ROB RASKIN - Business Owner, Sales Trainer, Consultant, and a die-hard Patriot!
Call: 702-240-4309 | Email: info@robraskin.com

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Sales Verbiage And Closing Techniques

Let’s recap where we are right now in terms of the Creation of Your Sales Site. At this point, you have attracted a Visitor to Your Site, and you have done all you can do to Maximize the Percentage of Visitors that are PROSPECTS.

You have that Prospect right where you want them:

IN FRONT OF YOUR BEST SALES PERSON – YOUR SITE!

You have established that:

  • YOUR OFFER HAS MERIT,
  • YOUR OFFER HAS VALUE,
  • THEY NEED TO ACT NOW, AND
  • WHY THEY HAVE NO RISK

And we’ve answered the Two Questions:

“WHAT DO I THINK OF THIS OFFER?” and “HOW DO I FEEL ABOUT THIS OFFER?”

We NOW have the FOUNDATION OF KNOWLEDGE from which to begin, as well as an awful lot to add, to arrive at a STRONG SALES SITE.

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!

HERE ARE THE 10 SALES IN EVERY SALE:

Sale Number 1 – SELL YOUR PURPOSE CLEARLY IN 3 SECONDS

Sale Number 2 – SELL CLARITY AND DEVELOP INTEREST PAR. 1

Sale Number 3 – SELL YOURSELF – CREDIBLE AND BELIEVABLE

Sale Number 4 – SELL THE NEED

Sale Number 5 – SELL THE SOLUTION

Sale Number 6 – SELL THE PRICE

Sale Number 7 – SELL THE PERCEIVED VALUE

Sale Number 8 – SELL THE NO-RISK

Sale Number 9 – SELL THE CREDIBILITY WITH TESTIMONIALS

Sale Number 10-SELL THE LOGIC AGAIN WITH RECAP ON P.S.

WE WILL DISCUSS THESE NEXT TWO SALES NEXT!

Sale Number 11-SELL VIA ALTERNATE-CHOICE CLOSE IF NEEDED

Sale Number 12 – SELL VIA TAKE-AWAY CLOSE IF NEEDED

Sale Number 1 – SELL YOUR PURPOSE CLEARLY IN 3 SECONDS

REMEMBER THAT YOU’VE GOT THREE SECONDS TO MAKE ENOUGH OF A POSITIVE IMPRESSION UPON YOUR PROSPECT FOR THEM TO CONTINUE TO READ ON.

Your Site will open to a HEADING, SUB-HEADING, and INFORMATION LINE that CLEARLY DESCRIBES WHAT THE BENEFIT OF THIS SITE IS TO THE PROSPECT and Develops enough Interest to Direct The Prospect to Read the FIRST PARAGRAPH!

You have made your FIRST SALE! Your have SOLD Your Prospect on Staying and Reading the first paragraph. You have obviously informed, entertained and inspired the Curiosity of Your Prospect enough for him/her to continue.

Sale Number 2 – SELL CLARITY AND DEVELOP INTEREST PAR. 1

Your FIRST PARAGRAPH has to be clear, concise, and MOST OF ALL, it MUST BE OF INTEREST TO YOUR PROSPECT! Remember, Your Prospect is in charge of his/her own mouse and can click off at any time. If you are boring, verbose, or vague, you are sending a message that you are not offering anything CRISP, SHARP or WORTH Your Prospect’s time!

Sale Number 3 – SELL YOURSELF – CREDIBLE AND BELIEVABLE

Your purpose is to Establish Yourself as the EXPERT so Your Prospect says to themselves “THE OFFER FROM THIS INDIVIDUAL COULD BE VALUABLE TO ME – I BETTER READ ON!”

The purpose of Your Profile is to SELL the Prospect on YOU. Once you have developed Yourself as Both CREDIBLE AND BELIEVABLE, you have made your SECOND SALE.

You don’t want Your Copy to go on for too long, but you don’t want to be too short either. What I did on My Site is I wrote a bit about myself, and then I gave the Prospect a “MORE ON ROB” button and had a 30 year Associate of mine write a biographical background piece on me. This way, if a Prospect wanted more of a Comfort level with me personally, they could go to that second page. If the one page was enough for them, they could go on to the Sales Presentation.

Whether they chose to go to MORE INFO or to The OFFER, they were NOT making the choice to EXIT the Site! When either choice is an ACCEPTABLE CHOICE from the Perspective Your Prospect that Your Prospect is moving closer to the Final Sale, this Technique is called an “ALTERNATE-CHOICE CLOSE.”

