Dear Ezine publisher,
Here is a brand new article by Linda and Art. You can be first to publish it. Sales and selling have become even more important in our business organizations. Just sheer number of new books and articles demonstrate need to learn more about effective sales methods. Below is article. As it says; "It is revolutionary!" Feel free to format article anyway that it best fits your ezine. Please let us know when you plan to publish it.
Dr. Tom Carlson (firstname.lastname@example.org)
A Revolutionary 'NEW' Dimension In Sales Make many more closings in same amount of time!
By Art Nelson and Linda Carlson
Phase I: Learning Product is 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 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 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 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 way he closes. There has to be a secret he needs to discover.
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 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 "Secret of Closing."
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 '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 line that ones he doesn't sell won't really matter. He'll still be a 'successful' salesman.