How To Improve Your Sales Copy To Get More Sales

HOW TO IMPROVE YOUR SALES COPY TO GET MORE SALES
Copyright 2002 Bob Leduc

A few small changes in your sales copy can produce a big
increase the number of sales you get from your web pages and
sales letters. Here are 12 simple things you can do to
improve the effectiveness of your sales copy -- and increase
your sales.

1. Make sure every part of your message focuses on the
customer. Convert anything about you or your company into a
customer benefit. For example, replace "14 years of
experience" with "pleasing customers just like you for over
14 years".

2. Write your message the way you would write to one person.
Many people will read your sales copy. But each person will
read it individually. Effective sales copy makes each reader
feel like you are writing personally to him or her.

3. Communicate in simple and informal language. Replace
words like "originate" with "start" and "receive" with
"get". Use active words in the present tense to grab your
prospective customer's attention and hold their interest.
People stop reading if they begin to feel bored.

4. Convert technical words and phrases into common words.
Use words every prospective customer will clearly understand
without stopping to think.

5. Replace general words and phrases with specific
descriptions. For example, replace a phrase like "get fast
results" with "our new clients average 9 percent more profit
in the first 60 days".

6. Divide long paragraphs into 2 or more short paragraphs.
People read short paragraphs because they look easy to read.
But they skim (or skip) long paragraphs because they look
like a challenge.

7. Include some bulleted or numbered lists to make your
message:

** Visually attractive
** Easier to read
** More clearly understood

8. Don't overdo the attention getters. Too much bold type,
underlining or all upper case letters makes your message
harder to read. Use them sparingly to highlight important
benefits or features.

9. Eliminate anything cute, clever or humorous. It diverts
the reader's attention away from your message.

10. Keep your message positive and upbeat. Positive copy
usually produces better results than negative copy ...except
in politics.

11. Make sure your message flows smoothly. Readers should be
able to visualize what you're saying without noticing the
words you're using to say it. Keep them engrossed in your
message.

12. Avoid sensation and hype. They lower your believability
and cause you to lose sales. Tone down any claims that sound
exaggerated -- even if they are true.

Compare the sales copy you are using on your web pages and
sales letters with the 12 strategies on this list. Revise
your copy to implement those you overlooked. You'll enjoy an
immediate increase in the number of sales they produce for
you. Then save this list and use it as a guideline the next
time you create (or pay someone else to create) new sales
copy.

Magic Number Calculator - A Diagnostic Approach to Sales Performance

We discussed the most overlooked Key Performance Indicator is the "magic number," which refers to how many new appointments a sales rep must generate each week in order to achieve their revenue goal. In early 2000 I walked into a VP of Sales mission with a sales organization consisting of 120 reps spread out over 12 sales regions. They were running at 38% of revenue goal for over 2 years. I ran a KPI study and determined they were running 2 new appointments per week/rep, but their KPI’s dictated they needed to achieve 7. So I announced a training objective to enable them to do it effectively, (now branded the X2 Sales System®) and threw quota out the window for 90 days. But I replaced the monthly quota with the weekly ‘magic number’.
8 months later sales units sold increased by 520%.
Calculate your sales team’s ‘Magic Number’ here:
http://convertmoresales.com/marketing_blitz.php
A rep's magic number is determined by looking at several of her other KPIs. Say, for example, that your company sells copiers (for which an average sales cycle is 45 days) and that a rep's monthly sales revenue goal is $15,000. Her average revenue per sale, meanwhile, is $2,500; her current first-appointment-to-proposal ratio is 60 percent; and her closing ratio is 40 percent. What's her magic number? In other words, how many new appointments does she need to set each week in order to achieve her sales revenue goal of $15,000 per month?
The Magic Number Formula
Monthly sales revenue objective: $15,000
Divided by (/)
Average revenue per sale: $2,500
/
First-appointment-to-proposal ratio: 60%
(What percentage of the time do reps gain commitment from prospective clients to "take the next step" in the sales process after the first appointment?)
/
Closing ratio: 40%
(Proposal to close--measures proposals submitted vs. new business achieved.)
/
Weeks in the month: 4
=
Magic number: (approximately) 6 new appointments each week
Once you have identified the magic number, the next step is to determine how many new appointments a rep is currently generating each week. If she is falling short of her six-appointments-per-week goal, your job as a sales trainer is to find ways--through targeted KPI training--to help her bridge that gap and achieve her "magic number."
Here are some tips for doing just that:
1. As an organization, announce that the ability to convert conversations into appointments will become a KPI of the sales process.
2. Define an appointment-setting objective and train to that objective. For example, if the average weekly amount of time that sales reps devote to prospecting new clients is 22.5 hours (out of a 45-hour workweek), your organization's objective might be to cut that prospecting time in half (to 11.25 hours per week) while simultaneously exceeding current appointment-setting levels. With your objective in place, it's now time to break down and document the steps in the prospecting process and train reps on how to make better use of their prospecting time during each step.
3. Map out all possible scenarios that might occur during the prospecting process. Once you have done so--and documented best-practice strategies for handling each scenario--create mini training modules and/or job aids that show reps how to handle each scenario effectively.
4. In addition to enhancing reps' prospecting skills, another way to ensure that they achieve their "magic number" is to help them improve other KPIs in the "magic number" formula, such as their closing and first-appointment-to-proposal ratios.
> To increase their first-appointment-to-proposal ratio, for example, your training might encourage reps to start at the "top" with those who have fiscal authority and can "call the shots." Training might also pinpoint ways for reps to avoid "selling" products during the first appointment by providing them with an outline of the diagnostic steps they should follow in order to evaluate the fit between their solution and a prospective client's business objectives.
>To increase reps' closing ratio, meanwhile, the training you develop might show reps how to ask pertinent questions to determine what a prospective client's decision-making process entails, what the client's internal criteria for change include and which players need to be involved in the sales process in order for proper evaluation of a product to occur. In addition, your training might show reps how to catalog risk factors (e.g., possible objections or reservations a client might have regarding purchasing a product or service from your organization) for each player involved in the decision-making process and then provide reps with strategies, tactics, and tools for direct communication with clients based on those risk factors.
In the end, targeted, effective sales training can make a critical difference to your bottom line, and so can effective goal-setting. In today's high-performance sales culture, it's up to trainers and sales management to work together to focus more on daily and weekly goals and less on monthly or quarterly quotas. Success in doing so rests on the ability to switch paradigms from looking merely at required end results to also determining the necessary KPIs it takes to get there--and then building supporting tools and training to help sales reps along the way.