At this point, the Prospect has entered the Site, and has been impressed enough in the First Three Seconds to decide to read the First Paragraph. They’ve read that First Paragraph and it set a tone of No Nonsense, Interest and Value, so the Prospect is now reading with an Interest. They are now Sold on YOU so they are Interested in hearing what you have to say. So now they either roll into your Sales Presentation, if you have just one item to Sell, or, they roll to a “Choice” section where they choose which item is of Interest to them.

This is known as doing a “warm-up”. Before you begin the portion that addresses what they THINK of Your Offer, you have first warmed up their FEELINGS regarding how RECEPTIVE they feel about entertaining an Offer that comes from YOU based on what they now know about You.

YOU NOW HAVE YOUR PROSPECT IN THE PROPER FRAME OF MIND TO LISTEN TO 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.

Sale Number 4 – SELL THE NEED

You are now ready to pose the Situation that you wish to Address that is of Concern or Interest to your Prospect. Take Your Time building your case, but do not intentionally belabor the point. In other words, say everything you need to say in a Clear and Concise manner so Your Prospect can CLEARLY UNDERSTAND what the Concern is that you are Addressing.

After you have addressed this Concern adequately, and in Your Prospect’s mind you have ESTABLISHED A NEED, THEN AND ONLY THEN are you ready to Propose a Solution.

Sale Number 5 – SELL THE SOLUTION

Whenever possible, YOUR SOLUTION should be the THIRD ONE you propose. For example:

“Now there are Three Ways to deal with this situation. One way is for you to ignore it and hope that it will go away. But I seriously doubt that that will work for any length of time!

“A second way is to look for something that will do A, B and C so you can minimize the problems you have to deal with as a result of this situation.”

“Or, you can find a Product that will do A, B, C, D, and E for you. (Itemize the benefits to the Prospect of A, B, C, D, and E.) That would be WONDERFUL, wouldn’t it?”

“What if I showed you a Product that will NOT ONLY do A THROUGH E for you, it will ALSO DO X, Y AND Z TOO!! SOUND TOO GOOD TO BE TRUE?”
Well I am PROUD TO TELL YOU that BASED ON MY _____ YEARS IN THIS FIELD, I CAN PROUDLY RECOMMEND THE BEST PRODUCT ON THE MARKET – IT WILL DO ALL THIS AND MORE!”

What you have done so far is this:

You have just COMBINED the STRUCTURE OF THE SITE, PLUS the VERBIAGE OF THE SITE, to be IN SYNC WITH THE DYNAMICS AND THE PSYCHOLOGY OF THE MAKINGS OF A SALE!

THIS MY FRIEND, IS A BEAUTIFUL, BEAUTIFUL THING!!

YOU’VE JUST MADE YOUR FIFTH SALE – YOU’RE HALFWAY HOME!

Sale Number 6 – SELL THE PRICE

What you need to do now is to justify why the Sales Price of this Product should be a MUCH HIGHER AMOUNT than you are charging for it. The simple fact here is that EVERYONE likes to feel like they are getting a GOOD VALUE, a GOOD DEAL, on whatever it is that they are buying.

By Building up the PERCEIVED VALUE, when you DO get to the REAL PRICE, the Prospect will “FEEL” more like they are getting a GOOD DEAL, and therefore the PRICE of the item will not be a reason why Your Prospect didn’t buy Your Offer. So it will go something like this:

“Now how much would you expect to pay for a Widget of this type? You’ve probably seen similar Widgets for $329 and frankly, they LOOK like they MIGHT do the job, but we all know they don’t do everything we want them to do. In fact, they don’t even CLAIM to be able to do A, B, and C.

For the Product that you are being offered today, we could EASILY charge $495 and get it all day long, because its WELL WORTH THE MONEY. But what we want do, for a limited time only, is to put 1000 of these Fabulous Machines on the streets as quickly as possible and get feedback from the new owners of how much they LOVE THEM! THEREFORE, here’s our SPECIAL, ONE TIME, LIMITED TIME OFFER –

 

 

Solve the problem of A, B, and C BY OWNING THE BEST PRODUCT ON THE MARKET FOR THIS EXACT PURPOSE-

THE WIDGET X-100!

In return for your feedback of how you like it, INSTEAD of $495, or $395, or EVEN $295, RIGHT NOW YOU CAN ORDER THIS WIDGET X-100 FOR THE INCREDIBLY LOW PRICE OF ONLY $198 !!!

THAT’S OVER 50% OFF THE RECOMMENDED SALES PRICE!!!

Obviously, we cannot do this FOREVER! In fact, I can’t promise that we will be able to do this TOMORROW because at THIS PRICE, we’ll probably be out of stock before very long!!!

