Phase IV

Before ICTech® (Individualized Communication Technology) most of us (salespeople) ended our career growth in Phase III. Now with Natural Styles strategy used in ICTech® we can move into Phase IV: Natural Persuasion.

Knowing how 5 styles are born to process information, allows salesperson to tailor his presentation for format most easily understood and agreed upon by 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 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 overview of 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 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 product. Let them apply to him. Again, 'sell' don't 'tell.' Concentrate on 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 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 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

5. Offer a FREE mini-workshop. In tough times, people need more convincing to buy. So offer a free sample of your workshop (a forty minute talk, say) at a local venue such as a public library or church coffee hour. Give participants time to ask questions, and have lots of handouts available about your bigger, more elaborate (paid) workshop to be held a few weeks later. And be sure to make occasional reference to it in your free talk. Finally, make your free talk compelling and packed with good stuff. It can be a very general overview or ‘taste’ of your more fleshed out paid workshop. (You don’t have to give away all your goodies, of course, but don’t be afraid to share a few key pieces.) Wary buyers cannot resist excellence.

6. Lower price. Not always most fun option, but one that works – especially if you have a themed sale, such as Wipe Out Winter Blahs Special or a Kick Off New Year With a Bang. If possible, try to position your price reduction as a limited time gift for your clients … one that ties in with a particular need or time of year. This lets them know you are, in fact, thinking of them and their best interests.

7. Offer bonuses. We all love something free, so come up with some highly desirable bonuses that are just irresistible. These can be free reports that get downloaded automatically, or sent with registration info. Or it could be a tangible product, such as a book, a mug,

8. Enroll a friend for a discount. Or if you don’t want to offer a discount, encourage clients to bring a friend who can act as an on-going supporter with work of workshop. (And, of course, they can provide same to their friend.) Such support is actually one of best ways to get your material to ‘stick’, so your client’s get more on-going value from workshop, so this plan is a real win-win. Consider tailoring workshop to pairs such as mothers and daughters, work buddies (great for stress reduction!), married couples, fathers and sons, or best friends. If you pitch it to couples, you could market it to resorts as part of a Second Honeymoon or Mom-Daughter Getaway package weekend.

If you’re interested in leading your own workshops, but don’t know quite where to start, check out my How Much Joy Can You Stand? Facilitator’s Home Study Course. You’ll learn how to create, book, fill and lead your own workshop. Details and a FREE sample are at http://www.howmuchjoy.com angfacil.html