Drew Stevens Consulting

Dr. Drew’s Sales Rant

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Wed, 11 Nov 2009 16:35:14 +0000

As I was completing my day recently an email hit my inbox with the following quote, “Can you tell us something new, what was so original about your content?” I was aghast for several reasons, most notably the use of social media to “pop off” opinion wherever and whenever individuals desire. While I believe there is a niche for social media to aid in publicity and information, I am loathsome for its ability of individuals to hide behind keyboards and LCD screens to offer personal objections.

From my view of the world many individuals today are seeking a silver bullet using social media as catalyst. So many believe they are victimized and rather than work to build a new future they await a revelation. As I explained to the individual inciting this post, there is nothing new under the sun. It is how information is heard and actions taken that matter. The reason why some ideals such as those expressed in “The Secret” appear phenomena is marketing. I dare anyone to find one new principle offered.

Second, the use of the Internet has increased laziness and the number of swindlers. The true issue behind my email is not rejection of sage advice but marketing perception. Review the number of marketers claiming how Twitter pays their mortgage or how social networking increases patient volume for chiropractors. It is infuriating to see the numbers of self proclaimed millionaires and experts on the social media platforms. The world of the Internet is no better than playing the game “Dress Up” when I was a kid. However similar to the hype of cable television, fax machines or even cell phones the hype will diminish and there will be some return to normalcy.

There is one other implication in the email, equally troubling; individuals spurning education. The true issue is the desire not to rehash old ideas and develop them into something useful. Advice is simply raw materials that are redeveloped pursuant to the needs of the individual. Plants are repotted, clay is remolded and houses are refurnished, so why not the individual. The Lone Ranger owned the only silver bullet ever known. Coincidently, the correlation between the Lone Ranger and Internet marketers is fiction.

One can choose to live in a fantasy world or use helpful information to create a new future. Want to learn more secrets to achieving success on social media, email me today for a free tipsheet and I will also send you my free report on Social Networking etiquette.

Drew Stevens PhD works with entrepreneurial 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 – 12 Strategies for Ultimate Success. 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 FREE Report called Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

Tuesdays Selling Techniques with Dr. Drew

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Tue, 10 Nov 2009 15:09:23 +0000

Quote of the Day
“I’ve never known anybody to achieve anything without overcoming adversity.”
—Lou Holtz

Thought for the Day
I was watching my son’s team play football last evening. The game, which was predicted to be a landslide victory for our opponent, proved different. For over 40 minutes our team held the lead and the opponent off balance. In the fourth quarter a call questioned by our coach led to his ejection. Within minutes, the boys lost their focus, their direction and their confidence. They lost but two points.

How many times during the day do you lose direction because you are not confident in your abilities? How many times do you second-guess decisions? Have you already lost your way? Life is a series of obstacles, you can choose to jump or circumnavigate the obstacles or let them block you.

Best Practice for the Day
1. Seek to learn from adversity, use them as educational fuel for the future.
2. Look in the mirror everyday and lay claim to your position in the world.
3. Learn the first sale is to yourself, you must have passion and conviction and believe in all that you do.
4. Change your state, from strong physiology comes a stronger psychology.
5. Seek a coach or mentor that can work with you individually to improve your condition.
6. The greatest (Lincoln, Disney, Ford, Edison, King et al) all failed at one time but never lost their confidence.
7. Self Confidence is your GPS to set your future and maintain direction.

Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Seling 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 FREE Secrets of Ultimate Business Success (30 page report) or to obtain a FREE 1 on 1 30 Minute Coaching Session email him today at www.drewstevensconsulting.com/contact

Muscle up Monday with Dr. Drew

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Mon, 09 Nov 2009 18:19:40 +0000

Quote of the Week
“We are all in the gutter, but some of us are looking at the stars.” Oscar Wilde

Thought for the Week
I have had three circumstances growing up that placed me on the defensive. I was an abused chilled drastically seeking a method to end the madness. In the second, I lost my best friend in the world never getting the opportunity to her or hear her voice again. And in the third, I lost three jobs in a six-month period. In each circumstance, I set my sites forward not back. I created the visual of where I was and where I wanted to be. My high school track coached once stated, “Are you sitting on your past?” Goals assist you in creating a new future. Without goals there is not life.

