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Being a car sales trainer I’m always asked “Mak could you teach us a new quick close?” And my answer was always that there is NO single close that will always get the job done. In a step by step sales process you’ll notice that closing is one of the steps towards the end. But in reality every step in the sales process in another disguised closing step to help you sell the vehicle. Here is an outline

A Basic outline of the sales process in the car business:

1.First impressions 2.Greeting 3.Rapport building 4.Qualifying 5.Presenting the vehicle 6.Demonstrating the vehicle 7.Asking for the order 8.Getting a commitment to purchase 9.Pre-Closing 10.Re-Closing

Look at the steps above. Closing is way towards the bottom of the sales process. So if you try to trick your customers and try to close in the beginning of the sale, this will not be effective. You achieve success by NOT skipping steps and following the basics. All of those above steps are a form of closing. You just don’t see it that ways because it’s disguised as more work. You must take ample time to follow the basics with every customer. If you do then everything you’re doing is helping you to sell the car.

Here is what else is important. Learn to properly follow up and prospect. Why? Because if you don’t then you’ll barely have customers in front of you to go through the sales process with. If you want customers to come through the door for you then learn to effectively prospect and follow up with everyone.

Stop skipping steps

As I observe so many average salespeople, the biggest problem I see is they are all trying to take shortcuts. You have to follow the system. Greet your customer, build rapport and qualify them properly. Show them the car and take them on a demo drive etc. Build as much value as you can so all this will justify the price. Think about it. How can you expect to close the sale if you haven’t built value yet? Follow the basics and work your way to the close.

Let’s say you greet a customer, they tell you what they want. Then you just jump right to into the lot to show your inventory. You’re still skipping steps. You didn’t build rapport or qualify. Chances are you’ll lose another opportunity to close the sale. And if you do close the sale, it will be a grind out 10 hour long process based on price.

NOTE: Closing on price is making you leave a lot of money on the table. So if you want to earn as much money as possible in this business, go back to the basics and follow them religiously with every single customer.

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Click fraud is a risk that goes along with doing any kind of pay per click advertising as part of your Search Engine Marketing strategy. Pay per click advertising can help you be sure that you’re getting some kind of return on your advertising investment because you’re only paying when someone clicks on your ad and goes to your site but not everyone clicking on your ads is interested in your products or services. Click fraud is when someone that has no interest in your products or services repeatedly clicks on your ad just to make you pay more money. It sounds like something that petty and spiteful person would do to one another but click fraud can lead to huge advertising bills for companies who aren’t getting anything in return for that money.

Anyone that uses search engine optimization wants to advertise their website and try to get more traffic but the point of using search engine optimization is to reach your target market and get members of your target market to click on your website. Search engine marketing and search engine optimization are safer bets than pay per click advertising because of the high risk of click fraud that comes with pay per click advertising. The biggest search engines like Google and Yahoo have built automated click fraud management programs to try and combat the growing problem of click fraud but it still happens everyday to lots of companies.

A larger company might not notice the click fraud until they end up with an advertising bill that is three or four times higher than they expected. When that happens a click fraud management team from the ad company will step in and try to determine if click fraud is responsible but unfortunately the law hasn’t quite kept up with the changing technology when it comes to click fraud. There are several large click fraud cases that are still pending in the courts. Companies feel that they shouldn’t have to pay huge advertising bills as a result of click fraud and that the ad companies have a responsibility to create a click fraud management system to keep click fraud from happening and the ad companies feel that the companies are responsible for the costs incurred by click fraud.

Click fraud isn’t just done by a single person or a group of people sitting at their computers clicking on a company’s ad over and over. There are automated programs that are designed to click on an ad thousands of times per day which can mean an astronomical bill for companies without giving them any new business. The new click fraud management programs that are being rolled out by the major ad companies and search engines are alleviating some of the click fraud problem but click fraud will almost always be a risk when you’re doing pay per click advertising. Search engine marketing with just plain old search engine optimization is a safer methods to drive traffic to your website although they may or may not drive as much traffic to your website as a few pay per click ads would. A combination of SEO and PPC with the right click fraud protection can be the a great strategy.

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Filed under: Internet Marketing

So you are ready to buy some targeted website traffic? Think again, many who consider buying traffic are often misled and ripped off. Wholesale website traffic sellers are usually just selling Bot traffic. This kind of traffic produces nothing except fake stat inflation. If this is your goal then good for you, otherwise read on.

A lot of web site unique traffic vendors will promise you millions of website visitors for the small cost of $100.00. Well trust us, this deal is too good to be true. You will fail to acquire website visitors, you will merely witness a bot crawling your web pages. How can we possibly counter this? We have many methods to battle this, but we will adhere the most obvious ones.

When you buy web traffic you must ask the following questions: Is It Unique? Ask if the traffic is 24 or 48 hour unique. This means that each and every REAL visitor sent to your site has not been there within the last 24 or 48 hours.

Many underhanded traffic comanies will direct the same visitor to your site multiple times to make their stats look nice. Second, you must ask the company where their website traffic originates from. Is this traffic coming from clean and legitimate expired domains? Or is this traffic coming from expired or current junk sites?

Many companies use pop-ip or pop-under traffic to inflate their stats. There are two reasons this is not good for your website. First, poetential visitors view this traffic as SPAM and will often disregard your website. Secondly, this sort of traffic does not convert well. Who wants to buy from a company who advertises with pop ups?

Domain redirect traffic is truly the best of breed when it comes to buying bulk traffic. This traffic comes from websites that have expired and still have people coming to them! Think about it this way, lets say you had a semi successful website for 3 years, got a pretty large following and then just let it go. The domain expires and you forget about it. People like us then buy these domains, categorize them and use them to REDIRECT traffic to our clients websites. Traffic resellers buy domains from many categories. This is done to better meet their clients needs.

