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.
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