Sales Management Training; Is it Really Necessary?

 

Sales Management training is not as common as it used to be, as more and more organizations think the sales management should already know it all. However, lack of training is the root to most companies' bottomline problems.
Sales management training is just as important, if not more than, salespeople training.
Top executive management are the leaders of the sales force and need to be constantly demonstrating the appropriate behaviours for their salespeople to follow. It is really a monkey see, monkey do situation.
Are your sales leaders demonstrating appropriate behaviours?
Do they have goals and a plan of action to accomplish those goals? Are they disciplined, motivated, energetic and enthusiastic. Are they the type of mentor that you would like to have? Are they going on prospecting calls with their sales executives, or even handling accounts on their own?
Are they debriefing after a prospecting visit and providing feedback / coaching? Are they investing in their team or are they investing their time in moving upwards in the organization?
Without proper training, sales management is not half as effective as they can be. However, like most training, for the training to be effective it also needs to be customized to organizational objectives, it needs and should be conducted on an ongoing basis with one on one coaching.
Sales Management training should include following a sales results system, and demonstrating that system with their salespeople on an ongoing basis. For example, if sales executive management is always telling their salespeople what to do, who owns the idea and who is committed to making it happen? Also, what are the salesperson going to do with the customer - tell them as well?
What if sales management training provided a system whereby sales reps would be engaged, come up with ideas, take ownership and make it happen. Then who is committed? Is that not the way you would want your salespeople to be with your prospects and customers - engaging and buying from you versus telling and selling where there is no ongoing relationship.
Most organizations provide sales training, which is great, particularly if it is ongoing, but they forget salespeople management in the process. It will help management to hire top producers, and then allow them to motivate, mentor, coach, delegate, obtain ownership and commitment, build high performing teams, run effective meetings and provide for ongoing training, creating more winners.
Sales management training is the foundation to ongoing sales results from selection, to coaching, training, rewarding and promoting. It is absolutely necessary!

Don’t Have A Sales Manager – Hire A Sales Training Consultant To Help Increase Sales!

 

Omnipresent Sales Forces
In the increasingly competitive business landscape, sales teams of business establishments have become indispensable features.  From start ups to established big multi-national companies – every organization that sells products or services has a sales team.  The size of the sales teams may vary from a one man army to battalions of sales people, but a sales department is a must for most companies and firms. 
Role of Sales Managers
Usually a sales manager leads the team of sales people. This need not be true in all cases. With sales persons reporting directly to the vice-president or to the owner (in case of small firms) there are no sales managers in many organizations.
However, a sales manager is expected to lead the sales team. He is supposed to be the friend, philosopher, and guide of the sales persons. Typically a sales manager monitors the progress of the individual sales persons and the team as well. Due to various reasons, ranging from personal to professional, performance of the sales team gets affected from time to time. The sales manager sorts out the professional issues and advises as a friend on personal ones. He also acts as a link between the sales staff and senior management.
Sales Training Consultants are not Mere Substitutes, They are Better
In the absence of a sales manager this vital role can be entrusted to sales training consultants.  Sales training consultants are seasoned and skilled sales professionals that have sound market knowledge and profound insight in to human behavior as well. Their sales wisdom and information about the latest market trends come with diligent study and years of in field experience. 
Sales training consultants are adept at detecting flaws in the sales methodology of a business organization. They are equally skilled in zeroing in on causes of under- performance of the sales staff. They are part marketing experts and part psychologists that are respected for their capability to suggest remedies to increase sales.
From motivating the sales staff to weeding out unproductive sales practices, these gurus of selling are good at the entire gamut of sales related activities. These pros not only perform what sales managers can but they also do much more such as:

• Sales training consultants can present the much emphasized out-of-the-box thinking.

