located in my city we agree to discuss how I might help. After 20 minutes of provocative questions and gaining some insight into the objectives of the organization, metrics for accountability and to understand how well we meet those objectives and finally the value to the organization, we agree to my sending a proposal. However, the vice president continually asks me for a foundational fee to better understand the investment. Unwillingly I provide him a very conservative estimate based on similar work. He states, “We do not have money in the budget”.

Naturally I was flabbergasted. The Vice President calls me, desires my input for better closing efficiency and then gives the same excuse as his representatives.

Here are some unprecedented facts from a recent CSO Insight:
• 92% of most sales professionals lack a foundational selling method which continually impacts closing efficiency.
• The percentage of salespeople failing to hit their sales quota rose from 38.8% to 41.2%
• Overall revenue plan attainment dropped from 88.2% to 85.9%
• The top 20% of sales reps are generating 61.5% of revenue

If sales are vital to every organization including the Federal Government, then why not invest in the most imperative asset? Think about that nothing, and I mean nothing happens unless something is sold.

The essence of the issue revolves around two heartfelt realities; 1) failure to invest and 2) taking a good look in the mirror. If the manager desires more sales and better efficiency then he might want to take a good look at his philosophy. Student emulate those that they learn from.

What is the image you see in the mirror?

Posted in The Sales Corner LLC Exclusive Press Announcements Information | Tags: audio sales tips, business opportunity, client relationships, Closing Sales Techniques, closing techniques, Cold Calling, customer, customer retention, direct sales tips, Drew Stevens sales institute, Drew Stevens training course, exceeding customer expectations, franchise business opportunity, Free Closing Sales Technique, free direct sales secret tips, Free Sales Techniques, free sales tips, free tips in direct sales, How To Sell, Lead Generation, personal performance, presentation skills, price objections, Recession, recruiting, referral generation, sales, sales and marketing tips, Sales Closing Tips, Sales Coaching, sales consulting, Sales Effectiveness, sales force training, Sales Leads, sales management, Sales Management Training, sales manager training, Sales Plan, sales prospect, Sales Representatives, sales resources, sales seminar, Sales Seminars, sales skill training, sales skills, sales strategy, sales system, Sales Technique, sales techniques, Sales Tips, Sales Training, Sales Training Articles, sales training course, sales training franchise, sales training program, sales training seminar, Sales Training Seminars, Salesmanship, selling by phone, Selling Definition, selling skills, selling technique, selling techniques, selling tips., slump, small business franchise, Spin Selling, Split Second selling system, Strategy Template, Talent Management, Time Management, tips on sales, top performers, tradeshows, trust, value | No Comments »

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