"Invite Questions to Boost Your Sales" 
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Bob Leduc

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Invite Questions to Boost Your Sales 
Copyright 2005 Bob Leduc 

Do you invite your prospective customers to ask questions 
...or do you try to avoid getting questions from them? 
You're walking away from a lot of easy sales if you don't 
encourage prospects to ask questions.

1. Prospects Who Ask Questions Are Usually Ready To Buy

Prospective customers who take the time to ask questions 
usually have a high level of interest in your product or 
service. By asking questions they identify themselves as 
likely buyers.

A prompt and complete answer to their question along with a 
gentle reminder of the benefits they will get is usually all 
it takes to close the sale.

Tip: Make it easy for prospects to ask questions when they 
are at your web site or in other selling situations where 
there is no personal contact. For example, list your phone 
number or an email address they can use for questions.

2. Set up A Procedure for Managing Questions

Answering questions from prospects does not have to take a 
lot of your time. Many of the same questions will be 
repeated over and over again. But you only have to answer 
each question once ...if you save the answer to each 
question to a permanent file.

Every time you get the same question again, just copy the 
answer from your saved file into your reply - and customize 
it appropriately. You will be able to answer questions 
quickly. And you will impress prospects with your promptness 
and personal attention.

3. Always Reply Promptly

Answer questions promptly. Your prospect's level of interest 
and your chances of getting the sale will decline as time 
passes without a reply. Prospects are also likely to judge 
your commitment to serving customers by how long they waited 
to get the answer to their question.

Tip: If you find yourself personally answering a lot of 
questions, add a Questions and Answers page to your web site 
- or to your printed sales material. Include the answers to 
your most frequently asked questions. This reduces the 
number of questions you have to answer individually.

4. Take Advantage of the Selling Opportunity

People tend to pay close attention to what you say when you 
answer a specific question they asked. Take advantage of 
this. Don't just answer their question. Include a reason for 
them to buy as part of your answer.

For example, a typical question may be whether or not your 
product or service applies to the questioner's situation. If 
it does, expand your answer to remind them of the specific 
benefits they will get. Then tell them exactly how to order 
it so they can get those benefits immediately.

Remember, prospective customers who ask questions are 
usually close to buying. A gentle nudge from you will often 
get them to take action. Provide that nudge when you answer 
their question.

Many businesses try to avoid questions from their prospects 
and customers. They are making an expensive mistake. 
Answering questions from prospects and customers is a highly 
effective and very low-cost way to boost sales.

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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