Take Your Selling Cap Off
Pushing hard to make the sale, or even giving the perception of trying to hard to sell is a very large mistake most internet marketing folks make
. People may think that is what sales and marketing people are supposed to do to be successful however most potential buyers are completely turned of by this technique. Using these kind of techniques will push them right into the lap of one of your competitors.When people "surf the net" they are looking for something, possibly with out even consciously knowing what it is. It is fair to say that they need or want more information about something. This has become a problem for them and they are looking for a solution to that problem. Creating solutions to problems has an easily recognizable value connected to it. Providing value and creating solutions is what selling is all about. In order to solve a problem or satisfy a need we first must know what they are.The professional salesperson, "entrepreneur" goes about discovering what the wants, needs, and problems are, which really goes a long way to developing the relationship. Professional selling is nothing more than legitimately solving problems, and satisfying needs. It is also important to understand that before any problem solving or needs satisfying can be accomplished we must find out and know what these wants,needs, and problems are. Through the internet marketing process the customer will typically identify his or her problems, wants, and needs.This is why the wording of your application is so incredibly important. When reviewing the completed application with the customer each and every strategically developed question and answer should reveal the information you necessarly need to know to convert the application into a sale.The process of going though the application with the customer is simply confirming and committing the customer to the fact that his or her wants, needs, and problems are clealy identified. At this point the process of solving the problems, satisfying the needs, and wants can begin. This is where your sales presentation begins. The features and benifits should be presented specifically pointing out the feature and then the corresponding benifit. In other words here is what it is and here is what it does, so therefore here is how it solves your problem, or satisfys your wants or needs. After confirmation with the customer that your product or service will actually solve the customers problems, and satisfy the wants and needs, closing becomes extemely easy.Take Your Selling Cap Off
By: William Shaut