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DRNUNLEY'S Article Service -- "How to Respond to a Question"
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Kevin Nunley
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Aug 17, 2005 13:44 PDT
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DRNUNLEY'S ARTICLE SERVICE
Issue # 268
All new articles! Share with a friend.
Subscribe free at http://www.topica.com/lists/drnunley
Meredith Pond, Editor
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These articles are professionally edited by our staff. Use them
in your newsletter, on your web site, and pass them along to your
organization. Quality content like this pulls in new prospects
and makes customers respect you even more!
No spam.
**THIS WEEK'S ARTICLES**
The latest batch of useful business articles, including:
1) "Offer a Personal Explanation"
2) "A Business With Class is a Business With Profits"
3) "How to Respond to a Question"
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Offer a Personal Explanation
by Kevin Nunley
http://DrNunley.com
The biggest reason people don't buy is they don't
understand enough about what you're selling. One way to
get passed this hurdle, ESPECIALLY for expensive
products or services, is to provide a one-on-one info session
with the prospect.
Invite prospects to come in for a one hour, no pressure, no
purchase expected information session. Sit down with
them, listen to all their concerns, answer each one taking as
much time as needed.
Not every prospect will be willing to commit the time. Not
all will trust you aren't going to put them over a barrel (like
those free weekend condo guys who won't leave you alone
about purchasing a timeshare.)
On the other hand, getting to the bottom of all your
prospect's concerns and questions right from the start can
vastly reduce the time it takes to get a sale and ultimately
increase the number or sales you make.
Just as important, people who are willing to spend
one-on-one time with us, who know a subject and are ready
to share their knowledge, are the people we trust and
admire most.
Kevin Nunley has been the top writer of sales letters,
web site copy, press releases, and ads since 1996. His
talent and experience gets YOU results! Order his affordable
writing and promotion deals at http://DrNunley.com
Reach Kevin at kev-@DrNunley.com
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A Business With Class is a Business With Profits
by Roger Dale
http://www.FreeArtBook.com
Whether you're supplementing your regular income or replacing
your current career, running your own online business is a dream
for all of us, and a reality for some.
Understandably, many of us are nervous about taking the plunge
into Internet business. After all, there are a lot of scams out
there, and many more "opportunities" that cost lots of money or
just don't work.
Does that mean you should give up the search for a legitimate,
low-cost business opportunity? Certainly not. You can find
success; all it takes is a little moxy...and some class.
A business opportunity with real class (i.e. no hyped-up
supplements or dime-a-dozen info products) will help you stand
out from the crowd. Such an opportunity can draw sales and
sign-ups faster than you can say "bonjour."
The product you offer should be unique and high quality, but not
out-of-sight expensive. The opportunity itself should be
inexpensive--if not free--to start, as well as offer marketing
tools and support.
The opportunity you join should offer something exclusive, yet
affordable. Products with intrinsic monetary value or increasing
rarity are especially good.
Let's take art for example. Fine works of art, especially limited
editions, hold their value and even increase in value over time.
Even fine art is surprisingly affordable (if you know where to
look) and can be easily sold on the Internet. And besides,
everyone likes to surround themselves with beautiful things!
The bottom line? A business opportunity that brings a touch of
class to you and your customers is your best bet for success.
Author Roger Dale is the founder of http://www.FreeArtBook.com.
The site features a unique business opportunity to market high-
quality, exclusive, limited-edition artwork by up-and-coming
artists via your own FREE website. Generous compensation
includes 20% commission and deep discounts. Visit
http://www.FreeArtBook.com.
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How to Respond to a Question
by Kevin Nunley
http://DrNunley.com
You're on the phone with a customer. She asks a question.
How do you respond? Being a good listener as well as
being good at answering questions is a key part of selling.
Many of us take too long to answer the question. Or in the
process of answering, we feel like we're losing ground with
the customer. We start to make excuses, cave in with a
lower price, or over extend by offering to add more at no
charge.
When a customer or prospect asks a question:
* Listen closely. Try not to think of your response until
you've heard the entire question.
* Pause a second to organize your thoughts. You aren't a
politician. Pausing before you speak isn't considered a sign
of indecision. The customer will feel you're taking the
trouble to come up with a response customized to their
particular situation.
* Repeat the customer's question.
* Give an answer that provides one point. Some marketers
like to include a hint that leads to a second point that can be
brought up a moment later.
* Stop there. Don't say another word. Let the customer
reply. This is especially true if you ask for the sale or give
your price. The next person who speaks loses the
negotiation.
Kevin Nunley has been the top writer of sales letters,
web site copy, press releases, and ads since 1996. His
talent and experience gets YOU results! Order his affordable
writing and promotion deals at http://DrNunley.com
Reach Kevin at kev-@DrNunley.com.
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**Get more articles from all our BACK ISSUES of DrNunley's
Article Service at http://topica.com/lists/drnunley/read.
**See hundreds of articles you can use NOW on every topic
you can imagine at http://DrNunley.com.
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