Selling Online, Selling Offline --
What's the Difference?
          By Ari Galper, Founder of Unlock The Game™

Ever since I created Unlock The Game™, one of the first questions people always ask me is,
"Does Unlock The Game™ apply to online selling?"
 
I've been holding off on answering that question because I wanted to get enough experience under my belt with my own online business so I could answer this from an authoritative position.

My answer is, "For the most part, yes -- but with some differences."

Those of you who fully understand the philosophy behind Unlock The Game™ are well aware that the core of everything I teach is based on the elimination of all sales pressure from the selling process.
 
You also know that the single most powerful way of eliminating sales pressure is through authentic language -- in other words, replacing traditional sales language
with the most natural dialogue possible, which creates almost instant
trust between two strangers.

This is exactly where online selling differs from person-to-person "offline" selling. In selling online,
you don't have the opportunity for that natural two-way dialogue. People come to your site and
are exposed to a one-way reading of your message, which can feel impersonal.

Check it out for yourself. If you look at 9 out of 10 website home pages, what do you see?

Online variations of the standard sales or cold-calling script: "We are ... and we do ..."

Why is this a problem? Because these sites are offering their solutions long before visitors can have any sense that they are being understood, and long before they feel any sense of trust in what they're seeing.

Visitors come to sites because they have a problem in mind and are looking for answers.

It's easier than you might think to solve the problems of one-way communication, impersonality, and lack of trust.

All you have to do is put yourself in the position of your site visitor, articulate their specific issues or problems, and gently offer solutions that they can choose without feeling as if they are being "sold."

Here are some simple ways you can warm up your site so you get as close as you can to a natural two-way dialogue:

* Remember the "Written Word" module from the Self-Study Program?

Beware of over-using "I" or "We" on your home page or at the beginning of your written message.

For example, rather than immediately pushing your product as the first thing visitors see on your home page, use language that addresses problems you know you can solve.

State those problems, and you'll find that your visitors are drawn more deeply into your site.

* Create a clear path through your site that lets visitors
  make their own decisions about what's best for them.

* Give your visitors a taste of your solutions so they can feel
   that you can actually solve their problems or issues.
   Downloads, "test drives" and other "free samples" give visitors the
   live experience of your solution and make them feel more comfortable with it.

* Last, and maybe most importantly: I'm always surprised by how few
   website owners seem to actually want to communicate with the potential
   customers who visit their website.
   But...have you ever gone to a site to order a product or service and
   ended up calling the toll-free number instead?
   Have you ever thought about why you did that?
   Maybe it was because you could ask questions of the live person
   who took your order, and this increased your sense of trust.

So...make yourself available to site visitors by having a Live Chat or Push To Talk button
(see below) on your website.

Talk directly with visitors to your site as they enter the virtual world that you've created for them.

There's nothing better than a two-way dialogue to humanize the online experience.

I enjoy it so much when visitors click on my Live Chat or Push To talk button,
and we establish that all-important personal connection.

Try it on your site. You'll love talking to your website visitors
because you'll be able to help them solve their problems.

To Your Success,

Is Selling Painful For You?  It's not your fault -- and there is a better way  Is this how selling is starting to feel like for you? Old "tried and true" cold calling and sales techniques that were once successful have completely lost their effectiveness over the years. That's why I developed a new sales mindset and cold calling approach that will quickly and automatically put you ahead of the game and instantly in a league above your competition. OLD SALES GURU MYTH # 1  - "Cold calling is a numbers game."  But, sales is only a numbers game when all you know is traditional selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your sales approach you'll make FEWER CALLS and MORE SALES. OLD SALES GURU MYTH # 2 - "Use a sales script to cold call." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds. OLD SALES GURU MYTH # 3 - "Focus on closing the sale." Are you "going in for the kill" with your closing sale technique? - If you are, you could end up killing your deal instead. Old sales techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is you. By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the sales process forward to get the result you want. Welcome to Unlock The Game™  Unlock The Game is a radically honest sales and cold calling approach based on integrity and common sense. It challenges traditional sales thinking and helps you achieve better sales results. It's the missing link -- a new mindset and language that converts selling into a natural conversation between you and your prospect. It offers you a new way of thinking about selling, from cold calling -- the most dreaded selling experience of all -- to the end of the sales process. You don't have to abandon the selling skills you already know -- Unlock The Game gives you a new approach and new tools to help you let go of old behaviors that bring you negative results. It's incredibly effective. Best of all, it's easy to learn.   "Unlock The Game is a breakthrough that takes the rejection out of cold calling"   "In a new age of frustrating and difficult selling challenges, more specifically the fear of cold calling, and starting new conversations without feeling rejected, Unlock The Game gives us all the answers to a natural way of engaging new prospects over the phone. Keep up the good work Ari!" Brian Tracy is a leading authority on personal and business success. As Chairman and CEO of Brian Tracy International, he is the best-selling author of 17 books and over 300 audio and video learning programs.        Brian Tracy  Want to learn more? Get FREE Access to The Teleseminar That Put the Old 'Sales Gurus'  Back Into Sales Pre-School!      Learn how to:   Make less cold calls - and get better results   Rip up your sales script and easily get your message across    Change from the "Dreaded Salesperson" to a trusted advisor in a matter of minutes    Get rid of your "Fear of Phone" once and for all    Stop chasing prospects and gain the respect you deserve  Take The Free Test Drive:  Enter your First Name, Primary Email, Phone Number and Your Selling Challenge below to get the first of your 10 free Unlock The Game cold calling audio mini-lessons:     First Name Last Name Primary E-mail Phone Number Your Selling Challenge:   SECURE AND CONFIDENTIAL         (Your email address will be 100% protected and will never, ever be shared.) To your success,    Email to a Friend   Print this Page