Let us assume for a moment that you have a igreat website on cats. You visit a traffic sellers website and request one hundred thousand unique targeted website visitors. A few web sites will permit you to select your category, others simply will not. In fewer words, with the first website, you are stuck with all-purpose website traffic. This website traffic is not category targeted and 99 percent of the “unique” visitors might not care about cats!

The second site allows for the selection of a more targeted variety of traffic. This category specific traffic will increase your probability for gross sales, clicks or what have you. Site 2 might contain a category called “Dogs“, well it’s an easy decision to select this category in that one in three visitors inquiring about pets are looking for a dog site! The cost for site 2 might be more than site 1 but the traffic is far better. Read on to see our suggestions for domain redirect visitors.

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Filed under: Internet Marketing

A lot of people are wanting to learn how to write great articles for publishing on the internet. The benefits, if done correctly, are one way links back to your site as well as driving traffic. We want to give you some tips to get you started.

Publishing Content There are hundreds of article publishing sites. A simple search will yield a nice list.

Many of publishing sites require that you register as an author. The easiest thing to do is use the same user name and password with each website. A template using Notepad is a great idea so that when you are ready to entering in your articles you will have everything in one place.

Use the following outline as a template. These tips come from having several articles rejected. That’s no fun. Article Title: Make sure that you have your main keyword phrase in this title. Author Bio: Limit your bio to about 200 characters some allow more, but I think shorter is better. Add at least, one link to your website in the bio. Have the link pointing back to the page on your site where the article resides. Some sites do not allow you to have a link to your website in the content of the article. If you are allowed two links, make one to the page with the article and the other to your homepage. Sample Bio: Terry Stanfield is a SEM consultant with over 15 years of sales and marketing experience. His company, ClickAdvantage, manages PPC and SEO efforts for his lead generation and ecommerce clients. For more information: http://www.clickadvant.com/se101.htm In some article directories, they do not have a place for a box for your bio. In those cases, you can put your short bio at the end of your content. Keyword List: It is best to start with one or two keyword phrases. Think of the questions behind the search than write your article to answer the questions. Make a list of two or three keyword phrases that you want your article to be found on. Make sure that those phrases are in the content of the article. Limit yourself to 2-3 keyword phrases. The keyword phrases should be the core topic of your article. Keeping these terms in the forefront of your mind will keep you on track. Article Content: This is the content of your article. Do not include the title of the article in this box. The articles should be about 500 to 550 words. The minimum number of words, allow in the vast majority of the article distribution sites is 500. If you are new to writing articles, let me suggest the following outline: Introduction: First one or two sentences introduce the problem that you’re going to solve by writing this article. The next sentence states the three areas that you’re going to cover or the top five reasons or the five things you should look for or the six misconceptions about, you get the idea. Meat of the article: Point1 Two or three sentences Point2 Two or three sentences Point3 Two or three sentences Conclusion: You might start this paragraph like: “We just looked at three ways around the problem of … The challenge is, what are you going to do from here.” Make some suggestions on what to do next. Invite them to look for upcoming articles on this topic or related topics. Finally: It is important that you edit your article for spelling and grammar, but most importantly, key words and phrases and their positions in the article. Create Meta tags for that article so that you can have them when that page is added to your website. Add the content to your website and have it on your site for about a week before you publish the article. The reason you want to do this is to establish that your site had the content first.

Now that you have a starting point the next step is to sit down and start writing. Writing & publishing articles for the internet will only be beneficial after you do it!

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Filed under: SEO

Don’t underestimate how powerful exfoliating is when it comes to indoor tanning. This process doesn’t take very much effort, but it will significantly impact the results you get from it. If you want a healthy looking glow for the summer or all year long, you need to go about it in the right way. Taking good care of your skin is the best place to start.

Your skin will absorb more of the UV rays when you do so. It will also help you to develop a nice base tan. When you fail to exfoliate though you end up with dry flaky skin that will come off when you shower or as you go about your day. Since this is the outer layer that is what the tan color will be on. When that skin comes off, you won’t have the same glow underneath.

Many individuals understand the importance of exfoliating but they fail to see why they need to use a very good soap for the process. Not all soaps contain quality ingredients so the level of cleaning you will get is going to vary. You want to use one that has many natural ingredients in it. Avoid those with fragrances as they will hinder your exfoliating efforts.

Liquid soap for exfoliating seems to be less harsh than bars of soap. Most of what you will find out there comes in either form so you can choose what you want. You want to scrub your skin while you exfoliate with a loofa or a wash rag very well. This way you can remove all of the dry and dead skin from your body.

Left over soap on your body is something you need to avoid as well. If you aren’t rinsing off as well as you should then take more time to do so. That left over soap is going to affect your ability to get the best possible tan. It is going to block the UV rays or the sunless tanning spray from getting to your skin like it could. Just a few extra moments to rinse off can prevent this scenario from happening.

Pay attention to how you dry off your body as well. If you are one who quickly towels off from head to toe then you need to slow down. Pat your body dry instead of the rigorous workout. That way your skin gets the quality treatment it deserves. Make sure you drink water throughout the day so your skin will glow when you exfoliate it.

After you have carefully dried off your skin, take the time to apply a very good quality moisturizer to it. This will look the moisture in and less of your skin will become dry and flaky. As a result, the tanning UV rays or products are going to penetrate that skin and give you a radiant glow. You will definitely notice the difference in a short period of time.

If you want to have fabulous results from indoor tanning, then you must take the time to exfoliate properly. There is just no way around doing this. If you aren’t going to put the effort into doing that then you aren’t going to be happy with what you get in return. Some people don’t realize that exfoliating is so important, but now that you know about it make it a part of your indoor tanning ritual.

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Filed under: Marketing