Taking Aim on Telemarketing

There is apparently a new law that is taking effect for consumers that receive droves of robo calls from telemarketers. Instituted from a case involving Mims v. Arrow Financial Services, the new consumer protection prohibits, “using an automatic dialing machine to call a person’s cell phone without prior consent; using a prerecorded voice message to call a residential phone line without prior consent; sending an unsolicited advertisement to a fax machine; and using an automatic dialing machine to engage two or more of a business’s telephone lines simultaneously”. (source = Source for the TCP Act)

 

Apparently many firms including telemarketing are up in arms because it curtails their way of doing business. Hey telemarketers you really were not getting much business this way. The problem with many in sales today is that they believe selling is a transactional process. This could not be further from the truth. Consumers today have power and that is found with the use of Internet searches and referrals from friends. Cold calling and other banal attempts at “pitching” products are not only unethical they don’t work.

 

True selling professionals:

1. Understand the importance of building customer centered relationships based on the consumers wants and needs.
2. Know how to ask provocative questions to engage discuss that exchanges money for value.
3. Develop the opportunity to create an emotional connection with the product and service and consumers desires.
4. Do not spend countless hours telephoning dispassionate and annoyed people.
5. Only swim in a pool of economic buyers not in an ocean of gatekeepers.
6. Gain sales through referrals and third parties not solicit individuals during dinner and breakfast hour.
7. Are all about quality and quantity and understand the consumer, the industry and the competition seeking healthy relationships not blind discussions.

With the advent of called ID, I have not responded to these annoying calls in years. In fact those that make it to my voice mail become great examples of “what not to do” when selling products. Yet there exists a microcosm of believers but like fads they will perish in the cinders of the fires they create.

 

© 2012. Drew Stevens PhD, all rights reserved.

 

 

Signs of the Unsuccessful: do you know them?

There are times when wonders never cease to amaze me. I have built numerous alliances in my many years of business with some of these hosting my products. Recently one of my products on cold calling was sold on one of these sites. There is a special discount due to the alliance discounting the product to $10.00. However a consumer that purchased it was complaining that their $9 coupon was not accepted. Really!

 

The problem with many business professionals today is that they are simply unwilling to invest in any self-development. Research clearly shows that people will dine out, purchase ridiculous weight loss tchotchkes, cigarettes, alcohol, etc. before they invest in business development. In fact one recent study with 5000 people shows that in 88% of the instances business professionals expect their respective organization to pay for education.

 

This is the problem with society it is so easy to claim victimhood. Individuals run amuck blaming parents, society, family, friends; business associates etc. but do little for themselves. Ask every one of my friends and peers about success and they will tell you to avoid the crap and control your life. Destiny and happiness do not find you; you must create them. If you desire a successful, happy life in which you can thrive then stop looking discounts and start investing in the value you want to gain. Success is not gained by coupons and cutting corners but by busting butt to get what you want.

 

© 2012. Drew Stevens PhD. All rights reserved.

Memories: Are you Making Them With Clients?

Putting a Lid on Cold Calling

I was out with a recent customer Ken the other day having lunch when my cell phone rung indicating a voice mail from my office. Once I completed my meeting I checked voice mail only to discover a message from the most lethargic obnoxious cold caller received.

 

When I have time I view many of the Linkedin groups and blogs to listen what the world is saying on sales and sales management issues. After 29 years in this business, a top blogger and thought leader as well as watching continual consumer buying patterns; it still shocks me to see how many view cold calling as a valid sales instrument.

 

I grew up in Brooklyn New York and as a child we had a pediatrician visit our home when I was ill and a milkman that delivered a gallon of milk once or twice per week. That was then this is now. I also remember a time when sales professionals that wanted to pitch their products/services were able to do so before “No Call” lists and the Internet. That was then this is now.

 

Sales Managers must stop representatives from cold calling. Cold calling like black and white television is dead. Cold calling does not work, it is annoying and does not engage economic buyers.

 

There reason for placing a moratorium on cold calling is because:

1. It wastes significant time and money
2. It does not lead to any significant increase in lead generation or sales
3. It does very little for creating value based relationships

 

With consumers having more power than ever with the use of the Internet, they have discretionary choices of products and services before any seller calls. The fact is decision makers today have something cold callers used to have – power. This comes from the ability to instantly discover trends and research information.

 

Secondly, decision makers today are highly influenced by other customers. Their decisions are based on case analysis and testimony of others. Don’t believe me then look at examples of both Facebook and Zappos whose consumer grew through word of mouth versus traditional advertising and promotions.

