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Neutralizing unspoken objections will increase the sales you get from your web pages, sales letters and personal presentations.
1. The Money Objection
Most of your prospects have (or can get) the 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.
Enhance the 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 the 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 the lowest price.
Here's a simple 3-step process you can follow to develop yourself into a specialist:
2. The Priorities Objection
Some of your prospective customer didn't buy from you because they put a higher priority on spending their money for something else. You can get many of these sales by persuading them to make YOUR product or service their priority.
3. The Scepticism Objection
Your prospects bought things in the past that didn't produce the promised results. That makes them skeptical of your promises. Some of the ways you can overcome their skepticism include:
Neutralize all 3 of these unspoken objections before you ask your prospects to buy. Do it in your web pages, your sales letters, your personal presentations -- every message designed to generate sales. You'll see an immediate increase in your sales volume.
Copyright 2002 by Bob Leduc. All rights reserved.
Bob Leduc is a Sales Consultant with 30 years experience in generating low-cost leads. He recently wrote a manual for small business owners, "How to Build Your Small Business Fast With Simple Postcards", and several other publications to help small businesses grow and prosper. For more info: mailto:BobLeduc@aol.com?subject=Postcards Phone: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV
Ten Non Techie Ways to Market Your Book Online by Judy Cullins
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