3 Simple Selling Tactics

by Bob Leduc

3 Simple Selling Tactics
Copyright 2004 Bob Leduc
http://BobLeduc.com

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 Attention

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 month"

* Ask a provocative question:
Example: "If you're such a smart business owner why aren't
you making six figures?"

Tip: Include attention getting headlines on all your web
pages. Many visitors arrive at a web page then immediately
click away - unless something instantly catches their
attention.

2. Emphasize the Human Relationship

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 example:

...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 customer wants.

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 Imagination

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.

Be 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 benefit).

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 you.

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
or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV

About the Author