It is almost fall. Most students have begun the journey back to the classroom. As they begin their annual quest they will have numerous texts to read and exercises to apply classroom learning. It is always interesting to see the euphoria of students learning new ideas and concepts. One of the most intriguing things is watching passionate students desiring the constant search for new data. No matter what there is a constant desire to close the loop and get answers to sophisticated questions.

 This time of year requires from those in professional development. This is especially true for those that require sales help. Selling professionals must always be in constant contact with data. Throughout the day numerous questions arise, requiring conclusive answers.

 This then begs the question as to whether or not you’re a student of the game. Professionals today unfortunately claim that they are too busy to attend seminars, read books or engage in other educational activities. However, each day is a learning experience and will we must use it wisely considering that we are in a knowledge-based economy. Wasting time and talent because of busyness is simply an excuse for procrastination. In today’s competitive global accounting professionals of all types are required to be daily students. Each day we learn, each day we develop, each day we must become a student of the game.

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

Drew Stevens is one of the world’s leading authorities on sales help, selling skills and business development. Drew is the author of the successful sales process book Split Second Selling. Dr. Drew is frequently quoted in the media and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.

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.

I want to take just a couple minutes to let you in on something special…

…something that could easily make this your BEST YEAR of sales EVER!

Eric Taylor and David Riklan, the Creators of the “Mastering the World” book series, are releasing their newest masterpiece…

It’s an INCREDIBLY valuable resource for ANYONE working in Sales.

( The complete details are here: http://www.masteringtheworld.com/stevens.html)

One look and you’ll quickly see why I call this “the best of the best”.

Because whether it’s the classic wisdom of Napoleon Hill, Robert Cialdini, and Zig Ziglar … or up-to-the-minute advice on using the power of “Sales 2.0” technologies…

You can take absolutely ANY nugget from within this book’s 385 pages, and IMMEDIATELY apply it to solving your most pressing real-life sales challenges.

This is truly the most powerful and relevant single-volume collection of sales strategies, persuasion tactics, and training advice you’ll find ANYWHERE. Bar none!

*** And I should know, because they’ve also included a chapter with my Sales Strategies.

Jeffrey Gitomer, author of “The Little Red Book of Selling”, says:

“This book is all about what is working NOW [in] business, sales, service, and personal development for the second decade of the twenty-first century.”

Look, I’m not even going to TRY listing all the topics covered, and all the experts contributing. Even on the webpage, they don’t list quite everything.

But I guarantee you’ll be well-impressed when you see what they CREATED!

http://www.masteringtheworld.com/stevens.html

David and Eric are also celebrating the book’s release date with an incredible, exclusive give-away of $2,686.00 worth of hand-picked FREE Gifts. (You’ll have to visit their webpage to get all the details, and see how you can qualify.)

http://www.masteringtheworld.com/stevens.html

I know anyone purchasing this book who doesn’t experience a major boost to their bottom line … hasn’t actually USED it.

It’s that well-written … and that powerful!

http://www.masteringtheworld.com/stevens.html

Look – I want you to go to the book’s website, and see for yourself what all the fuss, and all the excitement is about!

To Your Best Sales Year Ever,

Drew Stevens

PS – I should mention: All those thousands of dollars worth of gifts David and Eric have set aside for you will be offered to someone else – someone perhaps a bit more motivated – if you don’t grab yours by Midnight Tonight. Go to http://www.masteringtheworld.com/stevens.html

It is almost fall 2010. You can almost feel the excitement in the air for football, festivals and the myriad of other activities. One of the most prolific is the end of the year fundraising push. While the church most recently instructions were given for the up coming fall Festival. In the mail I received at least seven pieces of marketing literature from others seeking funds.

We will all be inundated by a plethora of sellers in the next several  weeks. They will represent profit and nonprofit institutions such as schools churches and clubs. All will be selling products to their neighborhood kin. While the effort is admirable many will fail miserably. One reason is the current economic conditions. The other is related to a slew of issues that sellers encounter daily.

