Questions are equally vital during presentation, i.e., in 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. For 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 into sales process as your questioning proceeds. If your questions are logical, orderly and sequential, you can lead prospect forward toward 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 Presume Sale

Just as questions are important at beginning and body of your web copy, they are even more vital at 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 expect prospect to say, "Yes" or to agree to sale.

For example, you can pose 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 for sale expectantly, and more confidently you expect to sell, more likely it is that you will sell.

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

When you ask a compelling closing question, you diffuse tension that normally creeps up on your prospect at "moment of truth." A prospect's tension leads to hesitance that kills so many sales - both online and offline.

To be truly persuasive in 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 take time to plan wording of your questions, your prospect will become more interested in your product -- and consequently, you will make more sales.

Steps for Addressing an Objection

Step 1 - Hear them out

Give your prospect your full attention and avoid 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 discover 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 prospect’s gestures, you must also learn to be mindful of your nonverbal signals.

Step 2 - Feed it back for clarification

By feeding objection back in form of a question it gives your prospect an opportunity to expand upon their concern. For example, if your prospect said they don’t have money in their budget, you would feed it back saying, “You don’t have money in your budget?” This technique reduces perception of pressure. By having opportunity to explain their position, your prospect will frequently answer their own objection. Another reason it is important to clarify 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 clarify objection, you need to ask your prospect how important that concern is to them.

Step 3 - Answer objection

Take following into consideration:

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

·Use graphs, charts, or numbers if using big picture approach isn’t effective.

·Verify objection has been resolved.

Step 4 - Ask for order

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