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Home::Sales
Selling Strategy - 5 Ways To Success
Author : Erny Setyawati
Web sites exist for essentially two purposes. The first is
to provide information. The second is to sell. If your
purpose for being online is to sell products or services,
but you don't have tons of sales experience to fall back on,
this article is for you! Selling is not some mysterious process that happens in smoke
filled rooms or some gift you are born with. At it's core,
selling is really finding out what people want and providing
a way for them to get it. And you must take the buyer
through a certain logical order before they will buy. Like almost any other skill, selling can be learned. Today
we look at the five basic steps of a sale. After you finish
reading today's article take a close look at your website,
selling letters, ad copy and more to see if they take the
buyer through these five steps. If not, take steps to make
your copy stronger and measure the results. After going through this 'fine-tuning' process a few times
you will have a web site that consistently makes sales and
creates a reliable income for you. Now, the five steps of
the sale. There are five distinct steps you must go through with a
prospect in order to get them to say yes. Write these on an
index card and use them as a checklist each time you make a
presentation. 1) Attention - Without your prospect's full attention, you
can't proceed. Make sure that your prospect pays attention
to your selling message, not your graphics or hot color
combos. Spinning ducks are cute, powerful words sell
products. 2) Involvement - Once you have their attention, get them
involved. Have them do something. Ask them to sign up for
your newsletter or take an online survey right from your
home page. If they are interested enough to take this step,
you're headed in the right direction. 3) Conviction - They have to be convinced in order to buy.
Make sure your words include the FACTS they need to make a
logical decision. Prospects buy on emotional impulse but if
they can't defend their purchase with logic you'll lose the
sale. 4) Desire - This is where the art of selling lives. THEY
MUST WANT IT. Include strong emotional 'hooks' for people to
relate to. Tell them exactly what's in it for them. Remember
that people are usually motivated by the promise of gain
(making more money) or the fear of loss (act now before the
price goes up). The simple fact is that people will buy on an emotional
impulse. They may defend their purchase with logic -
especially to their spouse ;) but they buy things because
they WANT to. A great example of this is the Golden Gate Bridge. I'm
totally convinced the Golden Gate Bridge is a great bridge,
but I don't want to buy it. ;) Dry stats won't do the job,
emotion will. 5) Close - If you've done your job in the four preceding
points, closing is a matter of arranging the details. But it
is in this step that many sales are lost. Here's the key to
closing the sale. TELL them exactly what to do next and keep
them laser focused on doing that one thing. Do NOT include
links to other products or programs on your order page. Keep
their focus on whipping out that credit card and buying now.
Make it simple and easy to do. Now that you know the five steps of a sale, examine your
website and selling material to see how you stack up. No
matter what you sell, the prospect must complete the steps
before they will buy. The fact that they visit your site at
all indicates interest. Gently guide them through the other
four steps and success will be yours!  http://ezinearticles.com/members/mem_pics/Erny-Setyawati_281.jpg" border="0" alt="EzineArticles Expert Author Erny Setyawati"> Erny Setyawati is author of Bali Global Market Ezine that give solution of home business promotion and strategy, visit her webiste a: http://www.baliglobalmarket.com Spam emails More free articles Related articles
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