Dear Ezine publisher,
Here is a brand new article by Linda and Art. You can be the
first to publish it. Sales and selling have become even more
important in our business organizations. Just the sheer number
of new books and articles demonstrate the need to learn more
about effective sales methods. Below is the article. As it says;
"It is revolutionary!" Feel free to format the article anyway
that it best fits your ezine. Please let us know when you plan
to publish it.
Dr. Tom Carlson (tomcarlson@styleworks4u.com)
A Revolutionary 'NEW' Dimension In Sales Make many more closings
in the same amount of time!
By Art Nelson and Linda Carlson
Phase I
Phase I: Learning the Product is the first thing Paul
does as he begins his career in sales. This 'newbie' envisions
three major factors that will determine his success or failure
in sales. They are:
1. Knowledge of his product. 2. Knowledge of the benefits that
it offers to his prospects. 3. How well he communicates that
knowledge and benefits to his prospects.
Most salespeople don't have a problem with product knowledge.
The company usually spends plenty of time and money to assure
the competence level of its sales force. So, Paul is fine at 1,
2, and since his mother said, "You can sell an icebox to an
Eskimo," he figures he will do well at 3.
The problem shows up when Paul (now on his own) tries to share
this knowledge with his prospects. He finds that some prospects
get really 'turned on' by the product and its benefits; but
there are other prospects that never seem to get interested or
'understand.' Talking to them is like "talking to brick walls."
He doesn't understand why every prospect doesn't insist on
purchasing. He is warm and charming every time! It must be the
way he closes. There has to be a secret he needs to discover.
Phase II
Upon realizing this, Paul enters Phase II of his career: The
Search For Enlightenment. The great question of a salesman's
life haunts him on his prospecting calls. In the face of obvious
need, why doesn't my prospect buy?
"He needs this product. I qualified him carefully. Why can't I
close him?"
So, Paul begins reading, listening to tapes, attending seminars,
etc. for every gimmick that comes along promising the "Secret of
Closing."
Phase III
After a season of this, he enters Phase III of his career: The
Stasis Of Superstition.
Paul (like most sales people) is making 2 or 3 sales for ten
presentations. But since he really doesn't understand why he
sells sometimes and sometimes doesn't, he "freezes" or "cans"
his presentation. He is afraid to change it because he might
mess up his success so, he plays the 'numbers game.'
Paul falls into a pattern of expecting to close 'just so many'
sales. No amount of reading, listening to tapes, or taking sales
seminars changes his pattern for long. He is hoping to keep
enough prospects on the line that the ones he doesn't sell won't
really matter. He'll still be a 'successful' salesman.
Phase IV
Before ICTech® (Individualized Communication Technology) most of
us (salespeople) ended our career growth in Phase III. Now with
the Natural Styles strategy used in ICTech® we can move into
Phase IV: Natural Persuasion.
Knowing how the 5 styles are born to process information,
allows the salesperson to tailor his presentation for the format
most easily understood and agreed upon by the prospect.
It doesn't matter how well you know your product or how smooth
your presentation is. Until your prospect UNDERSTANDS your
product and its applications for him you won't close a sale.
Understanding the strategy lets you dispense with gimmicks and
integrate all of your sales knowledge into a cohesive whole that
you will automatically adjust in each new situation. This means
more sales! And more satisfied customers!
How ICTech® works:
You're a salesperson whose Natural Style is 'Single.' What do
you do with a 'Multiple' style prospect?
*Don't bore her with too many details; give her the overview of
the product and its effects on her. Be sure to ask her what this
product could do for her or in some way let her think this whole
thing is her idea.
*The fastest way to lose this prospect is oversell - too many
details. You are 'telling' not 'selling.'
Now reverse the example. You're a 'Multiple'
salesperson and your prospect is a 'Single.' What do you do?
*Don't overpower him with too many examples or applications of
the product. Let them apply to him. Again, 'sell' don't 'tell.'
Concentrate on the strongest feature of your product and give as
many details as possible.
*Give him plenty of time to think; don't rush him. The fastest
way to lose this prospect is to appear too vague because you're
trying to give him an overview and he wants an explicit example.
Just a couple of simple examples, but Paul practices
the simple strategies of ICTech® and it has made him one of his
industry's 'hottest' sales people.
Many sales people who use ICTech® close 5 to 7 of ten
presentations. What would happen for any salesperson who could
cut through the mental baggage of a prospect and give a
presentation with a 50% to 70% chance of closing?
Simple. Revolutionary!
At Nelson is an entrepreneur and consultant in various
areas of media organization. He found ICTech in a public
workshop, and since has been learning more about it and applying
it in his businesses Linda Blew Carlson, is President of FOCUS
I, Inc. a company dedicated to supporting American businesses by
helping them find innovative ways to individualize their
service. Reach her at
http://www.styleworks4u.com/pages/home-page.html or
lbc@styleworks4u.com
note: For additional articles that may be published (many not
yet published), go to
http://styleworks4u.com/pages/home-page.html and click on
“articles.”
Thank you. Tom
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