Best Practices for the Week
Make a list of things you want to accomplish between now and the end of the year. Do not make them lofty make certain they are measureable, attainable and actionable. Goals are the pathway to success but become difficult when there is loftiness. Once completed begin to make goals for the first quarter of 2010. When you achieve success, reward yourself. You will be glad that you not only made the goal but achieved what you set out to accomplish.

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

The Economy and Selling

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Sat, 07 Nov 2009 16:43:02 +0000

I just finished my Saturday newspaper reading and found an interesting article on the economy. In several instances where growth in organizations was mentioned, sales was a key area where individuals will find new employment. While the media continues to report negative information there is a ray of light in the horizon. As the unemployed seek new jobs, the profession of selling might be considered. Two things here 1) nothing happens in an organization without something being sold and 2) for those seeking employment selling is necessary so as to position oneself for employment.

The exemplary keys to selling are relationship building, listening and terrific questioning skills. To gain the next level of success, you might consider an education in selling. Learning some practical advice you can use in the future can only assist you. After all education is the one thing no one can ever take away from you.

Sales Fitness Friday with Dr. Drew

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Fri, 06 Nov 2009 16:46:47 +0000

Quote of the Day
“The man who can drive himself further once the effort gets painful is the man who will win.”
Roger Bannister

Thought for the Day
The amount of self-proclaimed experts that exist in social media is exasperating me. However, while many have sage advice there are many charlatans. I speak of the ridiculous “get rich quick” or the listen to me because it works. There is no silver bullet in life. Stop following those that claim success so quickly. If they were that successful they would be busy with clients not placing numerous posts on Twitter, Facebook and Linkedin.

Best Practice for the Day
Stop following the “Get Rich Quick artistry. If you truly want success then follow the examples of those that you know are successful. Drive yourself to meet and greet those that make the money you desire, have the life you want and became who they wanted to be. Those that are successful want to teach and mentor. Make a list of three to five people you desire to meet, send them a letter, make a phone call but do something. Remember it is the person in the mirror you must face each day.

Dr. Drew’ s Sales Rant – The Problem in Social Media

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Thu, 05 Nov 2009 20:59:37 +0000

The world of high connectivity has allowed a myriad of so-called “experts” to make claim in a variety of social media outlets. It appears positively or negatively everyone has an opinion. Just the other day I read someone’s post proclaiming his or her interest in “robo calling”. Robocall is automated telemarketing phone call that uses both a computerized autodialer and a computer-delivered message to sell product or service. If you thought the No Call list protected you- think again.

If cold calling did not work and annoyed the heck out of prospects what makes “the expert” think robo calling is better? The problem with social media, even the meek are brazen.

In the last five weeks a 702 area code called me numerous times and left several messages. I know who the person is and I can tell you after 25 years of selling, this person is annoying, unethical and lazy. Robo calling does not make sales, people do.

Selling is about establishing relationships and achieving a level of agreement. Using technology to augment a seller’s laziness is nothing but an excuse. If you want sales then research the client, develop a need based on objectives and establish a relationship, stop finding short cuts! Speed dating does not work in selling. Stop listening to the idiots, what is hot on social media and listen to sage advice.

Drew Stevens PhD works with chiropractors 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

Sales Tip of the Day

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Wed, 04 Nov 2009 20:58:41 +0000

Quote of the Day
Knowing others is intelligence; knowing yourself is true wisdom. Mastering others is strength; mastering yourself is true power.
~ Lao-tzu Quotes from Tao te Ching

Thought for the Day
During times of recession the first item cut from any organization’s budget is training and development. Moreover during this recession, I have seen a complete shift even from individuals forgoing training. However, I still get emails, view the social groups of individuals stressing because they are not making budget, not and making their commissions. My belief stop making so many damned excuses and get back to basics. If you want to succeed as a selling professionals stop fighting the system and begin to reinvent and reinvest in your self. Your organization does not owe you anything, they provide the salary you provide the energy. If you want success, make you yourself that is not an organizational requirement. Even the elite athlete during a slump returns to basics and rudimentary training. Constant repetition and investment returns athletes to the field of play.

