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5 Powerful Ways To Get Zero Sales From Your Website
I want you to imagine a lemon. In your mind's eye, see its yellow skin. Imagine cutting it in half with a knife. Now pick up the one lemon half and bring it up to your mouth and suck on the juices. Do you notice how sharp the tangy lemon juice...
How to make more sales before Christmas
Wow, life just keeps getting busier and busier at this time of year, have you noticed? Kids are back in school, the lazy days of the summer holidays are over and everybody`s starting to think about Christmas. The shops are full of Christmas stuff,...
HOW YOU CAN CREATE BETTER SALES PRESENTATIONS...
Selling is easier when you back up your words with strong visual proof. © Copyright 1988/2005 Thom Reece All Rights Reserved No matter what your business is, you will enhance your level of success by developing a well-organized...
Mastering the Internet's Two Sales Methods
In parts 1 and 2 of this series, we discussed the two methods of making sales on the Internet, Instant Excitement, and Earned Association. Now, the real question is this: How do we Integrate them both on the same sales site? First, realize...
"Why Saying No Can Make Your Sales Soar"
Word Count: 971 Character Width: 60 Resource Box: Choice of 2 =========================================================== "Why Saying No Can Make Your Sales Rate Soar" - by "Dangerous" Debbie Jenkins (c) Debbie Jenkins. All Rights Reserved....
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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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Sales - Wikipedia, the free encyclopedia |
Dubious selling practices may occasionally result in a sale if the ... These can be slightly influenced by the salesperson, however, the sales person knows ... |
en.wikipedia.org |
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Sales Jobs .com Worlds Largest Sales Employment Site |
Sales Jobs features thousands of sales jobs for sales professionals. |
www.salesjobs.com |
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Manage Smarter - Performance Gateway |
Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
www.salesandmarketing.com |
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Oracle Customer Relationship Management Solutions |
Oracle's products cover the breadth of CRM functionality—from sales, ... With Siebel CRM On Demand, you can accelerate sales, improve marketing and deliver ... |
www.oracle.com |
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Sales and related occupations |
Sales and related occupations. Advertising sales agents · Cashiers · Counter and rental clerks · Demonstrators, product promoters, and models ... |
www.bls.gov |
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Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
Sales Career Paths: This field offers many different options. ... Manage Your Sales Career: Get expert tips for developing your sales career and handling ... |
sales.monster.com |
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Government Sales and Auctions: FirstGov.gov |
Official site for information on all sales and auctions of government surplus property and assets. |
www.firstgov.gov |
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Sales and Marketing Executives International |
Worldwide association of sales and marketing management. |
www.smei.org |
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GPO U.S. Government Bookstore: Main Page |
Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections. |
bookstore.gpo.gov |
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Sales |
Sales is a major aspect of product management. Therefore, after reviewing information in this topic, you might also benefit from scanning the topic ... |
www.managementhelp.org |
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Sales Resource Center - Business Sales Web Site - Small Business ... |
Sales resource center at Inc.com, small business sales and marketing information. |
www.inc.com |
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Sales - Wex |
Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ... |
www.law.cornell.edu |
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Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today. |
sales-marketing.careerbuilder.com |
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Compare prices for retail store sales at SalesCircular |
SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads. |
www.salescircular.com |
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Sales Jobs in Canada - workopolis.com |
Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ... |
www.workopolis.com |
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free online sales training articles, sales & selling processes ... |
Sales and selling terms explained. (Scroll down a little bit to find this set of terms.) |
www.businessballs.com |
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Music Sales Group |
Music Sales Group - Eight Offices and three distribution centres worldwide bring you the world's best music. The Music Sales Group is Europe's largest ... |
www.musicsales.com |
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Sales Autopsy |
A collection of the best of the worst of negative selling experiences. Sales horror stories to use for learning, training and managing salespeople. |
www.salesautopsy.com |
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REALTOR.com: Real estate listings & homes for sale |
REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS. |
www.realtor.com |
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Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
www.nationjob.com |
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