Start Your Sales Letter To Make MORE Sales!

Written by Kevin Nunley

Continued from page 1

Here are some of these ideas to keep in mind when you are trying to structure your opening.

1) Staterepparttar offer. This is so simple many people never think of it. Putrepparttar 127352 offer right atrepparttar 127353 top of your page in a headline or bold type. The offer includesrepparttar 127354 product that is for sale, its price,repparttar 127355 terms ofrepparttar 127356 sale, andrepparttar 127357 guarantee.

2) Announce it! If you have something new, start your letter with this important information. Nothing gets attention and builds excitement likerepparttar 127358 word NEW. I always put it in all capitals to give it added excitement.

3) Flatterrepparttar 127359 reader. There is nothing a customer likes more than to feel as though they are set apart from "the crowd". Describerepparttar 127360 type of person who would probably be one of your best customers. Tell whyrepparttar 127361 way they feel, work, think, or play is important and deserves attention. Userepparttar 127362 word "YOU" as often as you can.

4) Use a provocative quote. Quote a famous person or a customer. The quote should arouse curiosity. It should makerepparttar 127363 reader want to find out more about your product.

After you have your opening, good copy will usually follow suit. Just remember to use catchy phrases and not over hyperepparttar 127364 product. If something seems too good to be true, most people will probably disregardrepparttar 127365 offer. Ending with a PS is a nice touch, but remember that many people readrepparttar 127366 PS before they readrepparttar 127367 actual letter.

Kevin Nunley provides marketing advice, business writing, and popular promotion packages. See his 10,000 free marketing ideas at Reach Kevin at or 801-328-9006.

3 Killer Secrets for Closing the Sale

Written by Brian Tracy

Continued from page 1

Withrepparttar alternative close, whichever onerepparttar 127351 customer selects, you would have made a sale either way. You should always try to giverepparttar 127352 customer two choices. Even if you are selling a single product, you can give him two choices with regard to payment, or delivery. For example, "Would you like this delivered to your office or to your home address?" "Will that be MasterCard or Visa?" "Would you likerepparttar 127353 ATM 26 orrepparttar 127354 ATM 30?" And so on.

Killer Closing Secret #2: The Secondary Close

The second closing technique isrepparttar 127355 Secondary Close. This is extremely popular. It is a way of helping a customer making a big decision by having him make a small decision that infersrepparttar 127356 big decision. Instead of askingrepparttar 127357 customer to go ahead withrepparttar 127358 product or service, you ask a question about a peripheral detail,repparttar 127359 acceptance of which means that he has decided to buyrepparttar 127360 larger product.

For example, you could ask, "Would you want this shipped in a wooden crate, or would cardboard be all right?" "Would you like us to includerepparttar 127361 drapes and rods inrepparttar 127362 offer?" "Did you wantrepparttar 127363 standard rims or would you likerepparttar 127364 customized racing rims on your car?"

In each case, ifrepparttar 127365 customer agrees to or choosesrepparttar 127366 smaller item, he has indirectly said, "yes" torepparttar 127367 entire offering. People often find it easier to agree to small details than they do to making a larger commitment. That's why this is sometimes calledrepparttar 127368 Incremental Close, where you get commitment bit by bit torepparttar 127369 entire offer.

Killer Closing Secret #3: The Authorization Close

The third closing technique isrepparttar 127370 Authorization Close, which is often used to conclude multimillion-dollar transactions. Atrepparttar 127371 end ofrepparttar 127372 sales conversation,repparttar 127373 salesperson simply asks ifrepparttar 127374 prospect has any questions or concerns that haven't been covered. Ifrepparttar 127375 prospect has no further questions or concerns,repparttar 127376 salesperson takes outrepparttar 127377 contract, opens it up torepparttar 127378 signature page, places a check mark whererepparttar 127379 customer has to sign, and pushes it over to him saying, "Well then, if you will just authorize this, we'll get started on it right away." The word "authorize" is better thanrepparttar 127380 word "sign." A check mark is better than an X. Offering to "get started right away" is better than sitting there hoping forrepparttar 127381 best.

However you do it, be prepared to ask forrepparttar 127382 order in whichever ways seem appropriate atrepparttar 127383 moment.

Brian Tracy is a million-dollar master of peak sales performance and personal success strategies. As the world-renowned creator of 300 video and audio learning programs, and the best-selling author of 16 books, his ideas and approaches are used by most of the big money makers and the superstars of selling.

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