 

At this point you might be saying well if cold calling is dead then what are alternatives since sales people still need to generate leads and close business. Here are just a few:

 

1. Networking Works – To help increase the flow of leads selling professionals need to be visible. The only manner to be known is to network aggressively in groups that house your economic buyer. Stop hanging around groups where your friends are or where you are comfortable. Focus your efforts on true buyers.
2. Warm Campaigns - Meeting buyers can be effective sales agents focus their efforts on sending a warm handwritten letter of introduction to decision makers. This must have reasons for writing, validation or proof of previous experience with similar companies and an action step for follow up on a specific date. Targeted campaigns if done correctly will open doors.
3. Referrals – Nothing beats a cold call then a simple referral from those that know and trust sellers. Those that appreciate your value are more willing to give the names of others that will appreciate the products or services sold.
4. Third Party Endorsements – Sales agents can meet new individuals that might appreciate their value through alliances of suppliers, vendors or even your prospective customers customer. Conduct some initial research to determine how large your network is.
5. Visibility – Aside from simple networking sometimes speaking at industry conferences, holding webinars or attending conferences are great ways to show off talents and meet decision makers. However similar to networking you must be more attractive then the paper on the wall.

We are in an ever changing and fast paced environment. With so many changes many fundamentals are no longer applicable. Buyers are either too busy, too tired and simply too distracted. Sales representatives and their sales managers must find better and more efficient techniques so that they can easily meet and exceed sales goals.

 

With the changes in the sales environment, what are some practices that you have stopped or changed recently? Our readers would love to know. Please place your comments in the space provided.

 

 

©2011. Drew J. Stevens Ph.D. All rights reserved.

 

 

Why Training Investment is a Failure to Most Organizations

Reading a recent Wall Street Journal article I was flabbergasted to learn of organizations that are recently increasing the amount of leadership development training. Ironically, organizations are dropping organizational development in light of budget limitations. With tighter budgets and concerns over the recession, many organizations are attempting work on both leadership and team building skills.

With careful analysis of both value and outcome organizational development is heading in the wrong direction. Developing staff during an economic quagmire sends both the improper message and focus.

Here is the rationale why training fails in organization:
1.    The first area of focus during economic turmoil is sales. Nothing happens without something in the organization getting sold. There must be a solid focus on selling methodology, value orientation and relationship building. Energies must be applied to building sales adjuncts and not leadership.
2.    Every organization exists for one purpose- the customer. Attempting to build narcissistic programs without focus on client retention is wasteful.
3.    Leadership Development is a waste. If the organizational culture does not exemplify empowerment, strategy and client focus I good or bad times, the training is wasteful.
4.    There is a current fear that training aids employee retention. This is farthest from the truth; people leave bad managers not bad companies. Seek to retain talent by ending the infighting, the silos and the bad management.
5.    For years I have watched organizations attempt team building. I enjoy seeking an organization try to mend conversation between Bob and Ted. They take the two on a whitewater rafting trip with a case of beer hoping for cajoling. Believe me if Ted and Bob do not like each other, one is not returning. All of our clients believe that greater teamwork is essential to their efficiency and effectiveness. However clients actually have groups rather than teams. There are those in the group that win while others lose. In addition, there is too much focus on the individual accountable versus what the team can provide.
6.    The training and development industry is self-serving. Over $60 billion is spent on training every year with very little focus on return on investment. It is wasteful to conduct training without any sustainable result. Training is an event that does not change behavior in a six-hour period. In addition, training is a reaction to something gone awry.
7.     Training attempts to throw independent consultants and money at an issue to be resolved. What is required are metrics of accountability both before and after. Managers must hold themselves and employees accountable after an event.
8.    Training must be part of an ongoing process, such as coaching, mentoring and counseling. These techniques not only think through what is before but what goes after. Using these techniques, managers can review the obstacles seeking application on the job.
©2009 Drew J. Stevens Ph.D. All rights reserved.

Food Fight

I had the opportunity to meet a dear friend for dinner at a local steakhouse near my home. As we were seated, Danny Devito’s twin greeted us. Oscar aka Danny took almost 25 minutes to return to our table taking drinks and our meal order. Mind you this was not a very busy evening, but you could tell from the moment we were seated Oscar did not want to be working.

During our order I desired one of two choices: fish or steak. Naturally I asked Oscar which he believed best. His glib reply, “Well this is a steakhouse”. My friend and I were aghast but continued our meal.

No one needs to be treated disrespectfully whether eating a meal or simply sitting in the waiting room of a physician’s office. The fact is that customer service is a vital aspect for each business; product or service.

