A Revolutionary "NEW" Dimension in Sales

Written by Linda Blew Carlson


Dear Ezine publisher,

Here is a brand new article by Linda and Art. You can berepparttar first to publish it. Sales and selling have become even more important in our business organizations. Justrepparttar 105348 sheer number of new books and articles demonstraterepparttar 105349 need to learn more about effective sales methods. Below isrepparttar 105350 article. As it says; "It is revolutionary!" Feel free to formatrepparttar 105351 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 inrepparttar 105352 same amount of time!

By Art Nelson and Linda Carlson

Phase I

           Phase I: Learningrepparttar 105353 Product isrepparttar 105354 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 ofrepparttar 105355 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 assurerepparttar 105356 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' byrepparttar 105357 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 berepparttar 105358 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. Inrepparttar 105359 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 promisingrepparttar 105360 "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 playsrepparttar 105361 '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 onrepparttar 105362 line thatrepparttar 105363 ones he doesn't sell won't really matter. He'll still be a 'successful' salesman.

Eight Great Ways to Fill a Workshop in a Bum Economy

Written by Suzanne Falter-Barns


Yes, you can fill a workshop when spending is down and buyers are wary. If your topic is clear, your marketing materials well-done, your product solid and your title catchy, success shouldn’t be tough. The fact is that people are as hungry as ever forrepparttar inspiration and stimulus a workshop provides, even when they’re nervous about money. And even though most bum economies recover over time, you may findrepparttar 105347 following tricks helpful enough to keep using even in good times!

1. Tailorrepparttar 105348 workshop torepparttar 105349 economy. In other words, acknowledgerepparttar 105350 problem. So if your workshop is about helping women over 50 live their dreams, change it to Living Your Dreams Over 50 … Even Whenrepparttar 105351 Economy is Down. Or make it about finding your dreams after being laid off, or managing fear while pursuing your dreams in a poor economy. Your fundamental message doesn’t have to change … you just dress it up in slightly different clothing.

2. Use unconventional marketing methods. Advertising and flyers may not berepparttar 105352 most effective way to enroll a workshop in lean times. For one thing, affordable ads are not usually big enough to effectively describe a workshop, unless it’s very targeted and easy to ‘get’, i.e. quitting smoking, or stress-reduction. If you’re teaching motivational or inspirational work, consider using an affiliate program, viral email marketing, distributing articles through targeted ezines, working your personal network, or making yourself available as a guest on local TV or radio talk shows. Best of all is a combination of all ofrepparttar 105353 above.

3. Make your niche one with a pipeline. Be careful not to pick a tiny niche market that is hard to access. Instead, a good rule of thumb is to look for a niche market with marketing channels already in place. For instance, one successful workshop leader I know targets retirees onrepparttar 105354 RV-Camping circuit. Many US campgrounds offer classes and other stimulating perks to visitors, and since RV’ers often stay for several nights or even weeks, this makes a workshop a likely hit. She simply has to talk to management, and they put her workshop in place for her. Participants magically show! Hospitals with neighborhood ‘wellness’ programs, bookstores with evening events, and community center Teen programs are also good venues.

4. Pitch a co-operative venture with another business. One fun way to reach your niche is to approach another business’s clientele. For instance, if you’re offering stress-reduction workshops, arrange a tie in withrepparttar 105355 local health club or weight loss group. Look for businesses that attract people who would logically be drawn to your product as well. Then approach that business and offer something great. You can sell them your workshop at a reduced rate (a special offer just for their members, which they can use as a perk.) Or you could hold a workshop on their premises at your usual fee, and pay them a percentage ofrepparttar 105356 gate. Or you could simply offer to exchange advertising plugs for each other’s business’s. (This works well if you communicate with your clients via an email newsletter or direct mail.)

Cont'd on page 2 ==>
 
ImproveHomeLife.com © 2005
Terms of Use