THE TIME HAS NEVER BEEN BETTER THAN RIGHT NOW to OWN YOUR VERY OWN WIDGET X-100!!!

–  Do you FEEL the EXCITEMENT BUILD in the Course of the Copy??? IF you don’t I GUARANTEE that your Prospect WON’T, either!

Axiom Number Fifty-Eight IN ORDER FOR A SALE TO BE MADE, THE ONE THING THAT MUST BE PRESENT IS EMOTION!

If Your Prospect were wishy-washy about Your Offer, WHY would they reach into their pocket to get the credit card out?

THE ONLY REASON PROSPECT PLACES AN ORDER IS BECAUSE THE PROSPECT HAS A DESIRE FOR YOUR OFFER.

A COMBINATION OF STRUCTURE AND VERBIAGE IN UNISON WITH THE DYNAMICS AND THE PSYCHOLOGY OF THE MAKING OF A SALE CREATE THAT DESIRE!

NO EMOTION = NO DESIRE = NO SALE. YOU CAN BET IT ALL ON THAT!

Sale Number 7 – SELL THE PERCEIVED VALUE

Okay, we have SOLD the PRICE. Next we need to make INCREASE THE PERCEIVED VALUE. This is the same principle that has been around for many years. Its been used on TV for everything from Ginsu knives to portable sewing machines: “You get the regular knives, the steak knives, the bread knives, and the butter knives, a $49.99 value – all for the one low price of only $19.99– BUT WAIT THERE’S MORE!

The “BUT WAIT THERE’S MORE” is known as PACKING VALUE.

It goes like this:

“AS EXCELLENT OF AN OFFER AS THIS ONE IS, TO OWN THE WIDGET X-100 FOR OVER 50% OFF, IT GETS EVEN BETTER AND HERE’S WHY! FOR THE FIRST HUNDRED ORDERS WE ARE GIVING AWAY A COMPLIMENTARY X-100 THING-A-MA-JIG! THIS THING-A-MA-JIG MAKES DOING A, B, AND C EVEN FASTER AND EASIER!

YOU’LL ALSO RECEIVE THE DO-HICKEY WHICH IS PERFECT FOR THOSE HARD TO REACH PLACES! SO YOU GET THE WIDGET X-100 FOR ALL OF YOUR BLANK NEEDS,

PLUS FOR ORDERING TODAY YOU GET THE X-100 WHACHA-MACALLIT TO MAKE IT EVEN EASIER TO DO Tasks D AND E!

AND THIS INCREDIBLE PACKAGE IS ALL YOURS FOR THE UNBELIEVABLE LOW PRICE OF ONLY $198 WHILE SUPPLIES LAST!”

We have just DEVELOPED URGENCY!

We have packed the value and done all we can do to Sell the Prospect on the VALUE of purchasing Your Product.

Sale Number 8 – SELL THE CONCEPT OF NO-RISK

“Now because I want you to SEE FOR YOURSELF how INCREDIBLE the WIDGET X-100 ACTUALLY WORKS, LET ME PUT YOUR MIND TOTALLY AND COMPLETELY AT EASE.

OUR IRON CLAD GUARANTEE:

IF AT ANY TIME, IN THE NEXT WHOLE ENTIRE YEAR, YOU FEEL FOR ANY REASON WHATSOEVER THAT THE X-100 IS NOT EVERYTHING I SAID IT IS AND MORE, SIMPLY RETURN IT FOR A FULL REFUND, NO QUESTIONS ASKED!

HOW’S THAT FOR CONFIDENCE IN OUR PRODUCT!”

Based on how your verbiage is flowing, YOU determine when to utilize your Testimonials. Testimonials are beneficial because Your Prospect KNOWS that YOU are going to say that the X-100 is INCREDIBLE. They’d like to know how other folks that are JUST LIKE THEM feel about the X-100.

Sale Number 9 – SELL THE CREDIBILITY WITH TESTIMONIALS

For your piece of mind, here’s what just THREE of the THOUSANDS of SATISFIED OWNERS of the WIDGET X-100 have to say!

“I can’t believe how easy it is to do A, B, and C” There was a time when this was a dreaded task – but NO MORE!”  J.B. Atlanta, Georgia

“I used to hope my wife did A, B, and C because frankly, I hated that job. But, with the WIDGET X-100 its fast, its easy, and MOST OF ALL, I get BIG POINTS for helping my wife around the house!”  L.F. San Diego, Ca.

