About Split Second Selling

Split Second Selling
Drew Stevens PhD

Why read another book on selling? Simple. Today's client is more informed more sophisticated and has more access to information. Selling professionals today need be keener to fulfilling the needs of the client by offering value, and most important trust. More important, the selling process has changed and must now be aligned with the overall business process. Sales forces are much too tactical. In the increasing age and rage of globalization and the internet, competition rises. Assisting to thwart competitive forces, organizations typically hire more talent to sell more products or push one brand over another. Present organizations must sell smarter not harder.

Customers are seeing right through the selling representative and deplore the selling approach. Sales representatives are myopic to the needs of the organization focusing only on the "product/service" of the day. For many firms a client obtains mixed messages and misunderstands the message of your organization. Rather than use your existing lines of business, clients turn to your competitors. This loses your bargaining power, your client value, and positioning. The solution lies in adjusting to your client by offering measurements and value.

Clients need to understand value as it equates to return on investment. As shareholders continually question performance and expenses, calculated returns diminish consternation. Helping clients save time, money, resource focuses on bottom-line performance and instills customer value.

Split Second Selling will show you how to increase your sales and align with customer value. Based on over 26 years of research and experience, Drew Stevens provides a simple and easy to use formula to get you from the starting line to the finish line. Drew has condensed the myriad of selling concepts and ideas into a simple and easy to remember formula known as PRACTICE^TM.

The PRACTICE formula takes the selling representative from tactician to strategist. Strategy creates value and commissions, tacticians create competition. Athletes practice to strategize their game plan through repetition. The selling profession emulates athletics. Strategies and efficiencies are creating by practicing sales! To get finish line results and higher commissions, you must PRACTICE every day! And similar to the athlete, repetition is the key to individual success.

As Mohammed Ali once said, "It's the repetition of affirmations that leads to belief."

The seven steps of PRACTICE are:
Planning - The most vital process for any successful sales professional. Sales professionals must plan each call and be prepared to offer prospective clients all the essential information.

Rapport - Building rapport is one of the largest hurdles for any sales representative. You have to get to know strangers. You must always discover new ways to connect to people and help them resolve their issues.

Attention - Buyers today are distracted by email, voicemail, the internet, remote controls, cell phones, etc. Sales professionals must rise above the din to be heard. And, more importantly, you must keep the buyer's interest in spite of the multiple distractions that are clamoring for their attention.

Conviction - Each call must be customized with the tools and techniques that can truly reach the buyer. Items such as testimonials, statistical studies, charts, graphs, and schematics are just some of the items you will need.

Trial Close -The only way to determine if you are in line with the prospects' wants and needs is to ask. Many sales professionals don't.

Interest - If you want someone to buy something from you, it is necessary that you interest them. This means using tools like rapport-building and fact-finding to determine if there is alignment between the prospect's interest and the perceived value.

Close - Never forget to ask for what you came to obtain. Closing is one of the most vital steps in the sales process. If you do not close, you do not make any money.

Education/Enthusiasm - Selling is a unique business. Your interest or lack thereof will illustrate itself during every presentation. And your enthusiasm must reign, even though you will get much rejection in the sales game. Sales professionals can learn something with every call or presentation. Always have an open mind and be learning, and you will gain much.

Split Second Selling not only includes selling techniques and procedures but also includes ideas and principles that will help you to add to the quality of your life and your career.

Split Second Selling will illustrate how to:

• Identify client needs easier
• Become more efficient and productive in the selling process
• Enhance customer relations
• Understand the role of today's sales professional
• Improve your ability to communicate with others

Pick up this book and begin using it now! Let it illustrate how to create confidence, enthusiasm and passion for selling. Let the book become the catalyst that provides a path to finding the decision maker, the ideology to convince your prospective buyer, the mechanism that defies objection barriers and the structure that clearly sends you straight to the finish line! There exist a host of assets in this book long before you finish reading it. These ideas are meant to provide split second results!

About the Author
Drew Stevens PhD assists organizations sell more in less time through high level sales and customer service consulting and information sessions. Drew is the author of four books including Split Second Selling™, and Split Second Customer Service™. Drew Stevens has been interviewed and quoted frequently in the media and his clients include American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans Quicken Loans and over 200 other leading organizations. For more information please visit www.stevensconsultinggroup.com or call Drew Stevens at 877-391-6821.

Sales/Marketing
$28.95 hardcover
ISBN 0-9788755-9-1
281 pages
Interactive Selling Exercises, Resources, Index
Distributed to the trade by Golda Publishing, Inc.

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Drew Stevens knows how to get you results! He is a career sales and customer service professional with over 25 years of experience. His consulting firm, Getting to the Finish Line, has attracted clients such American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans Quicken Loans and over 500 other leading organizations.

