Chapter Eleven Review
In this Chapter we learned Five Important Axioms:
Axiom Number Fifty-Six – THERE ARE AT LEAST 10 SALES THAT MUST BE MADE IN EVERY SALE:
Making a SALE is a Step-By-Step Process, as you will see. If you rush it, you will LOSE Sales. If you skip some steps or do them poorly, you will LOSE Sales. But if you make an EFFECTIVE PRESENTATION, then YOUR PROSPECT WILL VOTE THAT THEY LIKED IT BY PURCHASING YOUR OFFER!
Axiom Number Fifty-Seven – IT IS CRITICAL THAT YOUR PROSPECT IS IN THE RIGHT FRAME OF MIND WHEN THEY HEAR YOUR OFFER.
If they “Buy You”, meaning that they Accept Your Credibility and Believability enough to read on, you have an EXCELLENT CHANCE of Making the Actual Sale. The purpose of Sale One and Two is to keep the Prospect at Your Site long enough for you to Sell YOURSELF to them. Only at THIS POINT, does “The” Prospect become “YOUR” Prospect.
Axiom Number Fifty-Eight – IN ORDER FOR A SALE TO BE MADE, THE ONE THING THAT MUST BE PRESENT IS EMOTION!
THE ONLY REASON PROSPECT PLACES AN ORDER IS BECAUSE THE PROSPECT HAS A DESIRE FOR YOUR OFFER.
Axiom Number Fifty-Nine – EVERY “NO” FROM YOUR PROSPECT IS ONE STEP CLOSER TO A “YES”!
THE MORE TIMES YOU ASK FOR THE SALE, THE MORE TIMES YOU WILL GET A SALE! So after you have written your copy, BE CERTAIN to go back through and MAKE SURE THAT you ASKED for ACTION SEVEN TIMES in the body of Your Sales Presentation, and SEVEN TIMES During the Course of Each “MORE INFORMATION” page, which is called a Rebuttal.
Axiom Number Sixty – WHEN IT COMES TO ASKING FOR THE SALE, DO NOT BE SHY!!
You need to Direct Your Prospect to TAKE ACTION on average, a total of SEVEN TIMES, so there must be at least SEVEN LINKS that say: “CLICK HERE NOW”
The standard 10 Sales to a SALE will lead to a SALE one out a consistent number of times, once you are up and running. That number is the number that will need to be tweaked by making ONE CHANGE at a time to ONE of the 10 Sections that comprise a SALE, and then watching your statistics to see if you SALE-TO-PROSPECT RATIO IMPROVED, WORSENED, OR HAD NO CHANGE. We will discuss the TESTING PORTION in more detail, but for now you should be aware that the FOUNDATION of Your Site, which is YOUR BEST AND ONLY SALESPERSON, is the SUM TOTAL of ALL OF THE SMALLER SALES, DYNAMICS, PSYCHOLOGY, STRUCTURE, VERBIAGE AND TIMING as we discussed so far.