Listen Your Way To Sales Success!

Written by Kelley Robertson

Continued from page 1

An amazing thing occurs if you demonstrate even a tiny bit of interest in your customer. They'll begin to open up! They'll provide you with information you may not have learned otherwise. They'll talk. They'll tell you everything you need to know in order to closerepparttar sale. People love to talk about themselves and they'll start to feel more comfortable with you as they talk. When people feel more comfortable they relax. We all know that a prospect who is relaxed will be more likely to buy than someone who is tense and uptight.

The second reason for not gathering sufficient information is that we feel it takes too much time. In my training sessions I frequently hear that this time is better used overcoming objections. My response is that if we gain more information and fully understandrepparttar 127235 customer's motives and needs, we can often overcome objections before they occur. Use your time more effectively duringrepparttar 127236 sales process. Instead of spending so much time overcoming objections find out what your customer's true concerns are beforehand. This will help you adapt your sales presentation to meet their specific needs, address their concerns, and move you closer to closingrepparttar 127237 sale. Ask yourself, "What information do I still need to helprepparttar 127238 customer makerepparttar 127239 appropriate buying decision?"

We've all heardrepparttar 127240 expression that information is power. Gainrepparttar 127241 extra leverage inrepparttar 127242 sales process by investingrepparttar 127243 time gaining extra information from your customer. Do it consistently and you'll develop stronger relationships with your customers, which, in turn, will help you close more sales.

Kelley Robertson is a Senior Partner of The Robertson Training Group and the author of, "Stop, Ask & Listen - How to welcome your customers and increase your sales." Gain practical advice on how to increase your sales by subscribing to his 59-Second Tip, a free weekly e-zine at Kelley can be reached at 905-633-7750, 1-866-694-3583 or

The Importance of Writing Good Web Site Sales Copy

Written by Judy Cullins

Continued from page 1

4. Realizerepparttar power ofrepparttar 127234 written word. If your Web site has been up more than a few months, and you haven't gotten any business, consider reconstructing it so it pulls sales. Write down your description of: your audience, its needs and desires. Address their problems, interests, values and how they like to receive a service. Pre-plan your Web site, and state its purpose - is it to make money, gain credibility, share a unique message?

5. List at least 10 benefits provided by your service. What arerepparttar 127235 best five? List 10 features of your service, too. What arerepparttar 127236 best five? Remember, features don't sell, benefits do. Create a variety of headlines that have marketing pizzazz. They can be inrepparttar 127237 form of a question, a command, or a shocking statement, but they should all be full of specific benefits. "Quadruple your Online Income" is not enough. You must show how much time that takes.

6. Finally, create a picture ofrepparttar 127238 outcomes your client will see, hear and feel. You must touch your potential client's soft spot - that nerve center that says, "Yes, I want that!" Tap into your creative side, with a friend, associate, or coach who knows this uncharted territory -repparttar 127239 language of sales.

Become a member ofrepparttar 127240 5% club -- Web site owners who make at least half their income from their Web site.

Judy Cullins: 20-year author, publisher, book coach Helps entrepreneurs manifest their book and web dreams eBk: Ten Non-techie Ways to Market Your Book Online Send an email to FREE The Book Coach Says... includes 2 free eReports Ph:619/466/0622

    <Back to Page 1 © 2005
Terms of Use