Asking Smart Questions To Close The Sale

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Asking Smart Questions To close the sale copywritingmarketingsales

…you learn how to sell by doing it. And, if you want to be supreme in your efforts, you learn how to do it first in person and then you transfer your efforts to print. Gary Halbert

…you learn how to sell by doing it. And, if you want to be supreme in your efforts, you learn how to do it first in person and then you transfer your efforts to print. Gary Halbert

I couldn’t stick to my self-promise of writing at least something on my blog everyday, but it wasn’t my fault.

My site host provider had some serious issues with their server which meant all my sites have been down for days.

So, in order to prevent that messing up at least this site in future, I transferred it to a different host.

That said, on with the show.

Something basically all the top copywriters say is, learn to sell first before trying to write copy.

In fact, as far as I know, most of the top copywriters were doing some type of sales before they got into copywriting.

David Ogilvy was a door-to-door salesman.

So was Doug D’Anna.

Gary Bencivenga wrote extensivley about the need to be able to sell.

John Carlton, Clayton Makepeace, etc., etc., etc… and… of course, Gary Halbert.

… They all extol the virtues of learning to sell before writing copy.

I, personally, was a telephone salesman, a retail salesman, and even a door to door salesman.

I sold products for a major insurance firm, Kirby vacuum cleaners, mobile phones, perfume, and on and on and on.

As you can imagine, I’m sure, I know a thing or two about selling.

Anyway, one of the things I learned as a sales man is that we have one mouth and two ears.

No, no, no, that’s not what I meant.

What I mean is, when you have one of one and two of the other, use them in proportion.

As a salesman that meant asking questions… and then lsitening to the answers.

Smart questions.

Questions which would give you the information you need to sell your product and close the deal.

You see, for a salesman, the smart question is a tool of the trade.

You ask, and then you shut up.

Did did you hear that?

You ask question… and then… you shut up.

Don’t say a word.

Just listen to the answer.

Wait, if you have to, but don’t say anything until your prospect has answered the question.

In that way, the more questions you ask, the less you talk.

Funny, eh?

You see, questions are (usually, if they’re good questions) shorter than the answer.

You ask, they talk, you get your info… you sell.

So, in effect, the less you talk, the more you sell.

Of course, that doesn’t mean you shut up completely.

I mean, you have to tell your prospect about the benefits of your product for them, otherwise why would they want to buy it.

What that experience as a salesman does is to give you an insight into the way people think.

Having been out there and done it and gathered all the information you need, it’s easier to have the conversation inside your head with your prospect.

And, guess what?

If you can have the conversation inside your head with your prospect, knowing the likely questions, it’s easier to write down the answers on paper.

And, let’s face it, that’s what a lot of the sales copy is, isn’t it?

Answering any and all objections your prospect may raise, before they’ve done it.

If you can answer every question… every objection… your prospect might have, you’re in a much better position to close the sale.

Okay, that’s enough.

I said my posts would be short and this ones gone way past that, so I’m stopping.

So, until next time, ciao.

Best,
Marko

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Marko

Professional online marketer with over 20 years of experience in search engine marketing, digital marketing, direct advertising, and email marketing. Can be found cruising the streets of Boston Hardcore scene when not selling to the masses online.
Marko