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 127376 form of an order or lead.

Before we get started, I must emphasize that much of repparttar 127377 sale is made inrepparttar 127378 presentation. The close is largely determined by how well you've presentedrepparttar 127379 product torepparttar 127380 prospect. Your objective, then, is to takerepparttar 127381 prospect smoothly pastrepparttar 127382 point of closing, making it easy for him or her to come to a buying decision. You can accomplish this withrepparttar 127383 strategic use of questions.

The All-Important Opening Question

When you're selling online, you don't haverepparttar 127384 benefit of interacting with your prospectrepparttar 127385 way you would in face-to-face selling. Therefore,repparttar 127386 first thing you say in your web copy has to be something that breaks preoccupation, grabs attention, and points torepparttar 127387 result or benefit ofrepparttar 127388 your product.

At any given moment, your prospect's mind is preoccupied with dozens of things. Therefore, a well-crafted question will causerepparttar 127389 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 127390 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 127391 next 12 months?"

When you ask such a question,repparttar 127392 first thing that pops intorepparttar 127393 mind ofrepparttar 127394 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 127395 need posed by repparttar 127396 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 127397 opportunity to present your product or service.

Questions That Keep Them Involved

Does your sales letter display confidence?

Written by Grady Smith

I mean, doesrepparttar reader really believe that you have confidence behind your product? Do you confidently show them that you know your subject, and through your selection of words and phrases, are you displaying confidence that this product isrepparttar 127375 one that will solve their problem?

Confidence makes us buy, because we begin to see thatrepparttar 127376 person knows their subject. The lack of confidence in a sales letter shows us they don’t feel comfortable with what they’re saying. It comes across as unsure.

It might not sound like much. You’ve read that givingrepparttar 127377 potential customer specific benefits that offer a solution to their problem isrepparttar 127378 biggest hurdle. Butrepparttar 127379 reality is sales depend on how you present your material as to build confidence in you as well as your product.

There was a time when I was a telemarketing sales manager. I know, but don’t hate me. Though I might have interrupted a few dinners or got you up offrepparttar 127380 couch, I am about to teach you something here.

My job was to teach telemarketing reps how to sell. I would center in on someone that wasn’t making any sales, listen in on them, then after a few calls I would let them listen in as I took one for them. I would mimic their sales pitch, using almostrepparttar 127381 exact same words that they did. But nearly every time I did this I would make a sale on my first call where they had struggled through about thirty pitches without even a nibble.

Why was I able to make a sale after only one call usingrepparttar 127382 exact same words of a representative that couldn’t close a sale after 30 calls? Confidence my friend. It makes allrepparttar 127383 difference inrepparttar 127384 world.

So how do you apply confidence to a sales letter you’re writing?

Start by looking at some ofrepparttar 127385 marketing pros out there. Seerepparttar 127386 words and phrases they use to display confidence. If an online marketer is making money with their sales letter then they’re displaying confidence in it.

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