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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?
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 firstname.lastname@example.org
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
Linda is President of Focus I Inc., and creator of ICTech, the technology for individualization.