ONLINE SALES

SIX RULES OF SALESMANSHIP TO CLINCH THE INTERNET DEAL
"I'll think it over.""We'll discuss this and let you know.""I'm just investigating all my options.""Your price seems high.""I didn't know you were new to this business.""I'll have to get back to you.""Let me review our budget first."How often have you heard one of those kiss-off lines? Each of them, translated into contemporary business English, means "No." You've lost the sale. Should you have made that sale? If you offered a reasonable price, a high-quality product, and good custo mer service, the answer is probably "Yes." But often these reasons are not enough to win over prospects. It's your skill as a salesperson that determines your success on the playing field. Oh, and don't forget confidence. Or, if you're not really confide nt, the ability to make your prospects think you are. Here are six rules to help you become your prospects' most valuable player.

1. LOAD EVERY STATEMENT WITH PRIDE.

Would you buy from someone who's indifferent about what he's selling? Your attitude is contagious. Show you're proud of the product or service your company provides, and you'll raise its value in your prospects' eyes. 2. APPEAL TO EMOTION RATHER THAN INTELLECT. This isn't to suggest that you scream, cry, laugh, or holler. Instead, use words that create vivid images and trigger prospects' emotional hot buttons. Hard to do, you say? Nope, it's easy. Take the word utiliz e. (You'll hear it from slide- rule jockeys who also say, "at his point in time.") Ugh! The proper word--if you want to sell something--is use. Here are a few more examples of words that help prospects get from "I like it" to "I want it...now!"
Snoozers......................................Sellers Desire..............................................Lust Large................................................Fat Forfeit.............................................Lose Funds..............................................Cash Discomfort.......................................Pain Conserve..........................................Save Value..............................................WorthGet the flavor of it? Emotion-laced words add seasoning-- invisibly, that's the wonder of it--and automatically switch your sales pitch into high gear.

Now let's add a subrule: Cheerfulness outsells gloom.
Ok, so you had a rough night. Or maybe you started the day by battling with your spouse. Perhaps your last customer hung up on you. Want to close THIS sale? turn on the smile and mean it. Clerks can be dour. Salespeople? Never.

3. PUT YOURSELF IN YOUR PROSPECTS' SHOES.

The more you think like a buyer, the better you'll be at sales. And because we're all buyers, it shouldn't be too difficult to figure out what's going on in your prospect's head. Think about a time when you walke d out of a store or hung up the phone without buying what you were shopping for. At what point did the sales pitch break down What did the salesperson say-- or not say--that turned you off.

To obfuscate or not to obfuscate with a plethora of verbiage
If you know all the words in that question, bully for you. If you use those words when talking with prospects, uh-oh! You're a showoff. And showing off is a sign of insecurity. Well, to a psychologist, it's a sign of insecurity. In a sales situation, it' s a sign of a confused customer and a lost sale. Use words and expressions that generate enthusiasm, not a trip to the dictionary. Remember, if you're going to walk the talk, then talk the talk--the customer's talk.

If you object to this rule based on the grounds that you deal with pedagogues and pedants who expect that kind of language, go ahead, pontificate away. But it's a sure bet you'll raise their interest if you switch to more convivial English.

4. OFFER BENEFITS NOW. The third and fourth rules join the second in separating clerks from salespeople. Clerks describe. Salespeople sell. Clerks are forever doomed to a secondary income level because they lack the ability to project the immediate benefit (an emotional component) above a feature (an intellectual component).

We see scenarios like this all the time--a "describer" competing weakly with a true salesperson. The describer shows an automobile to a husband and wife and says something like, "This vehicle has MacPherson struts and overhead cams. It idles at 1,700 rpm . The platinum-coated ignition is moisture-resistant to 30,000 miles."

The salesperson says something like, "Wait till your neighbors see this beauty parked in your driveway. It's pure class--from bumper to bumper. Why, even the ignition is plated in real platinum." Now, who is more likely to sell that automobile to the Mr. and Mrs.?

The clerk's pitch might work, if the prospect is one of those hot shots who is looking for MacPherson struts. In that case, the prospect will relate and react to the mention of the struts. Just remember that everyone has a different hot button. For example:

*Does your client want an immediate return on her investment "You'll start cashing in on this equipment this afternoon."
*Is she trying to get more control over her cash flow "Wait till your accountant sees the difference between this month and last month."
*Is your client looking to make more money by offering her customers more services "I have a suggestion. Start calling your customers right away and tell them about your increased capacity."
*Or does she want to become more efficient so she can have more leisure time? "So you're a tennis player? Start scheduling some games, because you're going to have a lot more free time now."

5. OOZE CONFIDENCE.

You're master of the universe. That means you never, never, NEVER lard your sentences with "y'know," "I mean," and "like." That means your voice has timbre, resonance without shrillness. That means you don't giggle. That means as far as your customer is concerned, your last deal, which was five minutes ago, was for $10 million.