“I don’t know what I ever did before I had the WIDGET X-100. But I will NEVER be without a WIDGET X-100 AGAIN! WHAT A WONDERFUL BENEFIT TO OWNING THIS WIDGET! – MY LIFE IS 100 TIMES EASIER!”  S.G. Smithtown, N.Y.

This is TRULY an INCREDIBLE PRODUCT! CLICK HERE TO ORDER NOW! Your WIDGET will be shipped within 24 hours of receipt of the order! CLICK HERE NOW!

These are what Folks JUST LIKE YOU have to say about the INCREDIBLE WIDGET X-100! ISN’T IT TIME YOU MADE YOUR OWN LIFE EASIER? CLICK HERE RIGHT NOW TO HAVE YOUR WIDGET X-100 SHIPPED RIGHT TO YOUR DOOR!”

Thank you in advance for your order.

Sincerely,
John Smith

Widget-Master

 

SALE NUMBER 10: RESELL THE OFFER WITH RECAP ON P.S.

At this point we will use a P.S. that Recaps the following:

  • The Problem
  • The Solution
  • The Price
  • The Perceived Value
  • The No-Risk
  • The Testimonials

P.S. Remember, this WIDGET X-100 will do A, B, C, D, and E, PLUS X, Y AND Z. By ordering TODAY, you are getting THREE BONUSES:

  • The X-100 THING-A-MA-JIG TO MAKE A, B, and C EVEN EASIER,
  • The DO-HICKEY for those HARD TO REACH AREAS and
  • The WHACHA-MACCALIT to make Tasks D AND E A BREEZE!

Normally we’d sell JUST THE WIDGET X-100 FOR $495, but for TODAY’S SPECIAL,

YOU GET ALL FOUR!

  • THE WIDGET X-100, PLUS!
  • THE X-100 THING-A-MA-JIG PLUS!
  • THE DO-HICKEY                      PLUS!
  • THE WHACHA-MACALLIT

ALL FOR THE INCREDIBLY LOW PRICE OF ONLY $198 !!! AND THAT’S WITH A FULL, ONE YEAR, NO QUESTIONS ASKED, MONEY BACK GUARANTEE !!!!  You’ve heard what folks JUST LIKE YOU Had to Say!!!   CLICK HERE TO ORDER NOW!!!

P.P.S REMEMBER, THIS OFFER IS LIMITED TO SUPPLIES ON HAND. ORDER RIGHT NOW TO MAKE SURE YOU DO NOT MISS OUT ON THIS INCREDIBLE OFFER! CLICK HERE TO ORDER RIGHT NOW!

I should mention that P.S. stands for “Post Script”, which comes after the script has been completed. P.P.S. stands for “Post, Post Script” meaning it comes after the Post Script. If you wanted to add a third message, you could add a P.P.P.S.

Such as:

P.P.P.S. I just wanted to give you MY PERSONAL WORD THAT THE WIDGET X-100 REALLY IS AS INCREDIBLE AS WE HAVE TOLD YOU THAT IT IS!!  CLICK HERE TO ORDER RIGHT NOW!

Now Your Prospect is going to do one of two things:

  • PLACE AN ORDER or
  • ATTEMPT TO EXIT

This is NOT GOOD, because Choice Two means you did not sell this Prospect your Offer! So, let’s increase the odds in YOUR FAVOR:

At the end of the Presentation, if the Prospect Places an Order, that’s GREAT!

If however, the Prospect does NOT Place an Order, We’re JUST GETTING STARTED!

Remember, Every time a Prospect says “NO”, they are really saying, “NOT YET, make me feel more comfortable.” Otherwise, they wouldn’t be continuing to read! It is NOW YOUR SIGHT’S JOB TO CLOSE THESE PROSPECTS!

YOUR PROSPECT WANTS TO BUY- HELP THEM!

Let’s explore EXACTLY HOW TO CLOSE THE SALE!

We now turn our attention to Sale 11 and Sale 12.

Sale Number 11-SELL VIA ALTERNATE-CHOICE CLOSE IF NEEDED

By giving Your Prospect the OPTION to get MORE INFORMATION at the bottom of the Presentation, they now have two choices facing them:

  • PLACE AN ORDER or
  • CONTINUE READING MORE INFORMATION

ISN’T THIS A MUCH BETTER SECOND CHOICE??? YOU BET! THE PROSPECT IS STILL AT YOUR SITE WHERE YOU STILL HAVE A CHANCE TO MAKE THEM A FIRST TIME BUYER!!!! THAT’S THE WHOLE PURPOSE OF THE SALES SITE, REMEMBER? TO SELL!!!!!!!!

The bottom of the screen will look like this:

CLICK HERE TO ORDER NOW                       MORE INFORMATION

Rather than purchasing, Your Prospect is not yet totally convinced so they choose “MORE INFORMATION.”