The largest issue is a lack of customer focus. Many organizations focus efforts inwardly. Organizations are concerned more about how much money will be collected versus the wants and needs of clients. No matter whom your customers, all efforts at all times must be outwardly focused. Organizations exist for one reason- the customer

However raising funds is an admirable gesture as long as it is done properly. Yet many fail. They fail due to lack of planning and they fail because they emulate those sellers that fail too! Many believe they can simply converse with individuals and “sell” Them on products and services. Untrue! Selling is a profession that requires patience, persistence and passion. In addition, it requires the right funds, the right “fit” and the proper formula.

Moreover, many individuals and organizations fail at selling for a myriad of other reasons. Enclosed is a succinct list of selling obstacles to be aware of:

1. Value. Consumers today require a value from the vendors but they conduct business with. Is a seller’s responsibility to ensure that consumers understand the value provided.
2. Emotion. Consumers do not make logical decisions; they make emotional decisions. Sellers need to refrain from using the features and facts while focusing more consciously on sales language that creates emotion.
3. Persuasion. Consumers are persuaded from the influences of other consumers. Sellers must be conscious of creating buzz. Customers to customer influences are too important today.
4. Belief. Consumers invest in particular organizations because of their belief in sellers. All sellers must have passion and conviction in their sales delivery.
5. Investment. Consumers do not leave bad organizations they leave poor selling professionals.
6. Consultative. Consumers invest in those that can aid them. Sellers must have an understanding of the prospective buyers company, industry and competition.
7. Lsten. Too many sellers talk too much. In order for consumers to invest more questions have to be asked. The best selling professionals questioned first and allow the consumer to sell themselves.
8. Conviction. Successful selling professionals will believe in what they are selling. No matter what the seller must be convinced first.
9. Dialogue. Good sellers know how to engage in great conversation. They would rather develop a relationship first and sell widgets second.
10. Gratitude. Good sellers are always gratuitous to consumers. They remain in constant contact and send words of thanks and praise when necessary. They appreciate every interaction.

©2010. Drew J. Stevens Ph.D. 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.

This week I feature a guest post by my good friend and author Jeb Blount. Jeb is the author of People By You and the creator of one of the hottest sales sites on the Internet- Sales Gravy. Visit his books and website and enjoy the article.

How to Connect with People Who Are Not Like You.

by Jeb Blount, Author the the #1 bestseller,  People Buy You: The Real Secret to What Matters Most in Business

We have all heard the cliché that customers most often buy from people they like. And while this is true I believe that there is another more powerful tenet at play. I believe that people really like to buy from people they believe like them.

Sales research has shown that up to 90% of success in selling depends on your skills for establishing an emotional connection with your prospect or customer.  The data also indicates that most salespeople do well in selling to people like themselves (where it is easy to make connection). Top performing sales and business professionals – Master Persuaders – however, have learned how to build relationships with, and sell to, anyone.

What do Master Persuaders know that others don’t?

They understand that, despite what trainers have been teaching for more than thirty years, establishing rapport is more than just asking about a picture on the wall or an object on a desk. They also know that building rapport requires more than charisma and attitude. The highest earning Sales Professionals consistently practice the skills required to connect with people at the emotional level. They go beyond rapport and create connections.

It is a fact that people like, and are more comfortable with people who are like themselves. So it logically follows that the more we are like our prospects and customers, the easier it is to connect with them. But in business it is impractical to only do business with people who you are similar to you.

Master Persuaders employ sincerity, trust, and listening, to get beyond differences to create emotional connections. We have all heard the cliché that customers most often buy from people they like. And while this is true I believe that there is another more powerful tenet at play. I believe that people really like to buy from people they believe like them.

I’m sure to some this sounds a little strange so think about it this way: One of the most powerful human cravings is the desire to be liked and accepted by others. We want other people to become our friend, respect us, listen to us, show us sympathy, appreciate us and make us feel important. And, when we believe that another person likes us, we reciprocate and return the favor.

