3 Simple Selling Tactics
by Bob Leduc
The following 3 simple selling tactics produce sales by responding to the way customers normally
think and behave. They work for any business - regardless of what you
sell, how you sell or where you sell it.
1. Pay Attention to Getting
Can you remember the last 3 advertising messages beamed
at you? Can you remember even one of them? Most people can't ...including
your prospective customers. That's because they automatically ignore the
steady stream of advertising directed at them.
This illustrates a
major obstacle you need to overcome before you can sell anything. You have to
get your prospect's attention - and get it fast - or your sales message
will be ignored.
Here are 3 proven ways you can capture a
prospect's attention quickly:
* Make a dramatic statement: Example:
"Even My Doctor Uses These Health Products"
* Surprise your prospects
with something unexpected: Example: "Try our service without charge for one
* Ask a provocative question: Example: "If you're such a smart
business owner why aren't you making six figures?"
attention getting headlines on all your web pages. Many visitors arrive at a
web page then immediately click away - unless something instantly catches
2. Emphasize the Human
Prospective customers are more receptive to buying from
a real person than from an impersonal company. Look for ways to create a
personal relationship with your prospective customers. For
...If you sell face to face, spend some time early in
the selling process getting to know a little about your prospects and
letting them get to know you.
...If you sell online or in some other way
where you don't talk with prospects, include some information about you
in your presentation. What you say about yourself will have the greatest
impact if it highlights why you are uniquely qualified to provide what your
Tip: Sell yourself to make prospective
customers comfortable with the selling process. But sell your company and
its history of producing results to make prospective customers confident of
your ability to deliver what you promise.
3. Trigger Your Customer's
Convert the benefits delivered by your product or
service into vivid word pictures. Then put your prospect in the picture by
dramatizing what it feels like to be enjoying those benefits.
specific. If you sell financial products, describe what it feels like to
enjoy an affluent living without debt. If you sell boats, describe what it
feels like cutting through the waves with your friends onboard. If you
promote a business opportunity, describe what it feels like to be at home
working without a boss.
Tip: Be sure your word pictures are dramatizing
benefits and not describing features. People don't really care about the
new high-tech insulation used in their beverage cooler (a feature). They just
want to be able to enjoy ice cold beverages all day long on a hot day (the
These 3 selling tactics produce sales by responding
to normal human behavior. Use them in your web pages, sales letters and
personal presentations. The volume of business they produce will surprise
Increase Your Sales With 'The Big Benefit'
People buy products or services from you because they expect to gain a benefit. The benefit is more
valuable to them than the money they spend to get it. You can use that
benefit 3 different ways to increase the results produced by
your marketing efforts.
Customers who have an objection about your product or service are functionally unable to listen to you. While you're busy asking them questions or sharing information, their attention is focused elsewhere.
How To Turn The Biggest Skeptics Into Eager Buyers
When making a purchasing decision, people are wary. They want to be sure they're not going to get ripped
off. Here are some ways to dissolve skepticism and prove your
3 Killer Secrets for Closing the Sale
Closing the sale is perhaps the most stressful and challenging
part of the sales process. This is where the rubber meets the
proverbial road. Brian Tracy reveals 3 closing secrets that can easily triple
your sales in the next 90 days.
Copyright 2004 Bob Leduc
Bob Leduc spent 20 years helping businesses like yours find new customers and
increase sales. He just released a New Edition of his manual, How To Build
Your Small Business Fast With Simple Postcards ...and launched *BizTips from
Bob*, a newsletter to help small businesses grow and prosper. You'll find
his low-cost marketing methods at: http://BobLeduc.com