What this Prospect just said to you is NOT “NO”. What this Prospect just said is “NOT YET”! This Prospect is saying “Look, I am INTERESTED or I would have moved on, but I am not yet comfortable enough to make the Decision to purchase. PLEASE HELP ME TO MAKE THIS DECISION BECAUSE I WANT YOUR OFFER BUT I AM HESITANT.”

Your Prospect can only be hesitant for TWO REASONS:

EITHER THEIR LOGIC/REASON HAS RAISED A QUESTION, or

THEIR EMOTION/FEELING HAS RAISED A QUESTION.

And you do NOT know which one it is!!

BUT, you DO HAVE THEIR ATTENTION, so you now have the opportunity to RESELL THEM ON ALL THE PERTINENT FACTS!

This means that you have the opportunity to Recap the reasons why this WIDGET X-100 is a WISE PURCHASE, and that the PRICE is JUSTIFIED. This appeals to their sense of LOGIC and REASON.

You ALSO have the Opportunity to Recap the reasons why they can FEEL GOOD making the purchase through additional testimonials and by reiterating the NO-RISK guarantee! This appeals to their sense of EMOTION and FEELING.

Then, by writing with the ASSUMPTION that you have answered their concerns, you can simply move forward with the direction for the Prospect to ORDER, and you top it off with some URGENCY, as in “CLICK HERE TO ORDER NOW!”

Let’s try writing the copy for this first REBUTTAL page:

“You know, sometimes I am asked if there is anything that the WIDGET X-100 CANNOT DO!!

And I always say “it doesn’t do WINDOWS!!”

Seriously, for the past SIX YEARS, the WIDGET X-50 has been the MAINSTAY of the ENTIRE INDUSTRY.

NOW, the MOST EXCITING ADDITION to this industry TRULY IS the WIDGET X-100.

Let me share with you some more UNSOLICITED TESTIMONIALS from EVEN MORE FOLKS JUST LIKE YOU that have had the OPPORTUNITY to ENJOY THE BENEFITS of the WIDGET X-100:”

“I never thought I’d ever take the time to write to any company about their product. But this WIDGET X-100 has made my life SO MUCH EASIER I can’t believe it. Keep up the good work you guys!”  K.D. Denver, Colorado

“I’ve owned the WIDGET X-100 for 9 months now, and EVERY TIME I use it, I am so glad I bought it. It not only used to take me THREE TIMES AS LONG to get the job done, but I dreaded it because it was a CHORE.

Now I look forward to it because the WIDGET X-100 makes it easy to accomplish the task, and in 1/3 the time!”  T.Y. Chicago, Illinois

“I bought the WIDGET X-50 when it came out about 5 years ago. It gave me 5 years of TOTALLY RELIABLE SERVICE. So when the WIDGET X100 came out, I mentioned that it would make a GREAT Christmas gift, and I guess Santa heard me. THANKS SANTA for making my life THAT MUCH EASIER!”  J.G. Salt Lake City, Utah

Its pretty clear that the WIDGET X-100 is a well designed, well thought out piece of equipment that will make your life easier, get the task done in less time, and leave you feeling good too. The price of the WIDGET X-100 will NEVER BE LOWER and will NOT be ONLY $198 for long!

But ONE THING is for certain:

NOW IS THE TIME TO BUY ONE, because you’ve got NOTHING AT ALL TO LOSE. THERE IS NO RISK FOR YOU because of our ONE-YEAR 100% MONEY BACK GUARANTEE if you are not ABSOLUTELY DELIGHTED!

We ship within 24 hours, and it takes just 3 days for Delivery, so YOU WILL HAVE YOUR WIDGET X-100 IN YOUR HANDS WITHIN 5 DAYS!

CLICK HERE TO ORDER NOW!                   FOR MORE INFORMATION

As you can see, here’s what we have done:

  • We RESOLD THE BENEFITS to the Prospect,
  • We RESOLD how they FEEL about it,
  • We RESOLD what they THINK about it,
  • We RESTATED that there is URGENCY to the Offer,
  • We ASSUMED that they will now buy, and
  • We CALLED FOR ACTION on their part.

This gave us a good second chance to Close this Sale. But there always exists the possibility that for whatever reason, the person still isn’t convinced. If there was no “MORE INFORMATION” at the bottom of this rebuttal page, the Prospect would have to choose “YES” or “NO” with regards to the purchase. But since there is another page for MORE INFORMATION, if the Prospect is not convinced enough to purchase, but interested enough to keep reading, then Your SITE might as well KEEP SELLING!!