What Master Persuaders have learned to do is get beyond rapport and become so sincerely interested in their prospects and customers that they become friends with virtually anyone. This is powerful because when a connection is made at this level, they are virtually guaranteed success in influencing others.

Five People Buy You Tips for Connecting With People Who Are Not Like You

Strangers Scare Us: There are few things we find as disconcerting as a stranger asking us personal questions. Yet, that is what many salespeople do the first time they meet a new client or prospect. Top Sales Professionals have learned to find common ground on the business level first by asking easy questions their prospects enjoy answering. Once a conversation is established, they then earn the right to get personal and become even more connected.

The Name Game: We have been conditioned since childhood to respond to the sound of our own name. When someone uses our name we instantly become more comfortable. In fact, there is no other word more beautiful to our ears. Master Persuaders recognize that using names strengthens connections and have developed techniques for remembering and using names.

Find and Solve Problems: The fastest way to lose a connection is to start selling. Prospects and customers don’t want to be sold. Selling happens when your mouth-runneth-over with the features and benefits of your product. When you forget about the “sale” and instead focus on listening to your customer and their problems, you earn trust and deepen the emotional connection.

Shut Up and Listen: Listening is the real key to connecting. Listening is the manifestation of empathy. And empathy is simply our ability to stand in another’s shoes and to learn to be like them.  Empathy connects us to other people on the emotional level. Master Persuaders listen deeply, paying close attention to words, tone of voice and body language. They focus their complete and sincere attention on the other person quickly developing a strong connection which often leads to friendship and a profitable business relationship.

Jeb Blount is the CEO of SalesGravy.com, the world’s largest sales career website. A respected thought leader on sales and sales leadership, he is author of three books, People Buy You: The Real Secret to what Matters Most in Business, Sales Guy’s 7 Rules for Outselling the Recession, and Power Principles. He is the author of more than 100 articles on sales and sales leadership and the host of the top rated Sales Guy Podcast. When you buy Jeb’s new book, People Buy You, today, you’ll also receive thousands of dollars worth of bonus gifts from sales growth leaders – learn more at www.PeopleBuyYou.com.

“We have a great product, but I can’t get meetings with the right people!” One of the biggest sales person frustrations is not being able to get in front of decision makers. Gatekeepers, caller ID, and voice mail keep you from reaching the executive suite, and if you can’t get the meeting … you can’t get the sale.

Dr. Drew Stevens, author of Split-Second Selling and sales effectiveness expert, helps sales people reach and engage corporate decision-makers. He teaches you guerilla tactics to develop an account strategy, avoid prospecting traps, and grow your sales pipeline. Join Dr. Drew to learn techniques that will make you more effective in your pursuit of new business.

Register right now at http://tinyurl.com/2bw8ax7

The life of a small business owner can be lonely. You work around the clock just to survive – it often feels like you need to come up with all of the answers yourself. Until now!

Today’s business thought leaders have created the Business Expert Guide to Small Business Success providing you with actionable information, you can implement right now. From increasing revenue, to improving quality, to managing costs, this book is the true handbook for the small business owner.

You will discover:

* Strategic plan design and implementation

* Cash flow management

* Pricing strategies for profitability

* Leadership and strategic decision-making

* Sales hiring and compensation concepts

* Business development, networking and lead generation techniques

* Sales strategies and tactics

* Employee engagement and development

* Self and employee motivation

* Legal and compliance best practices

Buy it now at:

http://tinyurl.com/2fobhv2

I recently received a telephone call from a woman named Grace. She was extremely upset because she wanted to end her subscription for my autoresponder. I am thankful this woman was not in customer service because of how brash she was. Sometimes it is not what is said but how. Attitude is everything in business.

Attitude can hurt or hinder. There are many businesses that you frequent because of the hired help. And there are others we avoid like the plague.

It is imperative then that attitude and a culture of customer service are paramount.

We are all busy and we all get stressed from time to time. Clearly one additional e-mail is not enough to send anybody into a tizzy. Yet, the recent issues of the flight attendant and other customer service folly illustrate the need for some best practices.

