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How to Close More Online Sales Through the Magic of Questions

No one can deny that sales closing ... are ... vital in ... selling. But often, people ask me if they can apply my powerful closing ... to online ... My answer is

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 to the 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 in the form of an
order or lead.

Before we get started, I must emphasize that much of
the sale is made in the presentation. The close is
largely determined by how well you've presented the
product to the prospect. Your objective, then, is to
take the prospect smoothly past the point of closing,
making it easy for him or her to come to a buying
decision. You can accomplish this with the strategic
use of questions.

The All-Important Opening Question

When you're selling online, you don't have the
benefit of interacting with your prospect the way
you would in face-to-face selling. Therefore, the
first thing you say in your web copy has to be
something that breaks preoccupation, grabs attention,
and points to the result or benefit of the your

At any given moment, your prospect's mind is
preoccupied with dozens of things. Therefore, a
well-crafted question will cause the 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
as the 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% over the next 12 months?"

When you ask such a question, the first thing that
pops into the mind of the 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 solve the need posed by
the 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 you the opportunity to present
your product or service.

Questions That Keep Them Involved

Questions are equally vital during the presentation,
i.e., in the body of your web copy, for clearly
explaining how your product or service solves your
prospect's problem in an easy, fast, or cost-
effective way. Therefore, install questions within
your sales copy that capture attention. Keep your
prospect involved, and keep his mind from wandering
off in a different direction by using intriguing
questions that grab his lapels and jerk him toward
you. For the length of time that it takes a prospect
to answer a question in his mind, you have his total
attention. The prospect is drawn more and more into
the sales process as your questioning proceeds. If
your questions are logical, orderly and sequential,
you can lead the prospect forward toward the
inevitable conclusion to purchase your product or

Tip: Never say something if you can ask it instead!
Think of how you can phrase your key selling points
as questions. The person who asks questions has

Closing Questions that Presume the Sale

Just as questions are important at the beginning and
the body of your web copy, they are even more vital
at the end in gaining a commitment to action.

The key to asking a closing question is confident
expectation. You must skillfully craft your question
to convey that you confidently expect the prospect
to say, "Yes" or to agree to the sale.

For example, you can pose the following question in
your web copy: "When would you like to start using
to multiply your
profits?" In other words, you don't ask if they want
to buy your product, but when. This way, you're
asking for the sale expectantly, and the more
confidently you expect to sell, the more likely
it is that you will sell.

Tip: In crafting your closing question, include
the benefit that your prospect will get from your

When you ask a compelling closing question, you
diffuse the tension that normally creeps up on
your prospect at the "moment of truth." A
prospect's tension leads to the hesitance that
kills so many sales - both online and offline.

To be truly persuasive in the selling process,
learn to use questions judiciously throughout your
web copy. Instead of trying to overwhelm your
prospects with reasons and rationales for doing what
you want them to do, ask strategic questions instead.
When you take the time to plan the wording of your
questions, your prospect will become more interested
in your product -- and consequentlyFree Web Content, you will make
more sales.

Article Tags: Closing Techniques, Opening Question, Closing Question

Source: Free Articles from


Brian Tracy, the world-renowned best-selling author
of 16 books reveals "24 Techniques for Closing the
Sale," in his new multimedia presentation. Brian
shows you powerful tactics that can double or triple
your sales closing rate -- and teach you how to sell
50% to 100% of all prospects that you come in
contact with -- all in just 63 minutes.

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