Before we go further, here’s a little CONVENTIONAL WISDOM when it comes to Sales. It takes 7 “NO’s” to get to a “YES” on average in Sales. This means that if in Your Sales Presentation, before you get to the REBUTTALS, you ask for the Prospect to “Click Here to order NOW” in one way or another, 7 times, then you will have asked enough on average for the Prospect to say “YES”.

Averages however, are deceiving. It could take asking a Prospect just 3 times to get them to say “YES”. It could take 20 times to get them to say “YES”!

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!!

To recap, at the bottom of the Sales Presentation, we gave the Prospect an ALTERNATE-CHOICE CLOSE, which was to “ORDER NOW”, or “MORE INFORMATION.”

If the Prospect asked for “MORE INFORMATION”, we then proceeded to SALE 11, which is a REBUTTAL that RESELLS THE PROSPECT on the TWO QUESTIONS, “WHAT DO THEY THINK ABOUT THE OFFER” and “HOW DO THEY FEEL ABOUT THE OFFER”.

At the end of this Rebuttal, we AGAIN use the ALTERNATE CHOICE CLOSE of “ORDER NOW” or “MORE INFORMATION.”

As a matter of timing, the “MORE INFORMATION” choice should be to Continue to EDUCATE the Prospect on WHY this SUCH a GREAT Offer, giving the Prospect MORE INFORMATION upon which to base their decision to PURCHASE.

But I would only do this for a SECOND TIME. If you get into the habit of continuing “MORE INFORMATION” screens forever, TOO MUCH INFORMATION IS JUST AS BAD AS NOT ENOUGH INFORMATION!

An EXCELLENT EXAMPLE of this principle can be demonstrated in the case of selling Shoes. A Prospect is looking at a pair of shoes in Yellow and a second pair in White. The Prospect says to the Salesperson, do you have them in Beige also? The Shoe Salesmen has two choices. He can say “YES” and go get the Third Pair in Beige, or he can say “YES, out of THESE TWO pair, which do you PREFER, the White or the Yellow?”

This encourages the Prospect to make a DECISION between the Two choices, White and Yellow. Well, if the Prospect CANNOT DECIDE between the White and the Yellow, her decision will be THAT MUCH HARDER when Beige is added. Add two or three or four more pair of shoes to the Decision, and the Prospect may walk out of the store with NO SHOES at all because she just COULDN’T DECIDE.

So, you want Your Site to provide an EXCELLENT SALES PRESENTATION, asking for a CALL TO ACTION SEVEN TIMES. If the Sale was NOT MADE at that point, you then want to Offer a REBUTTAL PAGE, and RESELL Your Prospect on the all the CRITICAL POINTS as we just discussed above:

  • That it’s a WISE PURCHASE and
  • That the PRICE is JUSTIFIED.

This appeals to their sense of LOGIC and REASON.

  • Opportunity to offer Additional Testimonials and
  • Reiterate the NO-RISK Guarantee!

This appeals to their sense of EMOTION and FEELING.

  • Write with the ASSUMPTION that you have answered their concerns
  • Continually Direct the Prospect to ORDER, and
  • Make sure to CREATE URGENCY, as in “CLICK HERE TO ORDER NOW!”

If the Prospect chooses “MORE INFORMATION” a SECOND Time, The SECOND REBUTTAL should be STRONGER, almost as if there is NO OTHER INTELLIGENT CHOICE BUT TO TAKE ADVANTAGE OF THIS OFFER. OTHER THAN STRENGTH OF COPY, IT SHOULD FOLLOW THE SAME FORMAT.

“Well, since you are still reading, it means that you are VERY INTERESTED in purchasing the WIDGET X-100 but you’re just a bit hesitant.

LET ME PUT YOUR MIND AT EASE RIGHT NOW.

For the ACCOMPLISHMENT of Tasks A-E and X-Z, you do have SEVERAL CHOICES.

  • You can of course continue to do these tasks the way you’re doing them right now. I suspect though that if you were HAPPY doing it that way; you wouldn’t be looking for a BETTER WAY!
  • You can purchase one of the LESS EFFICIENT PRODUCTS on the Market and take a little longer and work a little harder to get the task done.

OR!

  • You can let the WIDGET X-100 HELP YOU TO GET THE JOB DONE IN LESS TIME, WITH LESS EFFORT, FOR LESS THAN HALF OF ITS SUGGESTED RETAIL PRICE!

Remember the ADDITIONAL BENEFITS of the X-100 THING-A-MA-JIG to make tasks A, B AND C EVEN EASIER!!!