Best Practice for the Day
1. Begin to invest in yourself. In my seminar I always use the line that the very first customer is you. You must believe in your abilities. The power of self-mastery will be evident in your posture and tone.
2. Invest in a new sales book or sales audio. Learn a new technique and use it.
3. Stop listening to too much advice. Find the one or two you resonate with for consistency.
4. Do something everyday to learn. Reading, writing, etc are all helpful to improve over the course of 30 days.
5. Stop procrastinating. Pondering only leads to move wasted time.
6. Forget the silver bullet, there isn’t any. Too many look for shortcuts in today’s electronic society. Love what you do and do it well then it is not work.
7. Take advantage of the time. Two things occur during a recession, more time and lower costs. With more time and less investment now is the best time to consider time for you!

Dr. Drew’s Ultimate Business Success Tip for Tuesday

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Tue, 03 Nov 2009 12:16:54 +0000

Quote of the Day
“Do what you do so well that they will want to see it again and bring their friends.”
WALT DISNEY

Thought for the Day
During a conversation with a dear friend we discussed how the level of customer service seems to have decreased in many organizations. For me that is a huge issue since every business is in business to acquire and retain customers. Rudeness, disrespect and professional lack have no place in business otherwise there will be no business. If you truly desire to outgain and outpace your competition ensure you and your employees provide lasting customer service.

Best Practice for the Day
There are four things to ensure quality customer service daily:
1. Ensure all employees know your clients and greet them by first name.
2. Send thank you cards after visits by personally writing and signing them.
3. Seek testimonials from clients, the desire to tell you the value provided illustrates their support for your business.
4. Often misunderstood customer service is an internal function too. Employees must service each other well as their morale is the lynchpin to the outside world. Hire correctly and ensure all have passion for your business.

Drew Stevens PhD works with individuals and organizations to dramatically accelerate revenue growth. 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

Dr. Drew’s Muscle Up Monday

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Mon, 02 Nov 2009 23:06:41 +0000

Quote of the Day
“Ideal conversation must be an exchange of thought, and not, as many of those who worry most about their shortcomings believe, an eloquent exhibition of wit or oratory.”
Emily Post

Thought for the Day
It is amazing in the age of electronic media and social networking how antisocial some individuals can be. In the last several weeks I have received more robo cold calls then postal mail. In addition the amount of email solicitation has increased. I find it amazing how sales professionals will find so many alternatives to “hide” behind veils rather than pick up a telephone to develop a conversation. 92% of sales representatives falter in closing ratios not because they cannot close business but rather they fail at relationships.

Best Practice for the Day
If you want business then begin to develop relationships with two proper methods. First conduct investigative work and find the economic buyer. Stop wasting time with gatekeepers and others that tell you their importance rather than fixing true business issues. Second, stop wasting time on electronic media that provides little return on investment. Networking and conducting activities that illustrate your expertise provide better rates of return.

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 or to obtain his Secrets of Selling Success email him today at www.drewstevensconsulting.com/contact

Fitness Friday with Dr. Drew

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Fri, 30 Oct 2009 12:52:46 +0000

Quote of the Week
Excuses are the nails used to build a house of failure. ~Don Wilder and Bill Rechin

Thought of the Week
Recent inquiries to new clients about training and coaching their sales staff has led to a wide range of excuses for not doing something. When there is no learning there is no growth. Moreover when there is no learning for the organizations greatest asset, the selling professional there is no growth. The time has come to invest and grow, we are in a pre boom economy not one that is contracting.

Best Practice of the Week
When you don’t have the money, at least spend the time with staff. Look around at the internal expertise and begin to form mastermind groups. Take the time to discuss fundamental techniques such as questioning, listening and relationship building with staff. Innovation and creativity thrive when pressed. The single largest mistake is not being creative and mortgaging your future. Do not fall prey to the morass in the media.

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.