The fifth rule is what truly separates clerks masquerading as salespeople from the real McCoy. Walk into a furniture showroom. A clerk, pretending to be a salesperson, intercepts you because it's his turn. He asks you what you're looking for. "Oh, a couc h." "What color?" he banters weakly.
Oh, sure, he shows you a few couches. But you didn't need him for that. You needed him to SELL you a couch. So, you're about to walk out and the impostor, following instructions, turns you over to someone from the look of things, must be the sales manager.

6. ASSUME THAT YOU'VE MADE THE SALE. Actually, this guy isn't the sales manager at all. He's just an old-time rock-'em-sock-'em gutsy salesman. He doesn't waste time worry about whether you want the black couch or the ivory one. Why should he? He knows b oth colors are in stock. And if you happen to change your mind and decide on a green couch, he'll get it, no hassle. This old-timer lives and breathes the sixth rule of salesmanship: He assumes that he's made the sale.

He walks over, smiles, looks you straight in the eye, shakes your hand firmly, and says, "OK, let's see what it takes to put this deal together." And you know that's what he'll do, because you know he's done it a thousand times before. His confidence becomes yours. Gotcha!

UNDERVIEW: 5 WAYS TO MOTIVATE PROSPECTS TO BUY

It doesn't matter who your prospect is. He could be a friend, a neighbor, a student, a small-business owner, or the president of a Fortune 500 corporation. He'll automatically respond to at least one of these five great sales motivators. Why? Because the y follow the second rule of salesmanship: Appeal to emotion rather than intellect. The great thing about these universal motivators is that even when you use them subtly, they'll have a powerful and immediate impact on almost anyone.
FEAR is the captain of our motivation team. It's also the most misused manipulator. Fear doesn't have to mean physical fear: "Buy from me or I'll break your kneecaps." It can be fear of missing out or being left behind. And, of course, there's always the fear of appearing stupid.
To successfully use fear to motivate a prospect, you have to throw a bomb but act like you're throwing a marshmellow: "How fast do you want this Hmm, I can probably deliver yours earlier than the one to--oops, I can't mention the name. Anyway, whoever confirms first gets it first."
EXCLUSIVITY is the easiest to mount of the great motivators. It's also wonderful to use when you make an unsolicited phone call. You can always find a way to trigger one of the two universal exclusivity reactions:

*Everybody wants it, but you can have it now. "I just got word that what you've been looking for is coming in this week. I can put your name down for the first one."
*This is the only place you can get it. "If you can swing it, you'll have the top of the line. If not, I'm sure you can find something else that's almost as good as what we offer."
GREED is unassailable in its power to overcome objections and artificial delay. One caution: Don't let an appeal to greed tar you with a "bottom-end supplier" brush.
No matter how expensive your product or service may be, it's a bargain. Got that? It's a bargain. Even if you're the most expensive source, it's still a bargain--if you position your offering the right way. You can cut off money objections before they ever surface in your prospect's mind with such similes as, "Of course you can get dependability, like a Chevrolet. but with my product, you're getting a Rolls-Royce for the price of an Oldsmobile."

Or if you can combine exclusivity with greed: "I can tell just by the way you talk (or by the way you carry yourself) that you won't be satisfied with cheap gimmicks. You want a lot for your money. You don't want schlock."

NEED FOR APPROVAL works best when you're dealing with middle management, with underlings, and with those who aren't yet arrogant or loaded with self-importance.
To crank up the motor of this motivator, you have to transmit a believable message: The prospect is lucky to do business with you, and you're in a position to make her a heroine. What follows are two examples:
*"I think your managing director, Sam Jones, is going to be very pleased you were able to get him such a great deal."
*"I deal with pumpernickel buyers all day, every day. But I'm so impressed by your knowledge and approach that I have to tell you what I plan to tell Sam Jones: You're one terrific negotiator!"
Don't worry about using compliments to warm up prospects. It's almost impossible to overflatter someone, provide you are sincere and don't sound like a toady.

GUILT can come into play when all else fails. It's the toughest motivator to master in today's brutal business world. But just don't feel guilty using GUILT unless you turn on the afterburners. Guilt is the result of betrayed loyalty, belongs to history,
not to present events. Buyers have the loyalty of a gnat, which is why business relationships built on gifts, bribes, and golf outings are so transient.
You can try guilt when you have the inescapable feeling that all is lost: "I've lost this sale, haven't I?" Only the most honest prospect will confirm, "Yeah, you're dead." Most prospects will say, " Not necessarily," or "I haven't made up my mind yet." This is when you compound the guilt and shift the burden to the prospect: "Then tell me what can do to convince you to buy?"

RADICAL MANEUVERS

If you object to these rules because you think some of them aren't particularly dignified, keep in mind that losing a sale is less dignified. I guarantee you'll feel good about clinching a deal you probably would have lost had you approached it like a cl erk rather than an authentic, graduate-level salesperson.

