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4 Strategies That Will Help You Develop An Effective Action Plan
1. Your goal Planning a career move is much like mapping your route for a road trip. If you don't know where you are going, you can't decide how to get there, but if you do know where you are going, you'll get there faster. Goals like "Go back to...
Are You Content With Your Newsletter Open Rate? Step it Up with 5 No-Fail Ezine Creation Tips
Five hundred subscribers sounds pretty good for a newbie marketer, right? Oh, but what if only 200 are actually opening your mail? You've got to come up with solutions that really work, or the painstaking work you do on your newsletter is...
Is Your Ezine A Wealth of Information or A Sales Trap?
by Karon Thackston © 2002 http://www.creatingezines.com Ask successful ezine publishers what draws subscribers to their ezines, and you’ll be told one very important thing. Content, content, content. However, many would-be ezine publishers focus...
On Your Honor - 3 Steps to Building the e-Trust Factor
One of the greatest virtues we can possess is to be trustworthy. One of the greatest compliments we can receive is that we are trusted. Why begin an Internet marketing article with those sentiments? Simple, because on the Internet trust is...
Where and how to get information for your newsletter and ezines.
Where and how to get information for your newsletter and ezines. With the rapid expansion and diversion of commerce, manufacturers, career seekers and even hobbyist move into more and more specialized areas of endeavor, there is an increase...
 
A Revolulutionary "NEW" Dimensiom in Sales

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


About the Author

Linda is President of Focus I Inc., and creator of ICTech, the technology for individualization.

 

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  • how to properly use ezine advertising conclusion

  • how to properly use ezine advertising part one

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  • industry pro interview insider secrets to building your pr campaign

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  • inner directed marketing a new way to prosper in tough times

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  • internet 101 hitch your wagon to a star for internet success

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  • is a home business right for you

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  • i want to do an ezine part 3 what is content

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  • i want to do an ezine part 5 more promoting

  • johnny appleseed a lesson in sowing and reaping

  • joint ventures your path to success

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