1. Check you baggage. We all carry issues with us every day. Some of this stuff is enough to fill a freight train. Leave it home. The entire focus should be on value in deliverables to the client not a psychology session in ending your stress.
2. Cut the crap. Apathy is never a good thing to bring into the workplace. Have passion for the job that you do or simply quit. The purpose of every business is serving a customer.
3. Compartmentalize. Sometimes being in business is as harried as riding a roller coaster. There are multiple volatilities during the day. Learn to marginalize the highs and the lows.
4. Feedback. One of the problems with American business is the constant need to speak. It is a cultural phenomenon. A good best practice is to listen more and not offer feedback.
5. Small stuff. Not to sound trite but do not sweat it. If you are stressed then take time out for you. Go for a walk or listen to some good music but do not remain in a workplace that will create more stress for you.
6. Reward yourself. We are all little too hard on ourselves. Take the time to reward yourself for the positive things in life. Go shopping and buy yourself something that you want.
7. Education. Stress sometimes is attributed to a lack of information. Business professionals must take the time to invest in their own self development. Listen to audio books, read voraciously were enrolled in the class. Only you are the captain of your own destiny.

When the little things start to add up and you feel more stressed than ever it is time to remove yourself from those situations. Clearly getting stressed over one simple e-mail is amazing. Ignore it and move on or have the grace to end it professionally. Do not get lost or blinded by the ignorance of stress. Otherwise you will be seeking reconciliation.

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

A multitude of recent postings on the Internet discuss the value of cold calling in today’s economy. Apparently many pundits believe this traditional sales method to be effective. The reality is people are busy, decision makers have shifted and more importantly intended recipients do not want to be bothered.

Cold Calling is now as outdated as a physicians’ home visit. Cold Calling is intrusive; places prospects on the defense and typically produces very little if any results. Surveys illustrate that cold calling produces less than a five percent return.

The purpose behind business and selling is to develop relationships. This is an outward process and focuses all energies on the client. The initiation of relationships illustrates value and emotes loyalty.

The contradiction of cold calling is that it is an inward activity. Focus is on the company and widgets sold rather than acquisition, value and concern for the prospect.

To aid lead generation in today’s competitive tempest requires a bevy of integrated activities. Business professional can speak, write articles, comment to blog entries, attend networking events and trade shows, produce sweepstakes, disseminate press releases etc. Each activity helps increase name recognition to produce buzz. When you increase the amount of activities there is a correlation to accelerating the business.

Accelerating business in a competitive world is similar to the weekend golfer. Many swing clubs for hours hoping to hit the longest shot but the returns are minimal. However 90% of the activity in golf is the short game. Making 50 – 60 calls per day is tedious. It produces very little results. It is bold, it is old and continuing traditional methods in a contemporary world will leave you out in the cold!

©2010. Coyright Drew Stevens PhD. All rights reserved.

Drew Stevens is one of Americas top Thought Leaders and Selling and Business Development. Drew is a frequently requested keynote speaker and author with several books and hundreds of articles on sales, marketing and business development. To book Drew for your next sales meeting, send him an email or call him at 877-391-6821.

Many entrepreneurs subsist in small offices pondering how to obtain the next client. The problem emanates from a lack of planning. Given that 98% of most business fails in the first five years and the odds decrease marginally in the proceeding years, planning is the best means to ensure financial feasibility.

There are a multitude of reasons to develop a plan; here is the top five:

1.     Developing a plan takes the information from your head and produces a structured format to ensure your business has feasibility. A business plan enables a proprietor to streamline operations and delete tangential items.

2.     If you want to obtain venture capital you must have a formal plan. No lender will provide any money without one.

3.     Planning enables entrepreneurs to gain focus. Too many get mired in reviewing capital and income yet the most imperative part of planning and often forgotten – customers. Entrepreneurs must develop an acquisition and retention plan.

