High-Quality English Native Writers Only I'm looking for about 20 articles, 1000 words each. All 20 articles are about a similar topic in the same niche. You should be able to write a decent sales pitch. Please pm me some samples and your rate. PM's from non-native English writers will be ignored. Looking forward
For most of my life I earned my living designing closes, presentations, and demos. I worked with a large company, twelve to fifteen hundred sales offices, and we were almost always in first to third place [Amrep Corp]. I always knew that straight commission paid me the highest income. Here's one of my articles I used for training. I hope it transmits in the same form as it's laid out in my documents. I have quite a few pitches using engineered words designed to accomplish very specific results. Hope you like it. SELLING: A SCIENCE OF WORDS THE FORM AND ANATOMY OF CLOSING PHRASES The act of selling can be defined scientifically and shown to contain the same necessary parameters that are needed to create a proof in science; duplicatable; a predictable end result; cause and effect; knowing the end from the beginning. Sales is a profession! To engineers, carpenters, electricians, lawyers, and all other professionals alike, including salespeople, success is predicated on the acquiring of very specific skills. These ‘skills’ are arts that vary widely, and are specific for each trade. There exists between the true ‘professional’ and the ‘amateur’ a vast number of people that can not make legitimate claims of possessing these talents. A claim or title can not replace the facts, that one may not possess the understanding of the tools, or may not yet possess the skills necessary for success in their field. It must be clearly understood, that in order to define a salesperson, sales tool, law, or principle, we must first acknowledge that a difference does in fact exist, between a person making the ‘claim’, and a person that we will herein refer to as ‘Salesperson’. This recognized difference is necessary because it must be assumed in this example, that both cannot make equal claim to the specific knowledge that we attribute to the ‘salesperson’. Successful sales companies use presentations that are designed to utilize their past experiences with customers. This is sometimes referred to as a ‘canned pitch’. There is a natural [uneducated] reluctance for salesmen to accept the benefits that engineered presentations have to offer. They will instead, assume that they are sharp enough to wing it. This confidence in the use of their own words can be traced to the remains of an ego that has not yet accepted the required ‘differences’ that a fledgling salesman has to add to his makeup. The desire to speak ‘off the cuff’ is caused by a reluctance to recognize, that no one person can do better in a presentation than using the cumulative knowledge of others that have represented the particular product or services offered. One of the most important advantages of a planned presentation for both the company and the salesperson, exists when a salesperson is having a slump, or has not yet gotten started, and asks management for help. The first thing we ask, is to hear his ‘presentation’. If they do not know the presentation, they are wasting time asking for help. Help for what? A salesperson can not be helped if they don’t understand the basics? If however, they do know the presentation, we can then center attention on other possible problems like personal appearance, the superfluous ‘talk’ during the introduction, the close, or the post close. It is a fairly safe assumption that if a presentation is working for others it can rightly be assumed, all other things being equal, that the presentation will also work for them! The main purpose of an ‘engineered’ phrase or statement, is to eliminate the objections that can prevent a sale long before they [the prospect] are aware of its potential use. The engineering of words will take the knowledge that we have regarding the predictable nature of prospects, and while they are under the influence of our presentation, allow us to persuade them, outside of their defensive awareness. No matter how sharp a person is, ’off the cuff words’ will not consistently be as effective as planned responses to specific situations. Words that are chosen to accomplish very specific purposes have the effect of not only neutralizing a potential objection, but turning it to your advantage, by subtlety changing the prospects view of his own position and his attitude about you. The following is an example that involves the selling of a water treatment devise: Let us envision that we are visiting a prospect that has purchased a simple treatment device, say, a sink filter, or some piece of equipment that we want to show won’t provide the same benefits as our product. In other words, at this point they are still regarded as a potential customer. Any salesman knows how to tell them their choice was not what ‘we’ would have recommended. Herein lies the risk, each of us would devise a statement that may or may not convince the prospect we are right and he was wrong. Unfortunately it is not to our benefit if the prospect thinks he heard us imply that he was ‘dumb’ in his choice. Especially if the spouse is listening. Each time we ‘wing it’, we are placing ourselves in a position of chance. By chance, I mean, the next words of the customer, the attitude of the customer, and his response, are not under our control. You will in a sense be casting your die, and waiting to see where the prospects head will take you. You will in effect be basing your income on the chance that the prospect will deduce on his own what is best for him. Here is a ‘planned’ statement designed for the above situation. “Mr._________, it’s good to see that you’ve taken some precaution against these problems all of us face. At least you folks are aware of the health concerns! ---most people have no idea these problems even exist. Here! [going to kit or book]--- I’ll show you something that the public is not even aware of-----I’m sure you will find it interesting!†Using these 56 easily spoken words we will have accomplished the following: 1. "it’s good---" Gives a compliment! People draw a compliment to themselves when one is given. 2. "you have taken some’ precaution---" the word ‘some’ allows me, without saying it, to tell him he has not done the whole job---it being said without putting him down and he will not notice it 3. "problems all of us face---" phrase reinforces an awareness of the problem that first concerned him and prompted his original purchase — and it is common to -- all of us 4. ‘ At least you folks are aware-----’ a compliment setting them above the ‘un-aware.’ a. ‘health concerns’ gives them credit for an awareness they may not have had. Possibly they purchased what they had for aesthetic purposes. Credit for 'doing good' is hard for them to refuse. 5. "most people--------" sets them up for the next sentence— he won’t want to be in that group [unaware people] 6. "Here!" ---this is an interruption stopper— designed to stop the prospect from responding— allowing the smooth transition to opening the demo kit 7. "I’ll show you something---" Setting up for a demo—mystery— no elaboration— people love mysteries. If they don’t give you a hard stop, you are free to proceed. 8. "public is not ‘even’ aware of--" I am going to make them privy to information that is not common. I have also gently placed him below me in product knowledge. He knows, he is ‘the public.’ He also knows that he can only claim the public’s knowledge. He will not question my position as an authority on his problems. 9. "you’ll find it interesting!" is a motivating statement used while opening the test kit. It is now hard for the prospect to say I’m not interested’. After all, it was for being interested in the first place, and concerned, that the complement was given to, and absorbed by him. [1 &5] CLASS EXERCISE 1. List all the possible mind-sets that the prospect can be expected to hold prior to you initiating the sales presentation [Satisfied, disappointed, skeptical, concerned, hurried, ECT.] 2. Discuss the specific planned order of phrases, the steps, and the reasons for their particular place in the order. 3. Show the predictable results that occur in a deviation from the engineered formula, and why. 4. Explain what the natural tendencies of the undisciplined salesman are, that lead to an undisciplined presentation. 5. Discuss the justifications that a salesperson can argue against the use of ‘planned’ presentations. 5. Show the inadequacy of ‘winging it’. Try some off the cuff’ responses and see if they cover all the points. 6. Discuss the control points that stop the prospect from acting in a way counter to the desired response. READ A THOUSAND BOOKS ON SELLING AND FAIL, OR READ ONE AND DO EVERYTHING IT SAYS AND SUCCEED