·        They can develop better rapport with the sales staff by their friendly and easy manners. It has been observed that sales personnel trust sales training consultants and open up about their problems.
·        They can call a spade a spade when it comes to honest analysis as they are not on the pay roll of the hiring firm.
So, hire a sales training consultant to boost your sales with the use of tested and proven methods.
   About the Author Doug Dvorak helps companies and professionals achieve results through customized, creative and non-traditional sales training systems that are “one size fits one” and developed to the unique business needs and “sales pain points” of each client.

Eu has introduced five different techniques to

Euraffiliates, the affiliate software vendor from UK, has introduced 5 different techniques to "Sell More" online:

1. Sales Through Affiliates: Let us assume Mr. M is a merchant, has an ecommerce website, sells products online. Now to multiply his sales he makes deals with 50 high traffic websites to drive visitors. In return he commits xx% commission of the total sales volume they refer through the ads posted in their sites or emails. Euraffiliates system offers the complete automation to the total partnering process and setup the best affiliate marketing platform. It offers the best motivating tools such as personalized commission, SEO friendliest quick and natural linking solutions and highest security through application firewalls. It has advanced ads like Amazon like product widgets, content widgets, datafeeds, rotating ads, refer-a-friend tools to snatch away the giant affiliates from their rivals. It also comes with the traditional marketing tools like banners, page peels, text ads, text links light boxes etc.

2. More SEO Sales: The Natural Linking (the SEO friendliest affiliate linking option) helps merchants to rapidly increase the google backlinks along with google ranks and sell more. The system tracks all sales including SEO sales to make it water clear which link brought how much money. Google never counts the links from low traffic sites. But a high PR sites will never agrees to link unless he has some vested interest. But an attractive revenue sharing personalized deal may attract a high traffic site. And Euraffiliates will help a merchant to make a personalized deal.

3. More Paid Ads Sales: Merchants can setup all paid ad-campaigns (PPC, paid ads, banners etc), as internal affiliate accounts quite easily, track their sales, measure the ROI for each ad campaign accurately, analyze the periodical sales and take better marketing decisions to improve the sales. They can do the same thing using GA but the goal setting integration is much complex and totally extra things to do. GA also deletes cookies after 30 days, here they have got control on setting cookie period.

4. Multiple Affiliate Network Sales: Euraffiliates supports multiple affiliate platforms. Merchants can integrate multiple affiliate networks with Euraffiliates, create a master cookie platform, avoid the risk of double commissions (this normally appears when he joins multiple networks) and multiply their cumulative network sales.

5. Newsletter/Bulk Email Sales: Euraffiliates has a mass mailer built-in. It is simple but it is powerful. It can send emails to any number of recipients without crashing the server. Merchants can send monthly, weekly newsletters to their existing clients, contacts, 3rd party email lists using a bulk mailer and get more direct and indirect sales.

To get started, merchants don't need to install five different softwares but only "Euraffiliates Next-G Affiliate Software".

The installation process is quite impressive too. It is totally automated and a merchant never needs edit a file, not even the config file.

B2B Sales leads success checklist

You’ve spent a great deal of time, effort and money putting together your business-to-business sales lead generation programs. How you handle B2B sales leads once you get them makes the difference between a happy sales team and new customers or an unhappy sales team and lost sales.  Here’s a checklist of questions to ask yourself to determine if you have the best chance of being successful with your sales lead programs:
Are you prepared to send requested information immediately? Prospects have their own agenda and timeline, not yours or your firm’s. So, you need to be efficient and strike while you have the opportunity. Timing of your inquiry handling processes are of paramount importance. Your firm needs to respond to all inquiries quickly—the faster, the better.
Here are some questions to keep in mind:

• Do you know what to send in response to different types of inquiries?
• Do you have electronic versions for those who want the information by e-mail or via downloads from your Web site?
• Do you have adequate supplies of printed materials ready for those who prefer them?
• Do you have the people, systems and processes in place to get the requested information out the door quickly? 

Are you prepared to capture all inquiries in a database for ongoing nurturing and qualification efforts? To avoid having any of the golden sales opportunities represented by your inquiries fall through the cracks, you need to capture all of your inquiries in a database so you can properly manage their fulfillment, nurturing, qualification and distribution. With this in mind:

• Do you have the database ready to go?
• Do you have the data entry people or outside services lined up to get the inquirers into the database? 
• Do you have a program in place to “qualify” sales leads before sending them to your salespeople, reps, dealers or distributors? 

If your business-to-business marketing-for-leads program is to succeed, marketing, sales and corporate management need to share a unified definition of qualified sales leads. If you all agree from the start on what a qualified lead is, then deliver leads that meet that definition,  your sales team will be able to effectively and efficiently follow up and close more sales.

• Have you agreed with sales management on which questions to ask in order to determine which leads are qualified?
• Have you agreed what information is required to know which sales contacts to route the qualified leads to?
• Do you have proactive programs in place to contact and qualify your leads? 
• Do you have a process in place for distributing qualified leads to sales contacts as they are identified? 

Sales leads are worthless unless they are quickly handed off to the right sales contact for follow up.
Your lead distribution process has to be well defined and ready to go—in advance—so as to prevent delays or misdirection when leads are qualified and ready for sales attention.
It also has to be easy for your salespeople, reps, resellers and distributors to access the qualified sales leads and manage their lead follow up.

