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 close 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 understand customer's motives and needs, we can often overcome objections before they occur. Use your time more effectively during 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 closing sale. Ask yourself, "What information do I still need to help customer make appropriate buying decision?"

We've all heard expression that information is power. Gain extra leverage in sales process by investing 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.

4. Realize power of 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 are best five? List 10 features of your service, too. What are best five? Remember, features don't sell, benefits do. Create a variety of headlines that have marketing pizzazz. They can be in 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 of 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 - language of sales.

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