Issues in Management – Accountability

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Fri, 30 Oct 2009 12:39:20 +0000

An article in this morning’s paper reported the inflammation of the airline pilots union over the FAA’s decision to revoke the licenses of two pilots that decided to roam North America during a heated dispute.

The problem with present day management union or otherwise is the sheer lack of accountability. In the age of terrorism and commuter safety the union believes the FAA moved too quickly in light of voluntary disclosure programs. The time has come to move from CYA to OUT. The foppish excuses need to end, the time has come to return to individual accountability.

No Guts No Glory

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Fri, 30 Oct 2009 12:31:07 +0000

I have had some delivery issues with my newspaper recently and just this morning received not only today’s paper but also yesterdays. I sat down to read have my coffee and read when I noticed two glaring headlines from the two days:

Yesterday – Dow Falls Market Worry Rises
Today – Economy Snaps Long Slump

Such volatile reporting is killing business and stunting growth. I know too many businesses that remain paralyzed by beliefs of gloom and doom with the economy. The time is now to make a move, research proves that many businesses achieve tremendous growth during times of change.

Stop reading and heading the implications written by press that is only trying to sell more papers, take a risk, move from the comfort zone and move your business forward. As they say, “No Guts, No Glory”.

Dr. Drew’s Sales Tip of the Day

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Wed, 28 Oct 2009 16:04:46 +0000

When I travel the world I always take a simple preprinted Thank you Card with me to give gratitude for those inviting me and those I met. In the age of electronic media taking the time to stop and write out appreciate thoughts illustrates a strong essence of customer service and concern.

Too many people take short cuts. They cite lack of time; I believe it is procrastination or laziness. The latter has no place in selling or in business. If it is business you want then you must be aggressive and get it. More importantly it only takes five minutes to write, sign and place a stamp on a thank you card.
Take five today and send a quick and courteous thank you for a recent client visit. You will be amazed at the return on investment.

And if you do not have the time or desire there is a new service available entitled Send out Cards. Too lazy to send your own, then simply upload your client database to one of the affiliate websites and send a card. The service prints, signs and sends the card for you. They even lick the stamp! If you want to know more send me an email and I will connect you with my friends Deborah and Barry Russell.

Thank you so much for your time!

Dr. Drew is the author of Split Second Selling and five other books and hundreds of articles on sales, marketing, customer loyalty and personal mastery. His next book is Ultimate Business Bible – 12 Secrets for Ultimate Success. Dr. Drew conducts over 50 workshops, seminars and keynotes per year on sales, marketing and customer service. To book Dr. Drew or obtain a free chapter of his new book Split Second Selling FieldGuide – Resources for Every Sales Situation visit www.stevensconsultinggroup.com or contact him at www.drewstevensconsulting.com/contact

Tuesday’s Ultimate Business Secrets with Dr. Drew

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Tue, 27 Oct 2009 14:04:23 +0000

Quote of the Day
“A crisis is an opportunity riding the dangerous wind” – Chinese Proverb

Thought for the Day
Many business owners appear stuck in today’s economic chasm. Due to the financial meltdown there is a fear to spend, a fear to take risk and a fear to move. These are not the times to fear but a time to grow. Times of crisis are similar to seasonal change. Rather pessimism, be optimistic about what the future holds.

Best Practice for the Day
Many organizational powerhouses were built during times of financial strife. From Fortune Magazine to the Apple iPod numerous innovations developed because business owners took prudent risk. Take one idea that you want to move on and do it. Chances are it will reap profits down the road. Think of our current times as a pre boom economy.

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.

Muscle up Monday with Dr. Drew

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Mon, 26 Oct 2009 14:59:33 +0000

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.

Dr. Drew’s Perscription for Sales Success

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Wed, 21 Oct 2009 15:54:30 +0000

Dr. Drew’s Prescription for Sales Success

Dr. Drew’s Sales Tip of the Day

One frustrating item to a buyer is the simple, humble and sincere ability to provide customer service. It is such an easy thing yet many people screw it up daily. In the last several days I have sent several emails, placed calls as follow-up to, or provide initial interest in my workshops. Incredibly, I have not received one return call or email! I find it so ironic how we are taught to provide peace, love and respect to others, yet some treat others differently.

