You can increase your sales by neutralizing unspoken objections your prospects may have to buying from you ...BEFORE you ask them to buy. Neutralizing unspoken objections will increase sales you get from your web pages, sales letters and personal presentations.
Neutralizing objections is easier than it sounds. Most of your prospect's objections to buying fall into 1 of only 3 categories. Let's look at these 3 categories of objections ...and some proven tactics you can use to neutralize them.
1. THE MONEY OBJECTION
Most of your prospects have (or can get) money to buy what you're selling. But they have a money objection. Some think your price is too high. Others believe they can get a better value from a competitor.
You don't have to reduce your price to neutralize these Money Objections. Here are 2 proven tactics that work for any business.
Enhance perceived value of your product or service. For example, some businesses include with each sale a manual, CD or downloadable e-Book crammed with information related to using their product or service.
Another effective tactic is to promote yourself or your company as a "Specialist" catering to special needs of a narrowly defined targeted market. Prospects feel comfortable when buying from somebody who thoroughly understands them and their unique needs. They want to do business with you -- even if you don't offer lowest price.
Here's a simple 3-step process you can follow to develop yourself into a specialist:
Step 1: Divide your primary market into several more narrowly defined specialty markets.
Step 2: Learn everything you can about prospects in each new specialty market ...and about how your product or service meets their special needs.
Step 3: Customize your sales message to appeal directly to special interests and unique circumstances of prospects in each specialty market.
TIP: If you're attracting many prospects who really don't have (or can't get) money to buy your product or service -- you need to change your market. Target a market where prospects have an intense desire for benefits produced by your product or service ...AND money to buy it.