its very nature -- is done at a distance from the prospect, so you can't get them physically involved. Instead, you need to work on the prospect's imagination -- although that's not the disadvantage you might think, if done correctly. The way toAlways remember your prospective customers are only interested in your product for what it can do for them. So here's how to really get them fired up.

In face to face selling, one of the important stages of the sale is getting the prospect to actually handle -- or better yet: use the product. Why is this so powerful? Simply because it creates in the prospect's mind the feeling of already owning the product. That's why the car salesman always strives to get you into the car for a test drive as soon as possible. In psychology this is called "commitment" and is one of the powerful hot buttons good marketers, like you, should be aware of.

Nightingale Conant have elevated this psychological ploy to an art form with their famous "Try it for thirty days" direct mail offer. Yes, they do get some cd sets returned -- but not that many. And this is more than made up for by the increased sales this fairly unique approach provides.

Copy writing -- by its very nature -- is done at a distance from the prospect, so you can't get them physically involved. Instead, you need to work on the prospect's imagination -- although that's not the disadvantage you might think, if done correctly. The way to

prospect to actually handle -- or better yet: use the product. Why is this so powerful? Simply because it creates in the prospect's mind the feeling of already owning the product. That's why the car salesman always strives to get you into the car for a test drive as soon as possible. In psychology this is called "commitment" and is one of the powerful hot buttons good marketers, like you, should be aware of.

Nightingale Conant have elevated this psychological ploy to an art form with their famous "Try it for thirty days" direct mail offer. Yes, they do get some cd sets returned -- but not that many. And this is more than made up for by the increased sales this fairly unique approach provides.

Copy writing -- by its very nature -- is done at a distance from the prospect, so you can't get them physically involved. Instead, you need to work on the prospect's imagination -- although that's not the disadvantage you might think, if done correctly. The way to

for a test drive as soon as possible. In psychology this is called "commitment" and is one of the powerful hot buttons good marketers, like you, should be aware of.

Nightingale Conant have elevated this psychological ploy to an art form with their famous "Try it for thirty days" direct mail offer. Yes, they do get some cd sets returned -- but not that many. And this is more than made up for by the increased sales this fairly unique approach provides.

Copy writing -- by its very nature -- is done at a distance from the prospect, so you can't get them physically involved. Instead, you need to work on the prospect's imagination -- although that's not the disadvantage you might think, if done correctly. The way to

with their famous "Try it for thirty days" direct mail offer. Yes, they do get some cd sets returned -- but not that many. And this is more than made up for by the increased sales this fairly unique approach provides.

Copy writing -- by its very nature -- is done at a distance from the prospect, so you can't get them physically involved. Instead, you need to work on the prospect's imagination -- although that's not the disadvantage you might think, if done correctly. The way to

its very nature -- is done at a distance from the prospect, so you can't get them physically involved. Instead, you need to work on the prospect's imagination -- although that's not the disadvantage you might think, if done correctly. The way to do this is to paint compelling word pictures of how the prospect will feel, once they have the product.

Always remember the famous phrase coined by the early 20th Century copywriter, Elmer Wheeler: "Don't sell the sausage -- sell the sizzle.". In other words, fire up the prospect's emotions by painting glowing word pictures of the benefits they will enjoy once they have the product.

So, don't say: These sausages are made with the finest minced meat and cereal and flavored with herbs and spices. Instead, focus on the mouthwatering benefits the product will provide. Work on the prospect's emotions, because people buy with their emotions. Let the prospect's imagination run amok.

Let them hear the firey sizzle of the sausages, as they hit the hot skillet. Let their mouths water, as you describe the delicious aroma coming from the browning sausages. Let them practically taste that first delicious bite, as you tell how all the flavors of the carefu