A Revolutionary NEW Dimension In Sales: Make many more closings in the same amount of time!
| Category: Selling Techniques | Date: 2003-08-25 |
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 dont 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 doesnt understand why every prospect doesnt 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 salesmans life haunts him on his prospecting calls. In the face of obvious need, why doesnt my prospect buy?
"He needs this product. I qualified him carefully. Why cant 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 doesnt understand why he sells sometimes and sometimes doesnt, 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 doesnt sell wont really matter. Hell 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 doesnt 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 wont 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:
Youre a salesperson whose Natural Style is Single. What do you do with a Multiple style prospect?
- Dont 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. Youre a Multiple salesperson and your prospect is a Single. What do you do?
- Dont overpower him with too many examples or applications of the product. Let them apply to him. Again, sell dont tell. Concentrate on the strongest feature of your product and give as many details as possible.
- Give him plenty of time to think; dont rush him. The fastest way to lose this prospect is to appear too vague because youre 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 industrys 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!
About The Author
Linda Blew Carlson, is GM of FOCUS II, LLC, a company dedicated to supporting businesses, families, and individuals by helping them find innovative ways to individualize their communications and strengthen each other.
admin@styleworks4u.com
http://www.styleworks4u.com
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 dont 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 doesnt understand why every prospect doesnt 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 salesmans life haunts him on his prospecting calls. In the face of obvious need, why doesnt my prospect buy?
"He needs this product. I qualified him carefully. Why cant 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 doesnt understand why he sells sometimes and sometimes doesnt, 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 doesnt sell wont really matter. Hell 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 doesnt 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 wont 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:
Youre a salesperson whose Natural Style is Single. What do you do with a Multiple style prospect?
- Dont 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. Youre a Multiple salesperson and your prospect is a Single. What do you do?
- Dont overpower him with too many examples or applications of the product. Let them apply to him. Again, sell dont tell. Concentrate on the strongest feature of your product and give as many details as possible.
- Give him plenty of time to think; dont rush him. The fastest way to lose this prospect is to appear too vague because youre 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 industrys 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!
About The Author
Linda Blew Carlson, is GM of FOCUS II, LLC, a company dedicated to supporting businesses, families, and individuals by helping them find innovative ways to individualize their communications and strengthen each other.
admin@styleworks4u.com
http://www.styleworks4u.com
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