Here are some thoughts for sales professionals, managers, and business owners.

1.    Smile – The first thing consumers see when they are getting serviced. Ensure there is a smile on every agents face. When was the last purchase you made from David the Depressed?
2.    Enthusiasm – Smart people like, smart-ass people can live without. If your people do not like what they do, ask them to leave.
3.    Engaging – Service does not have to look similar to Thanksgiving Dinner with the family but it does require being genuinely interested in others. Ensure conversations occur.
4.    People Make a Difference – Hire the right people for the right job. Clearly Oscar had no business waiting tables on a busy Saturday evening.
5.    Check your Baggage – Like you there are good days and bad days, everyone has them, however consumers do not care. Leave the misery and angst at the door; service everyone equally and respectfully.

2009. Drew Stevens PhD. All rights reserved.

What Holds you Back?

One of the worst things that hurt individuals is the inability to grow. We all have skeletons that haunt our past- if we let them. Previous issues, phobias and concerns can be like anchors on boat, they can continually drag you down until you reach the bottom; and they can sink you.

If you feel you are held back, it just might be past ghosts. The focus must be on the present and the future- not the past. You cannot alter the past; you can only impact your future.

I learned this imperative life lesson many years ago as a survivor of child abuse. After many years of physical and mental anguish I was forced to mature quickly while making many life-altering decisions. Now as a professional entrepreneur and more importantly a joyful father and husband I understand the power of focus and future. Life from time to has been volatile but if you remain focused and positive you can create the future you desire. Here is what I have learned along the journey:

1. It is imperative to have goals and to write them down. When the mind views something on paper there is an implicit contract that gets committed to memory. Additionally, focus on time frames so issues you desire remain in reach.
2. Dreams are those visuals that instigate and instill our desires. Never let anyone tell you dreams are folly. Those that do are stuck in their own hubris.
3. Guilt is negative thoughts derived and devoured by self-deprecation. The “pity pot” cements us. Positive thoughts instill better outcomes.
4. Franklin Roosevelt once stated, “The only thing we have to fear, is fear itself.” This is not a trite statement but very true. Fear similar to guilt stops you. Fear derails you. Fear stops growth. The best attitude against fear is risk. Higher risk means a greater opportunity for high returns.
5. Similar to fear, procrastination when manifested will derail future growth. Procrastination is the resultant of both fear and guilt. To stop procrastination, one must create motion. Motion creates energy and with it the more speed to get more accomplished.
6. Stop engaging with negative individuals, they only sink you. You are the summation of the individuals you associate with. If those around you do not love you unconditionally then you need to find new people. Altering your associations will bring significant changes in attitude and behavior.
7. Never lose hope and never lose faith. Life has some hurdles and it is how you operate through and around them not avoiding them. Hurdles are unavoidable but can be speed bumps with the right attitude.
8. No matter what God you believe in, never lose faith. God does not want anyone to fail and is always with us in the shadows walking right behind or beside us.

©2010. Drew Stevens PhD. All Rights Reserved.

Drew Stevens is one of the world’s leading authorities on business development and sales. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.stevensconsultinggroup.com

Overcoming Limited Beliefs Podcast

One of the worst things that occur in life is the belief we manifest based on things we believe we cannot accomplish. These stem from experiences in our youth that morph the values and beliefs we gained from those around us.

I grew up with an extremely abusive father. His mental and physical abusiveness helped to lay the foundation to things I thought I could not accomplish. By the time I was 13 this man explicitly told me, I would become nothing, be nothing and accomplish nothing. For many these beliefs would stop anyone in their tracks, and for many they do. There are two choices individuals have; manifesting these beliefs or altering them. I chose the latter.

Limiting beliefs are those concepts and ideas that you believe you are. These beliefs can and will hold you from accomplishments.

Discover the secrets and techniques needed to overcome limited beliefs and create a new vision and values.

Download the latest podcast at:

http://www.stevensconsultinggroup.com/sales-fitness-podcast.php

Warm Up those Cold Calls

One of the most difficult responsibilities for any selling professional is lead generation. And one of the oldest methods of generating leads is through cold calling. With little preparation and a lot of angst, selling professionals are sent adrift to call countless individuals in pursuit of income.

Click here for more:

http://www.allbusiness.com/company-activities-management/sales-selling/14422985-1.html

Overcoming Adversity

Has life been a struggle? Do you continue to either procrastinate or morph on self pity? Listen to Overcome Adversity the new Sales Fitness Podcast and accelerate your successes both on and off the field of play.

Click Here to Play Podcast

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