Drew serves on the boards of directors of eMed International and St. Louis chapters of Meeting Professional International and American Society of Training and Development. He holds the designation of Certified Sales Professional with the National Association of Selling Professionals and founding member of the St. Louis Sales Professionals Association.

His speaking and consulting enables him to travel over 50 days per year to clients and conferences around the globe. In the last several years Drew has provided advice to well over 60,000 selling professionals. Drew is an adjunct instructor with several universities in the St. Louis area teaching graduate students in the field of entrepreneurialism and international business marketing and strategy. He is an instructor with Webster University and Maryville University's Graduate School of Business and holds frequent marketing and selling seminars with Webster University's Center for Professional Development. He holds a Ph.D. in Organization and Management with an emphasis in personnel development and work performance.

Drew's prolific publishing includes over 150 articles on sales and selling strategy and four books including Split Second Selling, Spilt Second Customer Service and Little Book of Hope. Some of his works appear in Chinese and Hindi.

He is interviewed and quoted frequently in the media, with prestigious periodicals such as Personal Selling Power and Sales and Marketing Management. Drew's career has taken him around the globe to places such as Singapore, Johannesburg, South Africa and New York City.

Drew lives in St. Louis, Missouri, with his wonderful wife and soul mate Christine and his two children Ashley and Andrew, (affectionately known as "I Want" and "Get Me").

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1. Why provide a new book on selling?
   
2. What is different about Split Second Selling from some of the other brands?
   
3. How long have you been selling?
   
4. What is it about your profession that you love?
   
5. Where does the track and field metaphor come in?
   
6. How important are goals for a selling professional?
   
7. You speak of five imperative characteristics of a selling professional what are they?
   
8. Is there another message within your book you want readers to know?
   
9. How can one apply the tips and techniques within the book?
   
10. A premise of the book is PRACTICE, what does this mean and how did it originate?
    
11. How did some of your mentors assist you with this book?
    
12. How can sales mistakes assist beginner and advanced selling professionals?
    
13. What are attributes of top selling professionals?
    
14. Drew believe training is process not event based, how can one obtain ROI from this book in less time?

Sales/Marketing
$28.95 hardcover
ISBN 0-9788755-9-1
281 pages
Interactive Selling Exercises, Resources, Index
Distributed to the trade by Golda Publishing, Inc.

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  View or Download Excerpt from Split Second Selling in PDF format.

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You should seriously consider "Split-Second-Selling"as your comprehensive manual regardless of your level of sales expertise. Don't spend one split second longer deciding which book to buy. Drew is the real deal!
Bobbe White
State Street Bank & Trust Company

Those of us who have been in sales for many years know there is so much involved if one is going to excel in this business. Drew covers every aspect of selling and does is clearly and incisively.
Howard Kellman
Indianapolis Indians baseball Team

Drew not only understands the sales game but he shows you a through and effective way to play and achieve results."
Barbara Dressel, President,
eMED International, Inc.

In our results-driven environment, Drew's ability to make the complex seemingly simple continues to motivate and propel all of us towards "the finish line"! Congrats again on a job well done.
Adam Elliot
Rockhurst University

S3 (Split Second Selling) is THE must read guide to selling excellence in the new millennium.
Richard Louisy
Turner Electric, LLC, an ACTuant Company

I love the templates of exercises after the chapters, great tool to reinforce the learning and help sales guys to the next level.
Rick Goldman

"Any sales team can benefit from Split Second Selling which gives the polished framework and the roadmap to drive deals to closure. A must for all sales professionals".
Stephanie Ducker
Quest Diagnostics, Inc.

"It is such a technology, fast-track driven business industry that we are in today that sometimes the basics of sales is overlooked. Drew Stevens reaches out to the reader and pulls them back in to the real world of sales.
Pat Schaumann, CMP, CSEP, DMCP
MAC Meetings and Events

Split Second Selling appeals to the entry level professional, as well as the seasoned sales star. It is a great "quick reference" source for a quick energizing read."
Jennifer Knapp
Image Technologies Corporation

Split Second Selling is extremely well done. I found myself taking notes on all kinds of ideas that I can put to use in my job now. It was a joy to read and learn from.
Ken Indof
Quest diagnostics

The first few chapters gave me inspiration and courage to go after the things that I want; on a business and personal level. If I give myself more credit and have more confidence in myself, anything is achievable. You are such an inspiration!
Miranda Ammon
Reliv International

What I really like about the book is that the lessons you teach in the book are actually universal lessons that can be applied to any aspect of our professional lives.
Paula Polyak
US Pipe

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