7 QUESTIONS YOU MUST ANSWER BEFORE A CUSTOMER WILL BUY

Customers buy from you because they expect to get something
more valuable to them than the money they pay for it. You
can assure them of getting that value by answering 7
important questions. Prospective buyers usually don't ask
these questions. They may not even think of them. But they
won't buy from you until all 7 questions are answered in
their mind.

1. EXACTLY WHAT ARE YOU PROPOSING?

Prospects won't buy unless they know exactly what you're
offering them. Make your proposition simple and easy to
understand.

2. WHAT'S IN IT FOR ME?

Prospective customers don't really care about you or your
company. They only care about how they can personally
benefit by using your product or service. Tell them what
they want to know. Describe in detail how their life will
improve when they buy your product or service -- and why
it's worth the price.

3. HOW FAST CAN I GET IT?

The faster you can deliver your product or service the more
sales you'll get. Consider offering an option for overnight
delivery if you sell something that cannot be delivered
immediately after being purchased. One Internet marketer
told me her orders increased almost 30 percent when she
added the option for overnight delivery -- even though she
charged the additional cost to the customer.

4. WHAT IF I DON'T LIKE IT?

People are reluctant to risk the chance of not getting what
they expect after buying your product or service. Offer the
most liberal guarantee you can afford. An unconditional,
money back guarantee will produce the most sales because it
completely eliminates all of the customer's risk. State your
guarantee prominently and in detail. Clearly reveal any
conditions that apply.

5. WHY SHOULD I BELIEVE YOU?

A prospective customer will not buy from you until you
remove all doubt in his or her mind that you can and will
deliver exactly what you promise. Testimonials are a
powerful tool you can use to accomplish this. They provide
proof you've already delivered satisfaction to other
customers.

TIP: Avoid using any claim that sounds exaggerated ...even
if it's true. A bold claim creates doubt in your prospect's
mind and jeopardizes the sale. Reduce any bold claims to a
more believable level.

6. IS MY DECISION TO BUY A GOOD ONE?

Customers usually make an emotional decision to buy. Then
they look for logical reasons to prove their decision was a
wise one. That's the time for you to talk about how long
you've been in business, how experienced you are or how much
research went into developing your product or service. It
provides the logical reasons your customer needs to justify
their emotional decision.

7. HOW DO I GET IT?

Did you ever walk out of a store empty handed instead of
waiting in a long line for somebody to take your money. I
have. Many buyers abandon their orders at online shopping
carts instead of trying to figure out the confusing
instructions.

It's a total waste to lose sales from ready buyers because
the buying process is too complicated or lengthy. Don't let
that happen to you. Make sure your buying process is simple,
easy and fast.

A prospective customer won't buy from you until all 7 of
these questions are answered in his or her mind. Take some
time now to review your web site and other sales tools. Do
they clearly answer all of these questions? If not, revise
them so they do. You'll see an immediate increase in the
number of sales you get.