How to Close More Online Sales - Through the Magic of Questions

Written by Vadim Rachkowan


No one can deny that sales closing techniques are absolutely vital in face-to-face selling. But often, people ask me if they can apply my powerful closing techniques to online marketing. My answer is an unequivocal, "Yes!"

Of course, there are some closing techniques that are more applicable torepparttar Web than others -- but I'll show you magical closing secrets that can dramatically increase your web sales, and rapidly increase your online income. This works best on direct response websites - i.e., those that focus on getting an immediate response inrepparttar 127317 form of an order or lead.

Before we get started, I must emphasize that much ofrepparttar 127318 sale is made inrepparttar 127319 presentation. The close is largely determined by how well you've presentedrepparttar 127320 product torepparttar 127321 prospect. Your objective, then, is to takerepparttar 127322 prospect smoothly pastrepparttar 127323 point of closing, making it easy for him or her to come to a buying decision. You can accomplish this withrepparttar 127324 strategic use of questions.

The All-Important Opening Question

When you're selling online, you don't haverepparttar 127325 benefit of interacting with your prospectrepparttar 127326 way you would in face-to-face selling. Therefore,repparttar 127327 first thing you say in your web copy has to be something that breaks preoccupation, grabs attention, and points torepparttar 127328 result or benefit ofrepparttar 127329 your product.

At any given moment, your prospect's mind is preoccupied with dozens of things. Therefore, a well-crafted question will causerepparttar 127330 prospect's thinking to be directed to what you have to say.

Your opening question must be aimed at something that is relevant and important, and at something that your prospect needs or wants. What do sales managers, for instance, sit around and think about all day long? Increasing sales! Therefore, if your target market consists of sales managers, here's an example of a question you can use as a headline or asrepparttar 127331 first part of your copy: "How would you like to see a method that would enable you to increase your sales by 20% to 30% overrepparttar 127332 next 12 months?"

When you ask such a question,repparttar 127333 first thing that pops intorepparttar 127334 mind ofrepparttar 127335 prospect should be, "What is it?" - whereupon you've captured his or her attention, and you can then begin to articulate how your product or service can solverepparttar 127336 need posed byrepparttar 127337 question.

Plan your opening question carefully. If your opening question fails to break your prospect's preoccupation and grab his attention, he will click away before giving yourepparttar 127338 opportunity to present your product or service.

Questions That Keep Them Involved

Overcome Objections and Close the Sale

Written by John Boe


Unfortunately,repparttar first two orders many new salespeople receive are ďget out and stay out!Ē It is human nature for your prospect to procrastinate when asked to make a decision involving money. Studies indicate that a prospect will say no on average five times before they actually buy. As a professional salesperson, it is important to remember that an objection is not a rejection of you personally. Simply put, an objection is nothing more than a request for additional information. As a general rule, prospects are hesitant to commit to purchasing a product or service until they have convinced themselves they need it and that they are getting it at a fair price. Top producing salespeople not only expect objections duringrepparttar 127316 sales process, they anticipate them. Believe it or not, objections are a good sign and you should actually look forward to them. If your prospect werenít somewhat interested in your product or service, they wouldnít be asking questions. Typically, your prospectís objections fall into four major categories; no money, no perceived need, no hurry, or no trust. If you havenít built trust and rapport with your prospect, qualified them financially, and conducted a thorough needs analysis, you can expect them to use objections to derailrepparttar 127317 sales process.

When your prospect voices an objection, treat it with respect and hear them out. Interrupting when you should be listening is a significant factor inrepparttar 127318 loss of trust and rapport. Even though you may have heard that same objection many times, avoidrepparttar 127319 temptation to begin addressing their concerns prematurely. Before you begin your response, it is vitally important that you understand your prospectís specific concerns. Otherwise, you runrepparttar 127320 risk of shooting yourself inrepparttar 127321 foot by voicing an objection they had not even considered. I recommend you restate and gain agreement onrepparttar 127322 specific objection prior to responding. This approach not only provides clarity, but it also builds rapport. When addressing an objection, donít dumprepparttar 127323 whole bale of hay. The majority of salespeople have a tendency to overwhelm or bore their prospects by over-educating them. In an attempt to impress them with how knowledgeable they are, some salespeople lengthenrepparttar 127324 appointment and use up their valuable fallback positions. There are times when your prospectís objection may be disruptive and therefore you might want to delay answering it until further along in your presentation. When you makerepparttar 127325 decision to delay your response, I recommend you writerepparttar 127326 question down and ask if it would be all right to address their concern later in your presentation. Ifrepparttar 127327 same objection comes up twice, you need to stop and address it immediately.

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