Best of Sales Drew Stevens - Business Development & Sales Expert Assists organizations to dramatically accelerate business growth. How to Prospect Successfully How to Prospect Successfully The act of selling is comparable to gold mining. The original gold miners searched everywhere and labored to discover gold. They got their hands dirty, sloshing through mud and mountains in search of destiny. They simply exhausted themselves. Prospecting need not be labor intensive, but it does need to be done- lead generation [...] Sales Techniques with Dr. Drew If you or one of your selling staff where pulled over by a police officer and arrested for being a selling professional, would there be enough evidence to convict you or the others? The purpose of selling is meant to create relationships. Selling requires building trust and asking provocative questions that instill dialogue to gain customer [...] Secrets to Selling to the C Suite The current recession has selling professionals and their management seeking alternatives to increase sales. One issue that continually arises is selling to the C Suite. There is a belief that if selling professionals increase their abilities to corporate executives both closure and sales revenues will increase. That may or may not be true. The first item [...] When Smart Managers Do Stupid Things Recently a friend of mine was conducting performance reviews for her staff. She has 16 direct reports and when finished all received a superlative review. With the completion of her paperwork and interviews she provided the reviews to her manager for sign off. Trouble began. Her manager indicated to her that she would need to [...] Dr. Drew?s Sales Success Secret One of the most common trivialities amongst business professionals is the inane desire to conduct thousands of things but do nothing well. Traction is not gained by conducting a plethora of things without focus. Developing business requires focus on two things- customer acquisition and retention. Doing so requires focus on sales, marketing and customer service. [...] Can Social Networking Increase Patient Volume In the last several years the proliferation of social networking has increased ten fold. Millions of individuals are flocking to social networking sites to connect with friends, Romans and countryman. Herein lies the rub. While social networking provides an array of opportunities to connect with alliances and friends of yesteryear it is not the best [...] Monday Momentum with Dr. Drew The other morning I stepped out onto the driveway to retrieve my morning paper when I saw a noticed attached to my front door. A local realtor had placed collateral materials on my door in the hope of gaining my business. The problem- no value, no trust and no relationship. Too many of you today [...] Sales Fitness Friday with Dr. Drew ? Customer Service One of the biggest impediments to selling is abysmal customer service. Over 50% of every client interaction involves servicing the customer well. I am aghast how poor some selling representatives are.  I was recently asked to call the Division Manager of a recognizable national insurance chain to deliver a keynote. I have called three times [...] Tuesday Sales Tuneup with Dr. Drew During a recent workshop a student asked to name the three or four vital aspects of selling. After thinking about this for quite some time I realized that there truly is one important aspect of selling-believe in yourself. If you do not believe in what you are selling and  you do not believe that you [...] Monday Momentum with Dr. Drew We are so bombarded by technology and clutter it is difficult to remain attentive to little things. There is simply not enough attention paid to the little things. It is interesting to find how many people are so into themselves and so on interested in the world around them. Self-centered mannerisms meet terminate people need [...] Job Satisfaction Secrets Many organizations deal with employees that do not perform to standards. One of the most frustrating things for managers and supervisors is to have employees that continually repeat the infraction. However, when the issues continue managers and supervisors are left to discipline and more likely terminate the individual. One of the critical factors impacting work is [...] Selling Skills and American Idol The rubbish of reality television returns in most of its glory this month with American Idol. While many individuals seek out new methods to make fools, all can learn something. After several years of watching the judges provide feedback to talent, I have noticed something profound, the spontaneity in which talent is unearthed. As my daughter [...] Monday Momentum with Dr. Drew ?Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.? Jules Renard quotes (French Writer, 1864-1910) As an avid reader of the conquest of American History I am often reminded of the stories of the Gold Rush. Those that sought gold [...] ?Sales 2.0: How Businesses are Using Online Collaboration to Spark Sales? Evolve. Learn how Sales 2.0 is radically reshaping every facet in today’s sales process. See how this new phenomenon in collaborative selling is helping salespeople do a better job of identifying leads, of turning leads into opportunities, and of converting those leads into customer wins. Get it now at: http://stevensconsultinggroup.tradepub.com/free/w_orac45/prgm.cgi Monday Momentum with Dr. Drew There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes ?Sales Acceleration Coaching Clinic? to help you gain immediate sales result! ©2009. Drew J. Stevens Ph. D. All rights reserved. Drew Stevens PhD is one of the [...] Negative New Year The New Year has begun and the malice and incompetence of last year continues. During a recent broadcast of the regional news, there was included an expose of last year. It began with the triumphant landing of the Delta Jet into the Hudson and then proceeded downhill. I sat in amazement while the newscaster twisted [...] Educational Gaff My daughter recently received a report from school following the completion of her ACT examination. During my review I was appalled to see that her scores included a projection for future work based on her grades. The scoring methods used labeled students into preordained careers based on results. If a child scored poorly educators prognosticated [...] Mediocrity will Kill You ? Dr. Drew?s Year End Sales Rant Each day I obtain a wealth of requests from individuals to receive free tips and articles. Unfortunately social media is a Latin term denoting free. Gaining access to free information is analogous to attending a trade show. It is humorous to see attendees carrying overflowing bags of chotskies (crap) only to return home or to [...] Medical Customer Services If you’re not giving your patients good customer service, you could be losing business. In the age where testimonials and referrals are a large part of your practice management, you must learn how customer service fits into the mix of retaining patients, offering differentiation and providing patient value. Join expert Drew Stevens, PhD, for this 1-hour audio [...] Humbugged In the last several weeks my mailbox has become rift with emails from individuals and organizations that desire an alliance. Coincidentally each foppish message body request me to do something. Items requested include, visit this website, reply to this email, click this url or send me your address. How audacious! What is the value? What [...] [ Back ]

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