• Is your sales leads program designed to get the leads into salespeople’s hands without delay?
• Have you made it easy for your salespeople, reps, dealers or distributors to use?
• Can they access leads over the Internet?
• Does it integrate with their existing contact management or email systems? 
• Do you have a program in place to nurture or cultivate your not-yet-qualified leads? 

Salespeople generally focus on those one-in-four sales leads who are ready to buy soon. However, research shows that three of four sales come from longer-term prospects who are frequently ignored by sales.
As these longer-term leads represent the lion’s share of the potentional sales, your sales lead management program must be designed to help nurture the longer-term leads until they are qualified as being sales-ready opportunities.

• Does your company have a prospect relationship marketing program in place to keep in touch with these longer-term prospects, using email, fax, mail and phone contacts, until they are identified as being qualified and ready for sales attention?
• Do you know what messages to send as part of your prospect relationship management program?
• Do you know how often to contact prospects with these messages?
• Do you know what offers to use to get them to further identify their needs and situation so you can determine if they are ready for sales? 
• Do you have a program in place to measure and track the results of your various sales-lead generation, cultivation and sales follow-up programs? 

A marketer I know recently reported to her management on the results of the company’s lead generation programs: Awareness of their company and its products among targeted prospects more than doubled; the cost per qualified lead delivered to sales by marketing dropped by nearly 40 percent; 58 percent of the opportunities in the sales pipeline were found first by marketing; and 48 percent of the sales closed; and 62 percent of the revenue during the past 12 months came from marketing-generated leads.
 The result? She got a bigger B2B marketing budget and senior management no longer doubts marketing's contribution to the company's success. Can you answer these questions and show your management how your lead generation programs are contributing to your company’s success? 

• Can you determine your cost per lead, cost per qualified lead and cost per sale?
• Do you know which lead programs generate the highest return on investment?
• Do you know which nurturing techniques worked and which didn’t?
• Can you prove to management that your lead generation programs are paying off in increased sales and market share? 

Refer to this checklist of questions to guide the development or improvement of your company’s sales lead management programs and processes and you’ll have the best chance of being successful.

How to Mobilize your Sales Staffs

Therefore any firm seriously wants to invest in their sales department because they think that it would be helpful for their staffs. There are a number of sales training courses available in the market but all of them are not good for your staff.

There will be only some of them which will suit your working environment so that there should not remain any chance of misconception among the officials. You can ease this work by hiring a sales consultant who will guide you step by step in this regard and they are sure to help you. You may have come to the notice of a number of such sales staff but it is true that all of them are not as good, as a result you should better think before hiring any of them.

They will help your sales staff in a number of steps. In the first instance they will identify the kind of business you are running and at the same time they will also determine the kind of work which will be suitable to them. It is not difficult rather you need to understand that it is helpful for your organization only. If you are investing $100 in the training then you can be sure to earn at least $1000 from them and this is a market truth, therefore you should not hesitate from this.

On the other hand you can also think about providing management training to your staffs because they are helpful in the long run. It will make your staffs more independent and more self conscious than anything else. In management training they will be taught about the practices which are being followed in the global market and what are the methods to successfully lead a bunch of good people. It is not as easy as it sounds because there could be a lot of hurdles in the process. You can not hire a good sales manager from the market simply because he has a degree. You need to make them adapt to your environment and that will be the main work.

Upgrading Your Sales Force Through Sales Training

Regular and rigorous sales training makes a big difference in improving the performance of the enterprise sales force. Among all members of a business organization, the sales team needs to be the most updated in terms of knowledge and skills in executing their duties. After all, business is about selling products and services and the sales force of a business are the specialists in this area. Periodic sales training is therefore part and parcel of their activities.

The pace of business nowadays is so intense it is like racing at break-neck speeds. Developments in the global market grow so fast and changes are so unpredictable that it is very easy to get lost in the confusion of things. At the forefront of these changes are the people in sales. They need to know the latest developments and trends in order to keep up with the pack. It is therefore a necessity to keep your salespeople updated and well-equipped through adequate sales training to keep them at the cutting-edge.

Enhancing Capabilities

A proper sales training would impart both knowledge and skills needed to dispense the sales agents’ duties as sales professionals. A thorough familiarity of the sales process is often required as it is necessary for the practice of sales. The following is a breakdown of the sales process as it is commonly presented.

• Sales leads
• Qualifying prospects
• Identifying client needs
• Proposal submission
• Closing the deal
• Executing the transaction

The sales person who does not adhere to the formal and universally accepted sales process for the modern business will find that their performance will be lagging somewhat whenever they neglect or skip certain stages. During training, the sales person must be drilled for every stage of the sales process. With continuous application and periodic training, the systematic adherence to the sales process becomes second nature to the sales professional.

Skills in business communication, interpersonal relations and sales negotiations are also taken up in training. A professional sales person must be able to handle all possible scenarios when interacting with potential and existing clients. Sales training also readies the sales team to handle difficult business situations.