4.     To a certain degree a formal business plan assists in producing goals and standards. The business plan helps to produce entrepreneur accountability.

5.     Business planning helps to develop buzz. Review any business plan and a significant portion of the plan resides with marketing. Planning forces entrepreneurs to choose a target market, integrated marketing communications to create value and tactical activities to grow brand. Producing this vital plan helps with budgets and prioritization.

Two vital components for business growth are passion and conviction. Yet the best business will fail without proper planning and development. Take the time to visit a consultant, business college or community incubator to help develop your plan. The investment of time and money might just be the tools needed to give your business foundation and the kick start needed to thrive.

©Copyright Drew Stevens PhD. All rights reserved.

The new edition of Sales Acceleration is ready for you to listen to so that you can accelerate your income!

Sales Attitude

Attitude is a large portion of the selling game. Having a good attitude is healthy but your negativity just might weight down your revenues. Learn the secrets of an “Attitude Package” to create healthy relationships, more value and long term clients.

To listen to this and past episodes Please click here.

Taking you from the bleachers into the field of play!

It is a known fact that companies are not doing well and require more attention to the item that keeps them in business – selling. The concern here is that while the recession continues to drudge its way through the economy many organizations (large and small) have drastically decreased budgets for training.

Training is not the pivotal answer to creating revenues but it is a start. In a recent report from CSO Insights, 53% of those companies that conduct sales training close more business and build more value than those that do not. Simply put, investments in the sales department offer return.

However, training is vacuous if not part of a process. To compete in today’s global economy requires multiple components such as business intelligence, customer service, coaching, mentoring and facilitation. Athletes spend immense amounts of time honing their craft and organizations require similar with frontline staff. The competition is simply too intense.

With over 6 billion individuals to market to and hundreds of thousands of firms, organizations need to not only be at the top of their game but top of mind. Investing time and money in those that create relationships and illustrate the firm’s value helps to commit the strategic intent of the firms long term success.

©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.

In a competitive business environment the one advantage that a business will have is business intelligence. With our knowledge-based economy, knowledge is power. Business Intelligence empowers business users to make more informed decisions by providing timely, relevant, and accurate information wherever, however and whenever they need it.

Business intelligence is highly important for organizations that desire to be more strategic amongst industry and individual competitors. The use of information allows organizations that are malleable to make the immediate changes necessary to be innovative and competitive. In addition erratic changes in the marketplace enable organizations to meet the needs of increase customer demand such as labor, production or delivery.

With computers and mechanization now entering a sixth generation, the increase in large databases and mobile devices positively affects how organizations can react to market needs. Real time information immediately enables organizations to run analytical reports and scenarios to gain competitive advantages. So where then are these places to obtain some of this pertinent data?

• Company information – There is gold in them hills. Discover the gems that already exist in your corporate databases. It is ironic when those that need information forget to look at the light in front of them.
• Annual Report. There is a major concern that with the amount of work and effort involved, many do not read these treasure troves of data. The content from executives and directors is invaluable.
• Mystery Shopping and Consumer Feedback. Customers are the lynchpin to competitive data. Meet with them often to discern your organizations strengths and limitations.
• Daily and Weekly Periodicals. At one time a manual position but the convergence of technology has eliminated the public relations department. Public Relations epitomize the success of any organization. The use of RSS readers and other business intelligence software enables organizations to understand what stakeholders and publics say.
• Research Journals. Wall and Main Street constantly report on company information and the data is very helpful in understanding company position.
• Real Time Feeds. The prowess of Dow Jones, Reuters, Bloomberg and other feeds capture real time information to enable spontaneity to current events.

Knowledge is power and content is king. Business intelligence is the strategy to success, if your organization seeks to be more competitive. Do not allow the firm to be a pawn. Create the information necessary to trump your competitors and become an industry leader.

©2010. Drew Stevens PhD. All Rights Reserved.