The DO-HICKEY is STRICTLY for those HARD TO REACH PLACES! It ALONE is worth $49, and once this offer ENDS, it will NOT BE OFFERED AGAIN! That’s a PROMOTIONAL ONE-TIME OFFER!

And the WHACHA-MACALLIT will Help You to FLY RIGHT THROUGH TASKS D AND E WITH EASE!

The FACT is that THOUSANDS of people do this task regularly. The HAPPY ONES, the SMART ONES, THEY are doing it with the WIDGET X-100. You’ve read what some of them have to say:

“I can’t believe how easy it is to do A, B, and C” There was a time when this was a dreaded task – but NO MORE!”  A.Z. Washington D.C.

“I used to hope my wife did A, B, and C because frankly, I hated that job. But, with the WIDGET X-100 its fast, its easy, and MOST OF ALL, I get BIG POINTS for helping my wife around the house!” O.W. Miami, Florida

“I don’t know what I ever did before I had the WIDGET X-100. But I will NEVER be without a WIDGET X-100 AGAIN! WHAT A WONDERFUL BENEFIT TO OWNING THIS WIDGET!” P.L. Dallas, Texas

“I never thought I’d ever take the time to write to any company about their product. But this WIDGET X-100 has made my life SO MUCH EASIER I can’t believe it. Keep up the good work you guys!” J.W. Cincinnati, Ohio

“I’ve owned the WIDGET X-100 for 9 months now, and EVERY TIME I use it, I am so glad I bought it. It not only used to take me THREE TIMES AS LONG to get the job done, but I dreaded it because it was a CHORE. Now I look forward to it because the WIDGET X-100 makes it easy to accomplish the task, and in 1/3 the time!” D.S. Salem, Oregon

“I bought the WIDGET X-50 when it came out about 5 years ago. It gave me 5 years of TOTALLY RELIABLE SERVICE. So when the WIDGET X100 came out, I mentioned that it would make a GREAT Christmas gift, and I guess Santa heard me. THANKS SANTA for making my life THAT MUCH EASIER!”  E.H. Phoenix, Arizona

Remember that THERE IS NO RISK TO ORDERING! You have a ONE-FULL YEAR 100% MONEY BACK GUARANTEE IF THE WIDGET X-100 IS NOT EVERYTHING WE SAY IT IS AND MORE.

THE WIDGET X-100                    ($495 VALUE)

THE X-100 THING-A-MA-JIG    ($  69 VALUE)

THE DO-HICKEY                         ($  49 VALUE)

THE WHACHA-MACALLIT       ($  49 VALUE)

————————————————————

$662 VALUE!!!

FOR THE AMAZINGLY LOW PRICE OF ONLY $198 FOR ALL THREE!

DO NOT MISS OUT ON THIS FANTASTIC OFFER!!!!!!!

ORDER NOW!!

YES I WANT THE PACKAGE OF ALL THREE OF THESE FABULOUS ITEMS FOR ONLY $198 WITH A FULL ONE-YEAR 100% MONEY BACK GUARANTEE!!

CLICK HERE TO ORDER NOW!                           MORE INFORMATION

At this point, you have made an EXCELLENT SALES PRESENTATION to Your Prospect. You have made an EXCELLENT FIRST AND SECOND REBUTTAL to Your Prospect.

You have DIRECTED Your Prospect to ACTION 21 TIMES, 7 on Your Presentation, and 7 on each of the TWO Rebuttals. If there was a Sale to be had, you did JUST ABOUT EVERYTHING YOU COULD DO to get it!!

JUST ABOUT EVERYTHING, but NOT QUITE EVERYTHING. And now, the TAKE-AWAY!

Sale Number 12 – SELL VIA TAKE-AWAY CLOSE IF NEEDED

The Take-away is the Science of Using Reverse Psychology. When you are pushing a Prospect in the Direction of getting them to Take Action, their automatic defense mechanism will be to resist. That’s why it is SO IMPORANT to follow each of 10 Steps of the Sale, so that the Prospect feels like they are making their Own Decision and not being forced into something.

Some Prospects need that EXTRA PUSH however. A Prospect who didn’t make the Decision to Buy AFTER reading the Sales Presentation AND Two Rebuttals, AFTER being directed to a CALL TO ACTION 21 Times, and yet is STILL READING to get to your LAST REBUTTAL, is telling you that they WANT TO BE CONVINCED!

However, up until NOW, Your Best Efforts did not result in the Prospect’s Action to PURCHASE, so its time to take a different tact. This is where the Take-Away can Close the Sale where another standard Rebuttal may have no more Success than the first two rebuttals.

THE TAKE-AWAY.