First no one is that busy and second whatever happened to professional courtesy. It only takes moments to return either voice or electronic mail.

The problem is two fold: 1) attempt to avoid confrontation and 2) there is a simple lack of training and focus on customer service. Here are my prescriptions for your success so that you do not emulate the poor habits of others.

Sales Tip Number One – Stop the bromide of watching the caller ID and monitoring your emails. Return all calls and emails to prospective and current clients. If you do not return calls your competitor will. Return all calls no matter the person.

Sales Tip Number Two – Procrastination is the death knell of all business. 95 % of the people are prone to procrastination and 20% are chronic procrastinators. Additionally, procrastination takes longer than actually doing what is needed. Stop wasting time on ridiculous things and return the calls and emails you need to in a timely manner. I learned a long time ago to return ALL my calls in 90 minutes and emails in 4 hours. And I do mean all calls and emails.

Sales Tip Number Three – Two of my favorite mentors (Dale Carnegie and Anthony Robbins) discuss the power of smiling. Service with a smile may sound cliché but when you illustrate passion in your performance you outshine others. Who would you rather speak to an energetic individual or Eye Or the Donkey [Winnie the Pooh]. All company representatives should illustrate concern and empathy for all clients and their issues.

Sales Tip Number Four – Stop the arguing. The best service organizations undertake the vital aspect of listening. When you listen you hear the issues better and understand the needs of the client. More importantly who is paying for the service you or the client.

Service is something that requires mastery. Your greatest assets are your customers and your greatest liability is poor service. Which is healthier for your business?

Dr. Drew is the author of Split Second Selling and five other books and hundreds of articles on sales, marketing, customer loyalty and personal mastery. His next book is Ultimate Business Bible – 12 Secrets for Ultimate Success. Dr. Drew conducts over 50 workshops, seminars and keynotes per year on sales, marketing and customer service. To book Dr. Drew or obtain his 12 Secrets to Sales Success visit www.stevensconsultinggroup.com or contact him at www.drewstevensconsulting.com/contact

Sellers it is Time to Listen

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Tue, 20 Oct 2009 15:06:25 +0000

The days of pessimism need to be behind you. If you sell for a living and are concerned about the recession it is time to end your woes. The stock market hit a new 12 month high and is up in the 10,000 range. Apple continued to power through the downturn reporting a 47% jump in profit.

Consumers fear because of the unknown. Sellers must walk your customers out of the comfort zone and equate the good news into value. Find the benefits and articulate your worth. Things are getting better and you simply need to light the way.

Tune Up Tuesday with Dr. Drew

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Tue, 20 Oct 2009 14:54:14 +0000

Quote of the Day

In reality, serendipity accounts for one percent of the blessings we receive in life, work and love. The other 99 percent is due to our efforts.
Peter McWilliams

Thought for the Day
While sitting awaiting a meeting to begin I ran into a client who informed me of the need to use Twitter and other forms of social media. He indicated the ease of use and the quickness of the information. When I pressed him on the return on investment for both his business and his clients he became silent. He had not thought this through.

An organization I have become involved uses Twitter and Linkedin yet less than one percent of the member use the service.

Everyone today it seems is rushing into the latest trend/fad, promising to alleviate time, increase income and lead to everlasting happiness. They want the remote control to quickly change direction. The remote seems to establish there are a myriad of get rich quick schemes. Yet are you the one getting rich? Do not rush to the latest fad because all else are doing so. You must ask yourself and more importantly your clients what they use and why. Look for the return on the investment not the remote control to do your work.

Best Practice for Today
Sit with your clients and ask them what tools and techniques they use. Discover the value for them and the return on investment for you. Rome was not built in a day nor is your business. It takes diligence and time. Stop rushing to fads that create no return and stop looking to circumvent the work you must do to create business.