MINNEAPOLIS – August 12, 2010 — Business Expert Webinars (BEW), the leading provider of virtual business training, announced the publishing of their latest book: Business Expert Guide to Small Business Success. Twenty-one business thought leaders collaborated to develop this book intended for small business owners and operators. Published by Business Expert Publishing, the book publishing arm of Business Expert Webinars, this book presents actionable ideas addressing the critical areas plaguing small businesses.

“As a small business owner, your employees look to you to come up with all of the answers. Many have found that the ‘idea-well’ has run dry and are looking for new, innovative ways to increase revenue, improve morale, or drive profits. The twenty-one business thought leaders who contributed to this book share secrets that can have an immediate impact for small business owners,” said Lee B. Salz, President and CEO of Business Expert Webinars.”

The collaboration authors and topics addressed in this book include:

• Strategic Business Plan Design and Implementation by John W. Myrna
• Pricing for Profitability – Are You Priced Right? by Sarah Day
• Managing Cash Flow – Avoiding the Financial Pitfalls by Paul Pershes
• Strategic Decision-Making – The Essential Leadership Skill by Joseph Riggio, Ph.D.
• Leadership – Leadership Keys that Drive Business by Harlan Goerger
• Hiring Sales People – A Grounded Approach to Hiring Sales Stars by Danita Bye
• Sales Compensation Plan Design – Compensate to Motivate Your Sales Team by Lee B. Salz
• Networking Best Practices – Face to Face – Belly to Belly by Cindy Cohen
• Sales Intelligence Secrets – Know More Selling by Sam Richter
• Lead Generation – Techniques to Increase Your Sales Pipeline by Drew Stevens, Ph.D.
• Business Development – The Dynamics of Great Business Development by Richard Norris
• Buying Process Design – Four Simple Steps that Make Sales and Loyal Customers by Harlan Goerger
• Telephonic Selling – How to be an 800-Pound Gorilla on the Phone by Bill Guertin
• Negotiation – Stealth Negotiating in Small Business by Andy Miller
• Virtual Presentations – Jumpstart Your Online Presentation Skills by Roger Courville
• Employee Engagement – Your X-Factor for Success by Hillary Feder
• Invest In Yourself – To Build a Stronger Business You Must also Build a Stronger You by Jeb Blount
• Stress and Health Management – Keeping Yourself Mentally and Physically Healthy by Dave Hubbard
• Employee Development – Effectively Developing Employee Talent by Tim Hagen
• Six Sigma – Are Lean and Six Sigma Right for My Business? by Gary Gack
• Sarbanes-Oxley and Compliance – Leveraging Best Practices to Combat Fraud by Peg Jackson, DPA, CPCU
• Employee Dispute Resolution – Making the Best Out of a Bad Situation by Mic Puklich

To learn more about this book, visit www.BusinessExpertGuide-SmallBusinessSuccess.com

About Business Expert Webinars
Business Expert Webinars (BEW) is the leading provider of live and on-demand virtual business training that is economical, efficient and effective. BEW connects business thought leaders with their target audiences to teach skills designed to enhance job performance. BEW offers content for anyone and everyone in the business setting. For more information, visit BusinessExpertWebinars.com.

Contact:
Lee B. Salz
Business Expert Webinars
Chief Executive Officer
9784 Troy Lane, Minneapolis, MN 55311
763.416.4321
lsalz@BusinessExpertWebinars.com

# # #

Did you ever have days where you look in the mirror and say what is wrong with me? Do you ask questions such as: why isn’t the phone ringing? Or why are my clients ever happy?

Here is the answer to your questions. It just might be you! Attitude is everything in the sales and customer service business. Individuals invest in whom they know and trust. Those with bad attitudes simply do not win; they remain in the stands with the spectators.

Attitude is more than your smile; it is your articulation, your presentation, your poise and your presence. Consumers do not want to engage with sloths, they want real conversations/relationships with those that offer value. Your mannerisms, your clothing, your passion and your conviction are integrated into your “Attitude Package”.

Engaging with prospective and existing clients requires an engaging smile, an empathetic manner and great listening skills. I am reminded of a former sales director who frequently spoke when the prospect did. Not only is this rude but you cannot hear objectives while the other party is speaking.

