How to Close More Online Sales Through the Magic of Questions

Written by Brian Tracy

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 127454 form of an order or lead.

Before we get started, I must emphasize that much of repparttar 127455 sale is made inrepparttar 127456 presentation. The close is largely determined by how well you've presentedrepparttar 127457 product torepparttar 127458 prospect. Your objective, then, is to takerepparttar 127459 prospect smoothly pastrepparttar 127460 point of closing, making it easy for him or her to come to a buying decision. You can accomplish this withrepparttar 127461 strategic use of questions.

The All-Important Opening Question

When you're selling online, you don't haverepparttar 127462 benefit of interacting with your prospectrepparttar 127463 way you would in face-to-face selling. Therefore,repparttar 127464 first thing you say in your web copy has to be something that breaks preoccupation, grabs attention, and points torepparttar 127465 result or benefit ofrepparttar 127466 your product.

At any given moment, your prospect's mind is preoccupied with dozens of things. Therefore, a well-crafted question will causerepparttar 127467 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 127468 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 127469 next 12 months?"

When you ask such a question,repparttar 127470 first thing that pops intorepparttar 127471 mind ofrepparttar 127472 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 127473 need posed by repparttar 127474 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 127475 opportunity to present your product or service.

How to Trigger a Successful Sale through the Power of Psychological Triggers

Written by Joe Sugarman

A desire to buy something often involves a subconscious decision. In fact, I claim that 95% of buying decisions are indeed subconscious.

Knowingrepparttar subconscious reasons why people buy, and using this information in a fair and constructive way, will trigger greater sales response -- often far beyond what you could imagine.

I recall a time when I applied one of these subconscious devices by changing just one word of an ad, and response doubled. I refer to these subconscious devices as psychologal "triggers." A psychological trigger isrepparttar 127453 strongest motivational factor any salesperson or copywriter can use to evoke a sale.

There are 30 triggers in all, some of which I will reveal to you in a moment. Each trigger, when deployed, hasrepparttar 127454 power to increase sales and response beyond what you would normally expect.

There are triggers, for example, that will cause your prospect to feel guilty if they don't purchase your product. Let me give you an example. Whenever you receive inrepparttar 127455 mail a sales solicitation with free personalized address stickers, you often feel guilty if you userepparttar 127456 stickers and don't send something back -- often far in excess ofrepparttar 127457 value ofrepparttar 127458 stickers. Fundraising companies use this method a great deal. You receive 50 cents worth of stickers and send back a $20 bill.

Another example are those surveys that are sent out asking for you to spend about 20 minutes of your time filling them out. Enclosed inrepparttar 127459 mailing you, might find a dollar bill included to encourage you to feel guilty, and entice you to fill outrepparttar 127460 survey. And you often spend a lot more than one dollar of your time to do that.

Guilt is a strong motivator. I have to admit that I've used guilt in many selling situations, in mail order ads and on TV -- with great success, I might add.

I call one ofrepparttar 127461 most powerful triggers a "satisfaction conviction," which is a guarantee of satisfaction. But don't confuse this withrepparttar 127462 typical trial period you find in mail order, i.e., "If your not happy within 30 days, you can return your purchase for a full refund." A satisfaction conviction is different. Basically it takesrepparttar 127463 trial period and adds something that makes it go well beyondrepparttar 127464 trial period.

For example, if I were offering a subscription, instead of saying, "If at anytime you're not happy with your subscription, we'll refund your unused portion," and instead said, "If at any time you're not happy with your subscription, let us know and we'll refund your entire subscription price -- even if you decide to cancel just beforerepparttar 127465 last issue."

Basically you're saying to your prospect that you are so sure that they'll likerepparttar 127466 subscription, that you are willing to go beyond what is traditionally offered with other subscriptions. This in fact givesrepparttar 127467 readerrepparttar 127468 sense thatrepparttar 127469 company really knows it has a winning product and solidly stands behindrepparttar 127470 product and your satisfaction.

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