Dr. Drew helps you to dramatically accelerate your business. Author of Split Second Selling and the Ultimate Business Bible he is a leader in the sales community. To receive Dr. Drew’s 12 Secrets to Business Success email him at http://www.drewwstevensconsulting.com/contact

Muscle Up Monday with Sales Fitness Expert Dr. Drew

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Mon, 19 Oct 2009 16:03:36 +0000

Quote of the Week
If it weren’t for the last minute, I wouldn’t get anything done. ~Author Unknown

Thought of the Week
The most befuddling thing about selling professionals is the amount of wasted time some spend. Statistics show the longer one procrastinates the longer it takes to get something done. Expense reports, client portfolios, and telephone calls all move more smoothly without procrastinating. Simply put stop procrastinating, save your precious time for things that really matter- friends, family and holidays.

Best Practice of the Week
When you see yourself procrastinating use a calculator or write in a journal how long it takes not to do something. Then do it. Look at the return on investment. And more importantly do the things you hate to do first and might take more labor. The remainder of the day will move more smoothly, guaranteed.

Fitness Friday at Sales Fitness

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Fri, 16 Oct 2009 00:20:36 +0000

Quote of the Day

“Effective listeners remember that “words have no meaning – people have meaning.” The assignment of meaning to a term is an internal process; meaning comes from inside us. And although our experiences, knowledge and attitudes differ, we often misinterpret each other’s messages while under the illusion that a common understanding has been achieved.”
— Larry Barker

Thought of the Day
One of the most daunting things that I see as a sales coach is that selling professional that continues to talk and does not ask a question. One cannot determine the dominant buying motive or the prospective needs without asking provocative questions and listening for a response. The successful seller is always prepared not only with good questions but the ability to listen for the answer.

Fitness Friday Best Practice

Make a list of questions to bring with you to a prospective client. Ensure they provoke thought by focusing on objectives and measures of success. Also make certain they are short so that you can listen for a complete response.

To receive Dr. Drew’s questions for better listening request his 25 questions of success at http://www.drewstevensconsulting.com/freestuff

Muscle up Monday

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Mon, 12 Oct 2009 17:53:31 +0000

Quote of the Week
Life is about not knowing, having to change, taking the moment and making the best of it.,without knowing what’s going to happen next. Delicious ambiguity.
-Gilda Radner

Thought of the Week
Selling like most business places you on a physical and emotional roller coaster daily. There are a myriad of issues and things to learn. However If you look at each opportunity as a true learning opportunity and not as a method to castigate yourself future sales will go better. Avoid the peaks and valleys of the roller coaster, learn daily.

Best Practice of the Week
Buy a journal and take notes of what works well and what does not during the week. List the resources you need to get better and invest in them. Do not delay, procrastinators only fall further behind.

Secrets to Cold Calling Teleseminar

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Mon, 12 Oct 2009 13:18:38 +0000

Help Your Sales Team Master the Art of Cold Calling
Transform the Dreaded Cold Call into Your Team’s Secret Revenue Weapon

Presented By Drew Stevens PhD

Save 20% at checkout with
this discount code: 4829d2b9


	“The only way we are going to hit our revenue target is if my sales team makes cold calls, but they just aren’t that good at it.” Most sales experts agree that cold-calling is one of the most critical skills that a sales professional must possess if they are going to be successful. Yet, those same experts cite cold calling effectiveness as one of the main deficiencies in the sales person’s arsenal. As a manager or business owner, your ability to hit this year’s revenue goal is dependent on your sales team’s cold-calling proficiency…and the clock is ticking down. Dr. Drew Stevens, international sales expert and best-selling author of “Split Second Selling,” works with sales teams to get past cold-calling hurdles leading to record performance. With more than 25 years of sales and management experience, he has debunked the myths of cold calling and created a powerful, user-friendly methodology to transform cold calling into your sales team’s secret weapon. Don’t let another minute tick by without your sales organization learning Dr. Drew’s step-by-step cold calling methodology. Cold calling jitters will disappear…lead flow will grow…and their pipeline will skyrocket. In this webinar, you will learn: Strategies to quickly gain your buyers’ interest and trust – with compelling first words A chronological check list that guides you through an effective cold call How to engage the prospective buyer by asking the right questions Techniques to negotiate action steps at the conclusion of the call Tactics to leverage theconversation toget the next appointment As an added bonus, you will receive Dr. Drew’s whitepaper on “Cold Calling Techniques” to help you implement his methodology. All registrants also receive a FREE flash recording of this webinar. Friday, Oct 30, 2009 11:30am – 12:30pm ET $99 per connection Save 20% at checkout with this discount code: 4829d2b9

Suggested Attendees: Sales professionals
“What a great learning experience! This webinar program is a terrific way to develop our team without breaking the bank.” – Small Business Owner

	Don’t miss this powerful learning opportunity!

