How to Close More Online Sales - Through the Magic of Questions

Written by Vadim Rachkowan

Continued from page 1

Questions are equally vital duringrepparttar presentation, i.e., inrepparttar 127317 body of your web copy, for clearly explaining how your product or service solves your prospect's problem in an easy, fast, or cost-effective way.

Therefore, install questions within your sales copy that capture attention. Keep your prospect involved, and keep his mind from wandering off in a different direction by using intriguing questions that grab his lapels and jerk him toward you. Forrepparttar 127318 length of time that it takes a prospect to answer a question in his mind, you have his total attention. The prospect is drawn more and more intorepparttar 127319 sales process as your questioning proceeds. If your questions are logical, orderly and sequential, you can leadrepparttar 127320 prospect forward towardrepparttar 127321 inevitable conclusion to purchase your product or service.

Tip: Never say something if you can ask it instead! Think of how you can phrase your key selling points as questions. The person who asks questions has control!

Closing Questions that Presumerepparttar 127322 Sale

Just as questions are important atrepparttar 127323 beginning andrepparttar 127324 body of your web copy, they are even more vital atrepparttar 127325 end in gaining a commitment to action.

The key to asking a closing question is confident expectation. You must skillfully craft your question to convey that you confidently expectrepparttar 127326 prospect to say, "Yes" or to agree torepparttar 127327 sale.

For example, you can poserepparttar 127328 following question in your web copy: "When would you like to start using to multiply your profits?" In other words, you don't ask if they want to buy your product, but when. This way, you're asking forrepparttar 127329 sale expectantly, andrepparttar 127330 more confidently you expect to sell,repparttar 127331 more likely it is that you will sell.

Tip: In crafting your closing question, includerepparttar 127332 benefit that your prospect will get from your product.

When you ask a compelling closing question, you diffuserepparttar 127333 tension that normally creeps up on your prospect atrepparttar 127334 "moment of truth." A prospect's tension leads torepparttar 127335 hesitance that kills so many sales - both online and offline.

To be truly persuasive inrepparttar 127336 selling process, learn to use questions judiciously throughout your web copy. Instead of trying to overwhelm your prospects with reasons and rationales for doing what you want them to do, ask strategic questions instead. When you takerepparttar 127337 time to planrepparttar 127338 wording of your questions, your prospect will become more interested in your product -- and consequently, you will make more sales.

Vadim Rachkowan President SellWide Corporation

Overcome Objections and Close the Sale

Written by John Boe

Continued from page 1

Steps for Addressing an Objection

Step 1 - Hear them out

Give your prospect your full attention and avoidrepparttar temptation to think about your response while they are speaking. Learn to be an active listener. An active listener is not only listening to what their prospect is saying, but is also trying to discoverrepparttar 127316 meaning behind their words. Research indicates that 65% of our communication is nonverbal. Therefore, it is vitally important to pay attention to body language and listen for voice inflections. In addition to observing your prospectís gestures, you must also learn to be mindful of your nonverbal signals.

Step 2 - Feed it back for clarification

By feedingrepparttar 127317 objection back inrepparttar 127318 form of a question it gives your prospect an opportunity to expand upon their concern. For example, if your prospect said they donít haverepparttar 127319 money in their budget, you would feed it back saying, ďYou donít haverepparttar 127320 money in your budget?Ē This technique reducesrepparttar 127321 perception of pressure. By havingrepparttar 127322 opportunity to explain their position, your prospect will frequently answer their own objection. Another reason it is important to clarifyrepparttar 127323 objection is to make sure you are addressing their exact concern and not creating a new one. Some objections are of greater importance to your prospect than others. After you clarifyrepparttar 127324 objection, you need to ask your prospect how important that concern is to them.

Step 3 - Answerrepparttar 127325 objection

Takerepparttar 127326 following into consideration:

∑Stay big picture, but be prepared to provide details as necessary.

∑Use graphs, charts, or numbers if usingrepparttar 127327 big picture approach isnít effective.

∑Verifyrepparttar 127328 objection has been resolved.

Step 4 - Ask forrepparttar 127329 order

You may have to ask forrepparttar 127330 order several times before you getrepparttar 127331 sale, so make sure you vary your closing questions. Remain patient and be persistent without becoming argumentative.

John Boe, based in Monterey, CA, is recognized as one of the nationís top sales trainers and motivational speakers. He helps companies recruit, train, and motivate salespeople to achieve peak performance. John is a leading authority on body language and temperament styles. To view his online Video Demo or to have John Boe speak at your next event, visit or call (831) 375-3668.

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