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.

Check your sales letter. Do you sound confident in it? Are words you’re choosing stating that you’re very sure about what you’re doing? Do you show that you’re authority on subject, and that to pass on offer would be crazy? Of course, you might not say that, but your sales letter should reflect it.

Write your sales letter like product is already sold, you’re just explaining what they’re about to get. For instance, use phrases like “You’re about to learn all marketing secrets”, or “You are also going to learn”. Just keep in mind that customer is already sold.

That’s not to say that you don’t want to write your sales letter in traditional sense of selling a prospect. But you want to sprinkle it with phrases that assume anyone would make purchase after seeing benefits they’ll receive.

Another phrase to use is something like “You can’t afford not to purchase.” It shows confidence that reader has to make purchase or results could be disastrous.

Remember though, that customers still need to feel in control of their decision. Using phrases like “You are going to buy” sound threatening. By crafting a letter that shows confidence, but doesn’t demand customer to buy, you’ve got a powerful sales tool that will work for you over and over again. It’s a thin line, but with practice you will soon master it.

Confidence is to carry assumption that reader of letter will buy. You know it, and soon they’ll know it. I find that by having this assumption when writing a sales letter I convey confidence in my product. It works; you just have to try it.