"3 Simple Selling Tactics" 
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Bob Leduc

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3 Simple Selling Tactics 
Copyright 2004 Bob Leduc 

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 

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

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