Here are some key factors to keep in mind to aid you business development success:

1.     Love what you do. You must have passion for your company, the industry, the products, the services and the people. Any apathy is clearly displayed to the client.

2.     Cheap suit syndrome. A great mentor and coach, Alan Weiss of Summit Consulting has always told me that great business professionals are well groomed, own good pens and articulate well. Meeting economic buyers requires presentation skills that differentiate from the competition.

3.     Energy. Attend a party and you will notice the gregarious person from the wallflowers. It is not necessary to light up an electric grid but enthusiasm for products and services is required.

4.     Check your baggage. We all carry a surplus of personal and professional garbage. No one cares. Learn to compartmentalize and enjoy healthy client interactions.

5.     Interact. Listen, ask a question listen again. Good listening skills stems from a voracious appetite for current events and the world around you. Be well versed in your surroundings.

6.     Self Mastery. Great attitude comes from your self-confidence. Attend meetings and seminars to become more learned.

7.     Appreciate what you have now. Everyone is busy and many feel as if they are in competition with friends, peers and colleagues. Stop and enjoy life for a while, it goes too quickly. Celebrate even the smallest of success.

Without a proper attitude, one will hit numerous speed bumps. Slow down and take a good look in the rearview mirror to determine if you are the hindrance to your own success. Overhaul your attitude and you just might seek a wider road, less obstacles and much more opportunity.

©Copyright. Drew Stevens PhD. All rights reserved.

Drew Stevens Ph.D. is one of Americas best thought leaders on selling skills and sales strategy. Dr. Drew is the author of six books on sales, customer loyalty, self mastery and business development solutions. . 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.

I recently reviewed a “Lead Generation Survey” by CSO Insights and found the following. “In 2007, customer acquisition ranked number two on the list, where 65% of the firms surveyed listed it as a key priority for marketing.” (CSO Insights 2010)

Perhaps I am mistaken but isn’t the reason to be in business customer acquisition and retention? Was I sleeping? If acquisition and retention of clients is not a priority what on earth can be first?

This statement conjures three very specific issues:

1.     Firms that are avaricious and favor profits rather than customers.

2.     Firms that lack a solid strategy with a core driving force.

3.     Poor leadership.

The major goal for business is customer acquisition and retention. Customer to customer influences is stronger than ever. Simply put, customers become marketing avatars espousing the organizations’ value. In fact, nothing happens in a company without a customer! Therefore, there only priority is customer acquisition.

©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.

After some recent research conducted for a client, I was baffled to find that over 60 percent of business professionals conduct very little if any self-development. Yes, you are busy, yes you are fatigued and yes you need to invest in you.

The issue stems from many individuals stating how busy they are however:

1.     We are all busy yet some handle issues better than others.

2.     Busyness is sometimes folly for procrastination.

3.     Busyness is attributed to poor time utilization.

4.     Many await organizations to invest in employees.

After many years of research in this field, it is deplorable to believe that your organization is responsible for self-development. After all, the term does begin with you in mind. Self Mastery is required for all fields and business positions if you desire advancement. Individuals must be responsible for becoming educated on the company, the industry and the customers the organizations serve.

Read books, listen to podcasts or enroll in an accredited or non-degreed university program. Spend time reading newspapers and other periodicals to awake your corporate assets-but do something.

Here is a question to ponder; if you were your employer what might you think of your efforts. To be in the field of play you must get out of the stands!

©2010. Drew Stevens PhD. All rights reserved.

I am often asked about how I achieve my successes in business and I am reminded about previous circumstances that have paved my future successes. While perseverance might be one factor passion and conviction certainly are relevant.

We all have choices and we can choose to succumb to the negative pressures or simply look forward; shunning negativity. As a child I was physically abused. My choices were to remain in that environment and escape with outlets such as drugs or alcohol or to pave a new future. I chose the latter.

