How to Close More Online Sales Through the Magic of Questions

Written by Brian Tracy

Continued from page 1

Questions That Keep Them Involved

Questions are equally vital duringrepparttar presentation, i.e., inrepparttar 127454 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 127455 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 repparttar 127456 sales process as your questioning proceeds. If your questions are logical, orderly and sequential, you can leadrepparttar 127457 prospect forward towardrepparttar 127458 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 127459 Sale

Just as questions are important atrepparttar 127460 beginning and repparttar 127461 body of your web copy, they are even more vital atrepparttar 127462 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 127463 prospect to say, "Yes" or to agree torepparttar 127464 sale.

For example, you can poserepparttar 127465 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 127466 sale expectantly, andrepparttar 127467 more confidently you expect to sell,repparttar 127468 more likely it is that you will sell.

Tip: In crafting your closing question, include repparttar 127469 benefit that your prospect will get from your product.

When you ask a compelling closing question, you diffuserepparttar 127470 tension that normally creeps up on your prospect atrepparttar 127471 "moment of truth." A prospect's tension leads torepparttar 127472 hesitance that kills so many sales - both online and offline.

To be truly persuasive inrepparttar 127473 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 127474 time to planrepparttar 127475 wording of your questions, your prospect will become more interested in your product -- and consequently, you will make more sales.

Brian Tracy, the world-renowned best-selling author of 16 books reveals "24 Techniques for Closing the Sale," in his new multimedia presentation. Brian shows you powerful tactics that can double or triple your sales closing rate -- and teach you how to sell 50% to 100% of all prospects that you come in contact with -- all in just 63 minutes.

How to Trigger a Successful Sale through the Power of Psychological Triggers

Written by Joe Sugarman

Continued from page 1

Is this technique effective? You bet. In many tests, I've doubled response -- sometimes by adding just one sentence that conveys a good satisfaction conviction.

I received an e-mail from a company, a subsidiary of eBay, requesting my advice. They had an e-mail solicitation that wasn't drawingrepparttar response that they had expected. What was wrong?

Looking over what they had created, I saw several mistakes, many of which would have been avoided if they knewrepparttar 127453 psychological triggers that cause people to buy. Let me give you just one example.

Inrepparttar 127454 subject line of most e-mails that have solicited me, I have been able to tell, at a glance, thatrepparttar 127455 solicitation was for a specific service or an offer of something that I was clearly able to determine. Examples such as "Reduce your CD and DVD costs 50%," Or "Lose weight quickly," pretty much told me what they were selling. Was this good or bad?

The problem with those subject lines is thatrepparttar 127456 reader was able to quickly determine: 1) that it was an advertisement; and 2) that it was for some specific product or service.

Most people don't like advertising. And most people won't makerepparttar 127457 effort to open their e-mail solicitation if they think they are getting an advertising message -- unless they are sincerely interested in buying something thatrepparttar 127458 advertisement offers.

The subject line of an e-mail is similar torepparttar 127459 headline of a mail order ad, orrepparttar 127460 copy on an envelope, orrepparttar 127461 first few minutes of an infomercial. You've got to grab somebody's attention and then get them to takerepparttar 127462 next step. Inrepparttar 127463 case ofrepparttar 127464 envelope, you want them to open it. Inrepparttar 127465 case of an infomercial, you want them to keep watching, and inrepparttar 127466 case of an e-mail, you want them open uprepparttar 127467 e-mail and read your message.

The key, therefore, is to get a person to want to open your message by putting something intorepparttar 127468 subject area of your e-mail that does not appear to be an advertising message -- one that would compel them to takerepparttar 127469 next step. Andrepparttar 127470 best trigger to use for this isrepparttar 127471 trigger of curiosity.

There are a number of ways you can use curiosity to literally force a person to takerepparttar 127472 next step. You can then use this valuable tool to put a reader inrepparttar 127473 correct frame of mind to buy what you have to offer.

Once again, allrepparttar 127474 principles apply to every form of communication -- whether it be advertising, marketing or personal selling. And to know these triggers isrepparttar 127475 key to more effective communication and most importantly,repparttar 127476 avoidance of costly errors that waste time and money.

Joe Sugarman, the best-selling author and top copywriter who has achieved legendary fame in direct marketing, is best known for his highly successful mail-order catalog company, JS&A. Joe's new breakthrough book, "Triggers," cracks the human psychological code by identifying 30 triggers that influence people to buy.

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