How to Close Online Sales Through Asking Questions

There are some closing techniques that are more applicable to the Web than others -- but I'll show you magical closing secrets that can dramatically increase your web sales, and rapidly increase your online income. This works best on direct response websites - i.e., those that focus on getting an immediate response in the form of an order or lead.

The All-Important Opening Question

When you're selling online, you don't have the benefit of interacting with your prospect the way you would in face-to-face selling. Therefore, the first thing you say in your web copy has to be something that breaks preoccupation, grabs attention, and points to the result or benefit of your product.

Your opening question must be aimed at something that is relevant and important, and at something that your prospect needs or wants. What do sales managers, for instance, sit around and think about all day long? Increasing sales! Therefore, if your target market consists of sales managers, here's an example of a question you can use as a headline or as the first part of your copy: "How would you like to see a method that would enable you to increase your sales by 20% to 30% over the next 12 months?"

When you ask such a question, the first thing that pops into the mind of the prospect should be, "What is it?" - Whereupon you've captured his or her attention, and you can then begin to articulate how your product or service can solve the need posed by the question.

Plan your opening question carefully. If your opening question fails to break your prospect's preoccupation and grab his attention, he will click away before giving you the opportunity to present your product or service.

Questions That Keep Them Involved

Questions are equally vital during the presentation, i.e., in the body of your web copy, for clearly explaining how your product or service solves your prospect's problem in an easy, fast, or cost-effective way.

Tip: Never say something if you can ask it instead! Think of how you can phrase your key selling points as questions. The person who asks questions has control!

Closing Questions that Presume the Sale