Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams.
Selling online is really no different than selling in person, face to face with your prospect. Really, it's just a way of making sales calls more efficiently and economically. You've got to get his attention - you've got to appeal to his interests -you've got to make him understand how his purchase of your product will benefit him - and finally, you've got to close the sale by causing him to reach into his wallet for money or to write out a check for whatever it is you're selling.
Remember, in essence, even though the method of selling is the Internet, it's the same as if you were knocking on his front door. Thus it's very important that your material look its best. Make your website look professional and successful. The opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately closed.
Once he's gotten the website opened and is looking at your presentation, you've got to carry over that image of professionalism and success
-Make him feel comfortable
-Be friendly and believable.
-Stimulate his interest in whatever you're selling by appealing to one of his basic wants, needs or problems with a solution. Don't waste his time with a long and/or complicated dissertation. >BR>The most important thing you want to do is to create within your fulfillment he'll have as a result of buying from you.
Stimulate his imagination, and explain to him how he can use whatever you're selling to his advantage.
Finally, and most importantly, make it as simple and as easy as possible for your prospect to buy from you. Don't force him to read a long, drawn out sales agreement or contract. Just make your presentation, explain how purchasing from you will solve his problems or fulfill his dreams, paint a word picture that allows him to see himself with your product and his problems solved or his dreams fulfilled, and then direct the buyer to your order page on your website.
Too many sales presentations begin with some sort of story about the seller -
Hello there, I'm writing to you from the beautiful beaches of Waikiki; or after a hundred years of research I've found the fountain of youth; even some such tripe as dear friend - you may not know me but I'm now a millionaire...
When you put your sales presentation on paper - when you're trying to sell something by mail or online - appeal to the basic wants, needs or problems of your prospect. He or she wants only to satisfy his or her problems - not read about who or where you are or what you've done
-just ask them if they'd like to know how to make their tires on their car last 10 years or more (or whatever the benefit of your product is)
Above all else, remember that people's wants, needs and problems are changing constantly - and that people are learning all the time -
meaning that you must constantly be up-to-date with what you're selling, and always be improving your sales presentation.
May be reprinted and redistributed freely as long as the resource box remains intact. To show my appreciation to the people that use my article, I run a free solo ad to my ezine list. Once I receive confirmation of the url or a copy of the ezine that the article was used in, I will run your solo ad. Send the url or ezine copy to pnewsletter2004@yahoo.com*************************************************************
DeAnna publishes the biweekly ezine Prospecting and Presents.
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