Go the Extra Mile

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Tue, 06 Oct 2009 17:22:47 +0000

As I am reading my Sunday papers last week I was irked by a quote in an article that reminds me of the shoddy customer service and selling approaches that are manifest today. The article alleged workers staged a walk off protest because they were not paid to clean contaminants from butcher knives used in meat processing. As the chill from my spin subsided due to fears of e-coli infection, I recall the unwillingness of organizations to be customer oriented. And the media wonders how disease can spread quickly!

I remember many years ago being verbally assaulted by my moving company because I misplaced a three hundred dollar pair of business shoes. The company was so certain after moving my family that they packed my shoes they relented to any credit for the lost pair. Rather then go the extra mile to credit me, they lost a customer, a corporate account and obtain negative press.

Companies at one stage in their lifespan exist for one reason- the customer. All activity including marketing, sales and customer service all operate to help acquire and retain the most important assets- clients. However in the age of Wall Street earnings and short-term thinking, customer service obsolesce prevails. Companies today are more concerned about profits then patronage. This is shameful considering that without customers there are no profits.

I am not suggesting all companies conduct themselves in a malicious manner but some obviously concern themselves with narrow-minded thinking to please executives and shareholders. If all work strategically focusing on the mission and values of the organization, then poor customer service would be obliterated.

In our globalized and competitive world, differentiation is the key to thriving. Those that go the extra mile for their customers will be honored with reward and recognition. The proliferation of electronic communication can either instantly build brand or demoralize public relations. Going the extra mile creates buzz, affection and referrals. Going the extra mile produces profits not only long term but short too.

BTW. Approximately 5 years after our move, my wife hosted a Thanksgiving party at our home. Helping her to setup she asked me to get her a tablecloth from the breakfront. Not knowing where the cloths were located I gave her a paper bag from the breakfront. There weren’t tablecloths but a newly polished three hundred dollar pair of shoes!

Love your customers, go the extra mile today.

Muscle Up Monday

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Sun, 04 Oct 2009 20:57:52 +0000

“Opportunity is missed by most people because it is dressed in overalls and looks like work.”
Thomas Edison (1847-1931)

There remains just a few short weeks to end the year, it is what you do now, today this week that will carry you forward not only to the end of the year but the beginning of the new one! Opportunity will come to you if you focus on what can be of the future- not the past. What is behind you is not important it is what is in front of you that matters! The only thing in front of you is the finish line.
Opportunity is created from power and motion. The mind is more powerful when you focus on positive issues. Muscle Up Your Monday with a focus on your new future.

See you at the finish line!

Pump Up Your Week in a Split Second by:
-Calling clients and getting referrals
-Shying away from the comfort zone and finally asking for the order
-Writing down five great things that happen to you each day
-Visualize on three things you want to see happen by Friday
-Determine two things that create buzz for your product or service

Start Strong or Finish the Race

drew@drewstevensconsulting.com (Drew J Stevens Ph.D.) — Sat, 03 Oct 2009 16:35:59 +0000

Many professionals discover interesting and far-flung methods to profess their expertise among the world. Many find interesting methods to prey upon consumers offering instant methods of success. Techniques offered include pitching useless products that offer little return but promise huge earnings. Unfortunately in the age of the Internet, many desire instant rewards without wanting to work. Our nation and the backbone of innovation formulated from the perspiration of others.

Many professionals today want instant rewards for less labor. While no job should be tremendously laborious, effort, perspiration and desire are imperative. With few shortcuts, business operations not only starting strong but finishing the race. There are too many that start quick, but do not know how to get to the finish line. Which is more important to you, starting strong or finishing the race?