Convinced? Then read this article once more before you meet the next unwitting prospect who may not know what a heavyweight you are.
Here are those six rules again, in quick sequence, so you can memorize them before your next sales encounter. Or better yet, if you have an associate, try them out on each other:

1. Load every statement with pride.
2. Appeal to emotion rather than intellect.

3. Put yourself in your prospects' shoes.

4. Offer benefits now.
5. Ooze confidence
6. Assume that you've made the sale.

My turn. I've made every statement in this article with the pride that comes from knowing I'm right. I've packed my sales arguments to you with emotional language. I've written this article with you, the small-business owner, in mind. I've shown you that benefits that can be immediate.

Confidence? I'm as confident as I can because I'm assuming I've sold you on the proper techniques for closing a sale.
So what are you waiting for? You still have time to close a few deals before the day is done!
End of article.
If I've read one piece on selling, I've read tens of thousands of pieces, attended seminars, trainings, you name it. This is the SHORTEST piece that I have ever seen that gets at the HEART of all the major principles I have seen in successful selling. Oozing pride over your products and services, oozing SELF-confidence, appealing to emotion, and assuming the sale are the most important elements in every sales situation.

SEE WEBER AUTORESPONDERS IN THE TOOLS FILE THIS IS BY THE OWNER.... GREAT ARTICLE

This article is part of the AWeber Follow Up Autoresponder Demo that you signed up for at http://www.aweber.com/?14969* Do Potential Customers Forget About You?
By Tom Kulzer
With a web business you probably have customers inquiring about your products or services from around the globe. When you get an inquiry via email or your website you try to rapidly send more information to that hot prospect. By satisfying that person's need for information quickly you can dramatically increase the likely hood of making the sale.
Once you deliver the first bit of information to your prospect do you send any further information?
Most internet marketers do not.

When you don't follow up with additional information you are letting valuable customers slip from your grasp. These are customers that may have been very interested in your products but simply lost your information or were to busy when your first information letter was sent. Some customers even purposely wait to see if you find them important enough to follow up with. When they don't receive a follow up message they take their business else where.

Are you losing profits due to inconsistent or ineffective follow up?
Follow up is more than just a process, it's an art. To do it effectively you need a system and then you need to stick to that system EVERY DAY! If you don't follow up with prospects consistently and in a timely fashion regarding their INDIVIDUAL information request then you might as well forget the whole process.

Consistent follow up gets results.
When I first started marketing and following up with prospects I used what I call the "list technique". I had a large database of names and email addresses of people that had specifically requested information about my products and services in the past. Since they had already seen my first letter when they made their information request I usually used the latest news from the company for a follow up piece. Once I had my follow up letter written I would send it to everyone that had previously requested information from me. While this gained me a few additional orders it wasn't totally effective. Lets look at why this method is not effective.
* It wasn't consistent because I only sent it when the company
had "big news".

* It didn't give the buyer additional information about my
services so they could make an informed buying decision. It
merely told them about our latest news. Why should they care
if we just moved into Canada when they wanted to use our
service in California?

* The "big list" mentality. When I wrote the follow up message
I was writing a bulletin to everyone, not the individual that
made the information request.

OK, so what method have I discovered that really works?
Individual follow up at preset times with pre written messages will dramatically increase your sales. I have spoken with several others who use this same technique and they have all at least doubled their sales of various products. To setup this system you need to do some planning.
First you'll need to develop your follow up messages. If you've been marketing on the internet for any length of time then you should already have your first information letter. Your second letter (or first follow up) should go into more detail than the first letter. Fill in with additional details where you didn't have space to do so in your first letter. Make sure you stress your product or service's BENEFITS.

Your next 2-3 follow up messages should be rather short and stress the benefits. Make lists of benefits and potential uses for your product and services. Write the letters so your prospect can skim the contents and get the full force of your message.

For your last couple of follow up messages you should create a sense of urgency in your prospect's mind. Make a special offer to give them a reason to order now instead of waiting longer. The key is creating urgency so you'll need to look at your product or service and see how you can make your prospect want to order immediately.

The final 1 or 2 follow up messages should be in the form of a question. Ask your prospect why they haven't ordered? Try to get them to respond. Ask if the price was to high, the product wasn't the right color, not the right features, or were they looking for something else. By this time it's unlikely the person will order from you but their feedback could help you modify your follow up letters or product and services so that other prospects will order from you.

The timing of your follow up letters is also important. You don't want to have one prospect receive a follow up the next day when another prospect waited over 3 weeks for a follow up. You should always send the first follow up 24 hours after the information request. You want a hot prospect to have more information quickly so they can make an informed buying decision. The next 2-3 follow up messages should be sent between 1 and 3 days apart. Your prospect is still hot and is probably still shopping around for information. Provide them with the benefits they want and you will make the sale. The final follow up messages should be sent with much more time in between them. You don't want to annoy your prospect so make sure the letters are at least 4 days apart.