Your Sales force Revitalized

As a frontline function, sales can be a very demanding area of business. This is why certain sales people succumb to the pressures of the trade and leave the company contributing to the high turnover rate of sales personnel in many business organizations.

Through training, the sales is placed person outside of the pressure environment enabling them to focus on their capabilities and weak areas and gives them some elbow room to learn from their mistakes. As a result sales training produces a revitalized sales force, refreshed from their training and upgraded knowledge-wise and skills-wise to handle the difficulties that the real marketplace may throw at them.

Appropriate sales training produces an able sales force. It is an indispensable part of building up a business. Sales training is the business owners’ ally in gaining the performance that is desired for their sales teams.

Interpersonal Skills: How to Use Sales Psychology to Create Longer, Lasting Sales-Winning Relationsh

A participant in one of my recent seminars asked me, “Can I rearrange my client’s office during a sales presentation?”   The sales person had gone to an initial meeting where the chairs in the office were about eight feet from the customer’s desk. He wanted to know if it was OK to just pick up one of the chairs and move it next to the desk and start his presentation.   How would you have answered this question? Believe it or not, your answer could have huge implications on this meeting’s success.   Everything in a customer’s office tells you a story about him or her—from the way the space is arranged to the items that have been collected and displayed.   Archeologists can dig up ancient cities and create a pretty accurate description of the inhabitants’ lifestyle just from the arrangement of the ruins and pottery fragments. As sales professionals we must do the same thing with the artifacts surrounding our customers, so we can communicate better and develop longer lasting relationships with them.   Here’s how you can promote a desirable impression and create sales-winning relationships by understanding space and the hidden message in things.   How to Promote a Desirable Impression By Understanding Space In 1966, when anthropologist Edward T. Hall described set measurable distances between people as they interact he defined four distances:   • Intimate distance – 6” to 18”, for embracing, touching or whispering   •  Personal distance – 1.5 feet to 4 feet, for interactions among good friends   • Social Distance – 5 feet to 12 feet, for interactions among acquaintances   • Public Distance – more than 12 feet, for public speaking   How does this relate to your sales process?   Think about one of your customers. Divide her office into concentric circles, starting from where she sits. The distance between the circles is about the width of her desk. Anything close to the person—usually within arm’s reach—is the most important part of her office. This space generally contains her most precious, most valuable items. It is filled with clues that reveal to the trained sales professional a wealth of information about the customer and her needs and motivations.   As for the office the salesperson asked about rearranging, the chairs were set at the “social distance,” which the customer was communicating as appropriate for interactions among acquaintances (or in this case, sales people). For the sales person to pick up his chair and move into the next circle—personal distance—would have meant that he was declaring that the two of them were friends.   From the customer’s point of view this may or may not have been true. The customer could have reacted positively and allowed it. Or she could have reacted negatively and asked the sales person to leave. In any case, changing to another distance is likely to cause tension and would not promote a desirable impression.   A better strategy would be to ask permission to move the chair closer to the desk. Or, he could say that he had difficulty hearing the prospective customer clearly and then asked permission to move the chair.   How to Create Sales-Wining Relationships by Understanding the Hidden Message in "Things"   Analyzing your clients or prospects’ rooms will tell you their motivations and behavioral styles. By paying close attention and analyzing the hidden message in things, you will know how to best serve your customer.   If his desk is meticulous, it indicates a high degree of close tolerance, sometimes called analytical. Or his desk could be very messy indicating an engaging personal or social trait, sometimes called influencing. These are all clues to guide you in making a presentation that will have the greatest appeal and impact on your customer.   The books on the bookcase will tell you what is currently or has been important to him. Trophies, plaques and diplomas all tell you that he is motivated by recognition. While pictures of tropical isles indicate an idealistic approach to life and business. All of this information will guide you in presenting your case so the customer really “grasps” it.   Knowing how to analyze and use keys to the customer’s psyche is what separates the ordinary sales representatives from the sales professionals.   Here’s the point: By understanding sales psychology and enhancing your interpersonal skills you will make more sales. I guarantee it—and this is not just an idle claim. With more than 30 years of in-the-trenches sales experience and a Doctorate in Psychology, I’ve applied a wealth of knowledge, know how, and high impact techniques (like those described here) to help over 20,000 sales professionals improve their sales careers.   So, please take my advice. Take a moment to scope out your prospective customer’s office. It’s vital to developing longer lasting client relationships. The information about the person’s motivations and behavior is always available to you. Are you available to the information?

Get More Sales With Your Sales Messages
Copyright 2002 Bob Leduc

You can get more sales with your sales messages by making
sure they always include the following 7 key features.

1. A Captivating Headline

Always include a captivating headline at the top of your
sales letters and web pages. An enticing headline captures
your reader's attention and compels them to read more of
your message.

The most effective headline is a short dramatic statement
promising a benefit. For example, "Easy Way to Double Your
Sales".

2. Believable Claims

If the actual results you can produce for your customers
sound too good to be true, they will assume it is not true
and they will not buy. Understate any claims that sound
exaggerated even if they are true.

3. Authentic Testimonials

Testimonials from satisfied customers prove you lived up to
your promises in the past. They overcome your prospective
customer's skepticism and replace it with confidence in you
and the claims you make.