The Take-Away works best when preceded by a SUMMARY-CLOSE. A SUMMARY-CLOSE is a LISTING of ALL THE FEATURES AND BENEFITS OF YOUR OFFER TO YOUR PROSPECT. THEN, AFTER YOU SUMMARIZE ALL OF THE FEATURES AND BENEFITS, YOU THEN TAKE IT AWAY FROM YOUR PROSPECT.

This Psychological REVERSAL is often enough to TIP Your Prospect to TAKE ACTION!

“Well, You have looked at the BEST FEATURES of the WIDGET X-100.

  • It is RELIABLE
  • It is STURDY
  • It is GOOD FOR TRAVEL
  • It is INEXPENSIVE TO OPERATE
  • It is EASY TO OPERATE
  • It is FAST
  • It is ON SALE
  • It provides TREMENDOUS RESULTS
  • The offer INCLUDES THE THING-A-MA-JIG PLUS THE DO-HICKEY PLUS THE WHACHA-MACALLIT
  • It is a $662 VALUE FOR JUST $198 FOR A VERY LIMITED TIME
  • There is a ONE YEAR, 100% MONEY BACK GUARANTEE

And, You have looked at the BEST BENEFITS TO YOU FROM THE FEATURES OF THE WIDGET X-100:

  • THE PIECE OF MIND THAT IT WILL GET THE JOB DONE
  • THE JOB WILL GET DONE FASTER
  • THE JOB WILL BE DONE WELL
  • YOU CAN TAKE IT WHEREVER YOU NEED TO USE IT
  • YOU CAN COUNT ON IT
  • YOU CAN HAVE THE CONFIDENCE IN A JOB WELL DONE
  • YOU ARE GETTING TREMENDOUS VALUE
  • YOU HAVE NO RISK DUE TO THE GUARANTEE

And in ADDITION to the FEATURES AND BENEFITS TO YOU OF THE WIDGET X-100, You have heard from NUMEROUS, SATISFIED CUSTOMERS JUST LIKE YOU!

CERTAINLY You can see how having the WIDGET X-100 to do Tasks A, B and C as well as X, Y and Z is OF GREAT BENEFIT TO YOU!

The fact is that if you DON’T FEEL that having the X-100 is a GREAT BENEFIT to You, then there’s only ONE THING LEFT to say –

DON’T BUY IT!

Maybe you don’t do tasks A, B C, D, and E – or tasks X, Y and Z for that matter.

Maybe you have an old system that you can nurse along for a little while longer and “hold off” on buying the X-100.

That is CERTAINLY YOUR PRIVILEGE. I want to THANK YOU EITHER WAY for Visiting this Site today and I wish you much Luck and much Success in getting these TASKS done whether you have the X-100 or not.

The ONLY thing I want to point out is that there is ONLY ONE DIFFERENCE between ENJOYING THE BENEFITS OF THE WIDGET X-100, and struggling along WITHOUT IT.

There have been many times in ALL our lives when we saw a GOOD DEAL on something that we WANTED, NEEDED, and COULD USE, but we DIDN’T do it when we had the Chance. And then the Chance was gone.

THERE IS ONLY ONE THING STANDING BETWEEN YOU AND A BETTER AND FASTER WAY TO GET ALL OF THESE TASKS DONE –

YOUR DECISION TO ACT NOW.

I want to make SURE that you KNOW that this is a LIMITED TIME OFFER, and it will NEVER BE REPEATED at this Price. So if you DO have the NEED for a WIDGET X-100, YOU’D BE WISE TO TAKE ADVANTAGE OF THIS OFFER RIGHT NOW WHILE IT IS STILL AVAILABLE.
Either way, my very best to you.

Sincerely,

John Smith

Widget Master

OKAY JOHN. I DO NEED A WIDGET X-100 AND I AM GOING TO TAKE ADVANTAGE OF YOUR NO RISK OFFER!

LAST CHANCE TO ORDER                                         TIME TO MOVE ON

Pretty GUTSY, huh?
Well, you had nothing to lose! If this INCREDIBLY STRONG SALES PRESENTATION, along with TWO STRONG REBUTTALS and 21 CALLS TO ACTION didn’t Inspire Your Prospect to Action, then a little REVERSE PSYCHOLOGY CERTAINLY COULDN’T HURT – you didn’t have a SALE ANYWAY!

In Chapter 12 we will discuss where the Site goes if the Prospect clicks “TIME TO MOVE ON”.

They have NOT GOTTEN OFF THE HOOK YET- THEY JUST THINK THEY HAVE!

© 2019 Rob Raskin | All Rights Reserved