In a second incident I was terminated three times in a six month period; the last on Christmas Eve! With a wife and children I could have chosen to become depressed and angered or simply build. I chose the latter.

Obstacles constantly impact business development. You feel as if you are playing chess and constantly under “check”. The prospective clients you desire choose other vendors, employees leave for other organizations. Even new product development goes array. Such pressures happen to the small as well as most famous of entrepreneurs. (Ask Steve Jobs about iPhone issues)

Entrepreneurs can succumb to the pressures losing valuable development and innovation time or they move forward. Business like chess requires proper strategy and marginality. It is the choices you make, the overall strategy, the ability to thwart pressure and your passion that must keep you focused on the goal. Now it is your move!

2010. Drew J. 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.

Learn from Dr. Drew the five areas that many solo practice and small firm attorneys forget when operating their business. These areas will raise awareness and allow lawyers to hone in on the importance of marketing and how to achieve higher revenues and more clients without much labor.

My family and I were having issues with our television service and called our provider for assistance. After being placed on hold and conducting numerous tests a technician was dispatched to our home 12 hours later. Considering, this is not bad,

The following morning a technician arrives and conducts a battery of tests to determine the source of the issue. We speak for a few moments and without hesitation he returns to his truck and begins to replace every cable box we have. No questions, no further tests, nothing. More importantly, there was more interest in moving from my home to the next and just getting through the day. The technician illustrated little passion, little interest and little customer connection. This was simply a job.

Service providers have an obligation to perform higher than those with products. With a myriad of competitors the only line of differentiation is customer service. Customers are the purpose of business not an interruption. Remain attentive to customer retention or risk facing a power outage.

2010. Drew J. 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.

During a recent webinar I was asked the facts about the legal profession and why many subsist in small offices with few clients. With over 1.14 million lawyers, thousands of law firms specializing in an array of practice areas, numerous solo practice attorneys and schools that do not instruct business skills, there are many reasons lawyers suffer financially.

However the single largest reason why some attorneys have more clients than others is that they realize they are in the marketing business. You heard me correctly; being an attorney requires more time marketing than actually practicing law. It is vital that attorneys network frequently and become introduced to a myriad of third parties to help increase the largess of their address book.

There are other items worthy of mention but let us stick to some facts:

-          Attorneys gain business from referrals, not the yellow pages.

-          Customers to customer influences are imperative so have a good website as informed prospects seek to obtain business on your practice.

-          There are no rich lawyers making money cold calling- avoid it.

-          Beware of fools selling you tools for social media- become anti social. Business is gained from those that trust you not how many connections you have.

-          Seek to understand your target market demographics- create communities where they are located.

-          Look at return on investment before spending marketing dollars are trends. Trends have a time frame.

-          There is a cacophony of marketing noise- use integrated marketing components to be heard over the din.

Those that take these themes and messages into consideration thrive, those that refrain survive. Which reduces labor and creates more revenue? If I were you I would stick to the facts.

©2010. Drew J. Stevens Ph.D. 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 marketing, practice management and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. Dr. Drew is a thought leader in the area of practice management and is a frequent guest of ExecSense Webinars. He conducts over 40 workshops and seminars and is frequently requested by the media. For more information call him today at 877-391-6821.

Today’s Wall Street Journal has an interesting article concerning Leadership Development. (http://bit.ly/bUbmYc) Fearing a shortage of managers, organizations are now returning to leadership development. With the risks of retirement, and those that will move as job opportunities prevail, organizations will spend more to help increase management effectiveness.

I have said it before on this and other forums. First leadership development must be based on a continuum not as individual events. Leadership is a process not an event. This includes on boarding, coaching, mentorship and then periodic training.

More importantly development will not occur unless you have the right people. Talent is innate and organizations must refrain from hiring “bodies” and employing those with skills and abilities. This is where succession planning is crucial. Proper succession leads to less training and development since the organizational culture encompasses leadership development.

Finally, to gain proper performance, key performance indicators should be established. People will succeed (or not) when they are held accountable.

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

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