Develop the habit of asking your customers and clients for
testimonials. Then use them in all your marketing efforts.
Get permission from your customers to include their real
names and addresses with their testimonials. Testimonials
from real people are believable. Anonymous testimonials are
not.

4. A Motivating Offer

Your offer is the only reason people respond to your
advertising. They want the "deal" you are promoting (free
information, special price, free bonus with order, etc.).
Include an enticing offer in every sales message. A strong
offer will maximize the number of responses you get.

5. A Risk-Free Transaction

Do you know the major reason why people often hesitate to
buy something - even if they want or need it? They do not
want to risk getting something different than they expect.

Eliminate this risk by guaranteeing your customer's
satisfaction. If you sell products, offer a liberal money
back guarantee. If you provide a service, offer to continue
working without additional charge until your customer is
satisfied with the results. Make the transaction risk-free
for your customers and you will get more sales.

6. A Magnetic "P.S."

Most prospects glance at the beginning of your web page or
sales letter then jump to the end before reading anything in
between. Take advantage of this and put something at the end
of your message to stimulate their interest. Create it like
a second headline - but in the form of a "P.S."

For example, emphasize your offer, highlight a deadline or
dramatize a significant benefit. An effective P.S.
reinforces the attention you captured with your headline.
Together they motivate prospects to read your entire
message.

7. A Compelling Reason To Buy Now

People tend to procrastinate after they decide to buy
something. As time passes, other things distract them and
they forget about you.

You can avoid losing many of these sales by rewarding
customers for taking immediate action and penalizing them if
they do not. Give them a compelling reason to accept your
offer within a short time - or forfeit the benefit of it.
For example, offer a special discount price or a special
bonus for ordering before a specific deadline.

Make sure your sales messages always include all 7 of these
key features. They create the most favorable conditions for
getting a sale.

Bob Leduc is a Sales Consultant with 30 years experience in
building successful businesses. He just released a totally
New Edition of his best selling manual, How To Build Your
Small Business Fast With Simple Postcards, and several other
publications to help small businesses grow and prosper.
Email: mahathirmuhammad@usa.com Subject: "Postcards"
Phone: 702-658-1707 after 10 AM Pacific Time/Las VegasComputer Technology Articles, NV

Eu Aff.. Software has Introduced 4 Different Techniques to “Sell More” in Addition to Referral Sales

Euraffiliates, a trademark of Where The World Meets Plc, the affiliate software vendor from UK, has introduced 4 different techniques to "Sell More" in addition to "sales through affiliates". Here is the full news.

1. Sales Through Affiliates

Let us assume Mr. M is a merchant, has an ecommerce website, sells products online. Now to multiply his sales he makes deals with 50 high traffic websites to drive visitors. In return he commits xx% commission of the total sales volume they refer through the ads posted in their sites or emails. Euraffiliates system offers the complete automation to the total partnering process and setup the best affiliate marketing platform. It offers the best motivating tools such as personalized commission, SEO friendliest quick and natural linking solutions and highest security through application firewalls. It has advanced ads like Amazon like product widgets, content widgets, datafeeds, rotating ads, refer-a-friend tools to snatch away the giant affiliates from their rivals. It also comes with the traditional marketing tools like banners, page peels, text ads, text links light boxes etc.

2. More SEO Sales

The Natural Linking (the SEO friendliest affiliate linking option) helps merchants to rapidly increase the google backlinks along with google ranks and sell more. The system tracks all sales including SEO sales to make it water clear which link brought how much money. Google never counts the links from low traffic sites. But a high PR sites will never agrees to link unless he has some vested interest. But an attractive revenue sharing personalized deal may attract a high traffic site. And Euraffiliates will help a merchant to make a personalized deal.

3. More Paid Ads Sales

Merchants can setup all paid ad-campaigns (PPC, paid ads, banners etc), as internal affiliate accounts quite easily, track their sales, measure the ROI for each ad campaign accurately, analyze the periodical sales and take better marketing decisions to improve the sales. Euraffiliates advanced tools will help.

4. Multiple Affiliate Network Sales

Euraffiliates supports multiple affiliate platforms. Merchants can integrate multiple affiliate networks with Euraffiliates, create a master cookie platform, avoid the risk of double commissions (this normally appears when he joins multiple networks) and multiply their cumulative network sales. Euraffiliates advanced tools will help.

5. Newsletter/Bulk Email Sales

Euraffiliates has a mass mailer built-in. It does not have a lot of features (so simple) but it is powerful. It can send emails to any number of recipients without crashing the server. Merchants can send newsletter to their existing clients, contacts, 3rd party email lists using a bulk mailer and get more direct and indirect sales.

To get started, merchants don't need to install 5 different softwares. Just Euraffiliates Next-G Affiliate Software will serve their purposes.

The installation process is also easier and faster in comparison to other affiliate softwares. They need to just upload a single zipped source file along with the setup files, run the setup wizard and complete the wizard following the screen help tips. Euraffiliates team is there to help too.

It is free to download and try. There are different trial options. The Euraffiliates Basic trial licence will not expire in the first 365 days and it will be so in the next years until he has crossed 25 affiliates. It is almost free!

SEO - Internet Marketing Services and Sales

Really, why are they not buying? The answer isn't in what you are selling or the price isn't right. People will gladly pay top dollar for what they want. They simply need to want it. You can help them with that. Read on....

It is your job to help them want it. It's instict to give a description of the product or service you're selling. Let's build on that a little..... While you are describing your product or service, you should be drawing your customer in. Getting them to want your product. There's several ways to do this.

My favorite is the "don't follow the herd". Quite simply this is showing the customer that they are smart enough to act on the oppurtunity that is right in front of them, while the rest of the "herd" just can't see it. They will buy from you because they don't want to be that other guy in the herd.

Moving along you see for example, you're not that other guy in the herd. You're actually taking a few minutes here to improve your conversion rate. Did you catch that? Glad you're with me here.

Another way is the "preview". Have you seen a preview and when you go see the movie, the entire movie could've been wrapped up in just the preview? It's like you knew what the entire movie was about all the way to the end! Why do they do that? Well, you went to see the movie that's why.

Contradictory to the preview is the "there's always more" method. Giving an enticing "sample" but not giving it all away. People like to believe there's always more. This method is highly effective when you have a product or service with many features. Simply highlight the strong points with the notion that there's more.

As far as whether to use a full preview or there's always more really depends on what you are selling. Just take a good look at it and decide what's best. Should we tell them all about it or wet thier tongues getting them to want more. The product will tell you.

Finally, get them to say yes, yes, yes. Throughout your sales copy, email ad, website or where ever you are presenting your product or service. Get them to say yes. Using quick questions like "right?" "doesn't that make sense?" and "wouldn't you like that?" for example will have them saying yes all through your message. And by the time you ask "are you ready to buy?" the answer is already YES!

Winning the Sales Race through Sales Coaching

Sales coaching is a process in which an experienced sales trainer or coach gets involved in the sales process of an organization not only within the four walls of the training hall but also on the field. A sales coach goes on to work with the sales team of an organization on the remedies he has suggested. He gets on to the war zone leading from the front. By demonstrating that what he preached in the training room can be practical the sales coach inspires sales professionals of an organization.


The aim of a sales coach is to find out how far a sales person or a group of sales persons is removed from where they should be and then bridge that gap. A fresh recruit may need coaching on implementing perfectly the things that he learnt during the sales training sessions. An executive may find that the going is getting tough after a few months of working. The initial months may have gone fine but she may find that her skills are not working as they did when she started out. And an experienced sales person may find that he was very good at notching up the numbers through referrals and repeat sales. But when the organization underwent some structural changes and he was supposed to make cold calls again to build a new prospect base, his cold calling skills that were excellent a couple of years ago are ineffective now. Getting used to easy sales through referrals and repeat sales he finds the objections and rejection indigestible. These types of sales problems can be handled by the sales coach on one-on-one basis.


From making cold calls to closing deals a sales coach may get involved in the sales process providing vital insights and suggesting changes. He will be present when you make cold calls, observing you, listening to your conversation, and making notes of various points. He will approve if your call quality was good and suggest you to continue in the same manner or he may suggest improvement wherever necessary. Whatever his suggestions, the end result should be generating more appointments and opportunities for sales presentations.


A sales coach is unobtrusive. The sales coach remains on the side line much like Phil Jackson, the famous NBA coach, and feeds the players with crucial hints and suggestion only during the time outs and breaks. If you are going in the wrong direction during a cold call the sales coach will not stop you, but let you proceed. Once the call is over he will show you where you went wrong and how best you can avoid the same mistake. A sales manager may try and interrupt to salvage the situation, but not a sales coach. And a sales coach will persist till you get it right.


Mentoring plays a vital role in sales. Outside sales coaches do a fantastic job as inside sales managers may face resistance and resentment from the sales staff.
What a sales manager cannot do a sales coach can achieve that for his easy approach and acceptability by the coached.

Sales Success: Four Critical Steps

It’s been said often, “Some folks can’t seem to see the forest for the trees.” Perhaps that’s true in any arena, but it seems that it’s rampant in sales, especially when sales are down. Time after time, when sales start to fall we find sales people becoming so caught up in the “slump” that they fail to focus on the four critical steps to consistent sales success. Motivational speaking is a multi-million dollar a year business and, in large part, it is attended by those who need that inspirational reminder of what they already know. Not that speaking for a living is bad. I do that. The audience, however, through years of experience already knows the answer. They just need to be reminded. Sales people tend to be motivated by immediate gratification. Those who have been in sales successfully for years understand that seeds planted today come to fruition later. Although there are moments of immediate gratification, frequently the fruition will take time. Motivational speeches are, perhaps, that little nudge to focus them not on the slump, but on the outcome. Let’s define the four critical steps to sales success, in order to re-establish successful habits. Mind you now, once you read this you’ll know just how simple sales success can be, if only you’ll focus on these four items and ignore all other distractions.
Question One: If your income comes from sales, are you making as much as you want or need?If you answered, yes - Stop reading! You obviously are practicing the fundamental principles that create success and reading further is a distraction. Go back to doing what you do best.
If, on the other hand, you answered No – then you don’t have enough sales. Sales create income and not enough income equals not enough sales. Solution – go get more sales. Now, I know from making hundreds of presentations to countless sales professionals, some of you are a bit perplexed at my simplistic approach. How, you say, do we just go get more sales? We’ll get to that, but for now stick with me. The first step is increasing your sales volume. Simple. There is nothing hard about this concept. It is critical to grasp, however, because the solution is always to the left. That statement will make sense a bit later.
Question Two: If you don’t have enough sales to support your income needs, then aren’t you lacking in enough people to see – enough presentations or appointments?This one seems obvious. If you are not generating enough sales volume either you lack people to see (enough appointments) or your closing skills need improvement. More times than not, the issue isn’t just closing skills, it’s people to present to and close.
Let’s look at this two ways: (1) if you are having trouble setting appointments from your leads (which, by the way is closing), then you will have more trouble closing the sale when you do make a presentation; and (2) inadequate presentations will always result in inadequate sales.
So let’s look at our matrix thus far. Remember the solution is always to the left!
PRESENTATIONS = SALES = YOUR INCOME
O.K., so you get it? The solution is always to the left. If you don’t have enough presentations you won’t have enough sales. So what now?Question Three: If I don’t have enough presentations, then how many leads do you have in your pipeline?Well, I don’t know. Probably enough! Really? Ask yourself this question; do you suspect that highly successful business people guess at their income or assets? Better still, if you were having surgery tomorrow would you want the person administering the anesthesia to guess at the amount? Of course not! Then, why would you guess about your leads?If you don’t know how many leads you have, then you don’t have a finger on the pulse of your lifeline. For sales professionals, lead acquisition and management is critical. You can take it to the bank, if you lack presentations, you lack a sufficient number of leads to support your sales efforts.
Let’s go back…remember the solution is always to the left. Look at the matrix again.
LEADS = PRESENTATIONS = SALES = YOUR INCOME
The point is - you have to have leads in order to make presentations and enough presentations equal sales and that creates your income…right? So are those the four things?No – those are three things that help to generate your income. Your income is the outcome and we’ve just identified three of the four critical steps to success. So what is the fourth?Question Four: Since you’ve identified that lead deficiency is a problem, what’s the solution?Good question! Any building built on a weak foundation is subject to crumble. Likewise, any sales professional who misses the foundation of sales success will struggle and, likely fail. This foundation is prospecting.
One of my dear friends and a great professional speaker, Gary O’Sullivan (www.garyosullivan.com) states in his book “Principle Power” the following: “Every day you don’t prospect, the next day you must settle for a lesser degree of performance!” Ladies and Gentlemen…that statement is a fact. The foundation of consistent sales performance is prospecting on a consistent basis.
How many times have I heard someone say to me in a job interview, “You hand me a lead and I’ll close ‘em. I’m a closer.” Well, let me say, I didn’t hire those folks because they were applying for a sales position and closing is just a part of the process. True sales professionals do four things: (1) prospect for leads; (2) develop the leads they identify; (2) make sales presentations; and (4) close sales. Each of those represents the four critical steps to sales success.
Remember the solution is always to the left!
PROSPECTING = LEADS = PRESENTATIONS = SALES = YOUR INCOME!
Sales success requires constant attention to the four critical steps to success. For presentations to your sales organization to help them refocus or remind them of what they already know (but need to hear from a professional)

Sales Training Coaching: Sales Concept Producing Great Outcomes

It is mentioned in the Neuro-linguistic programming theory that in order to learn we must alter our behaviour patterns. The essence of coaching is that it creates imperative movements in a monotonous surrounding. This is why sales training coaching is essential to sales studying. It will likely twist sales theory into sales performance causing a rise in sales transactions. Mentioned here are three coaching lessons needed to ascertain the occurrence of sales.
Modifying Common Theory in to a Particular Movement with the Use of Coaching
Try and recall the latest training that you have encountered. Can you remember your most unforgettable minute? I do not mean the minute you encountered a great dream. I’m trying to point out the instance when your training was adapted to your professional life. When you realized and had a ‘wow’ moment that you said to yourself “So this is what it’s all about.” If you had this occurrence, then, that is the method of affecting your client through sales training coaching. Create a strategy to interpret coaching rules into action stages that is tailored to your client.
Assist your clients in Recognizing what Pushes them to Sell and their Customers to Purchase
There are four essential necessities that we are encouraged to satisfy. These are the need for love and connection, certainty, variety and importance. This is what you need to teach in sales training coaching. You, as a coach, are in a situation to make sure that you understand your clients. You must understand what your client must engage in to fulfil these four basic necessities themselves. We can only do so much, that is why helping them do it on their own is advisable. We can start by giving them the idea on how to work in satisfying these needs and aid the same comprehension as to how their customers must gratify that same need. This will be accomplished through the efforts of your clients. This maybe a little specific but if you succeed in this it will greatly benefit your client in making them known as the rock star of sales.
Hold Your Clients Accountable by the usage of Sales Training Coaching
Your sales training coach must incorporate numerous amount of Accountability Coaching to guarantee that sales training will results in sales behaviour alterations and sales knowledge. This will ensure a positive change in their effects of the sales which is what we all aim for.