GoVisits Web Directory » News Articles » Sales Information » The ?Write? Way to More Sales
 

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that makes you want the product?the resume that prompts you to call the job candidate this second?all these are examples of exceptional business writing. While you certainly know good writing when you see it, can you write with the same pizzazz the professionals use to hold your attention for pages on end?

In today's selling arena, writing skills have taken a backseat to other seemingly more important professional development activities. Most sales people would rather attend a seminar on negotiation strategies or marketing tactics rather than learn the proper usage of "that" or "which" in a sentence. What they fail to realize, however, is that good writing skills are just as important to their future success as is their ability to locate prospects and close deals. Without good writing skills, your printed documents may very well undermine the professional image you work so hard to achieve.

The fact is that your prospects, your customers, and even the community judge you and your dealership based on the written documents you put out to the world. Sales letters riddled with errors, advertising copy that is boring, and media announcements that ramble on for pages send the message that you're careless, uncreative, and possibly incapable of delivering quality service. People want to buy cars from those individuals they perceive as knowledgeable and competent. Your writing is the perfect opportunity to showcase your professionalism and close the sale.

Fortunately, you don't have to be a professional editor or journalist to write effectively. In fact, there are a number of self-editing techniques professional writers use to catch embarrassing errors that could cost them the sale. Use these guidelines as a way to proofread your own writing so you can make all your printed materials reflect the professionalism you display in every other business activity.

1. Reread your work out loud.

After they write a document, most people reread it to themselves to scan for errors. While this is certainly a good start, it should not be your sole means of proofreading. After scanning the document silently, read it out loud and really listen to the words you're saying. Does your tongue stumble over a block of words? Do certain phrases sound funny or out of place? Is a sentence so long that you're gasping for breath by the time you reach the period? Do your own words put you to sleep? All these are signs that a section of your document needs some tweaking.

When you read a document to yourself, you're relying on only your eyes to catch writing errors. However, when you read a document out loud, you're activating your sense of hearing and forcing your brain to concentrate on each individual word rather than visual cluster. Now you not only see missing commas, incorrect words, or subject-verb disagreements, but you can also hear when something sounds out of place. When you hear as well as see what you're writing, you can catch more errors and produce a written document that holds the reader's attention.

2. Rely on yourself, not your spell check.

The spell check feature on your computer is both a blessing and a hindrance to writing success. While spell check can locate and correct blatantly misspelled words, it can't catch those words that are spelled correctly but used incorrectly. You know the words: right/write, meet/meat, you're/your, there/their/they're, no/know, plus a host of others. Such words, called homonyms, are often immune to computerized spell check features and can single-handedly undermine your writing skills.

As you reread your document, both silently and out loud, pay special attention to known homonyms and read out your contractions. So if your text reads, "Please know which word *you're* supposed to use," proofread it as "Please know which word *you are* supposed to use." This way you'll be able to catch those instances when you write, "You're writing skills are impeccable," but really mean "Your writing skills are impeccable."

3. Start from the end.

The more you read something, the more your brain begins to memorize it. If you reread a document over and over, you eventually get to the point where your brain knows what's coming next, so your eyes go into scan mode. While you think you're really reading the document closely, your brain is only picking up key words and drawing on memory to fill in the blanks. So even though your 50th read-through confirms that your document is error-free, your reader (who has never seen the document before) will quickly spot careless errors you scanned right over.

When you feel that you've read your document too many times and can't get past scan mode, mix things up for your brain. Read the last sentence of your document first just to check for things like sentence structure, grammar, spelling, etc. Then read the sentence above the last and do the same. Pull sentences out of the text at random and check for errors. By treating each sentence as a stand alone unit rather than as part of a flowing document, your brain will perk up and not be anticipating the next memorized line. You'll catch more errors when you look at the individual elements of your document instead of focusing on the overall content.

4. Go to the experts.

You may have a dictionary on your office bookshelf and perhaps even a thesaurus. But do you have a good grammar guide? Anyone who produces written documents can quickly improve his or her writing simply by referring to a grammar guide for writing tips.

Your local bookstore has many grammar guides available. Browse through a few to determine which one adequately addresses your particular writing challenges. Some guides focus specifically on grammar issues, while others pay particular attention to matters of writing tone and style. Some target news writing, angle their topics to business writing. Choose a guide you're comfortable with, refer to it often, and watch your writing improve.

Better Writing Now

Competition in business is fierce these days. Don't let a misspelled word or incorrect sentence kill the deal. Practice the tricks of self-editing so every written document you produce showcases your knowledge, competence, and professionalism. Before you know it, your customers will be unable to resist your written messages, and your sales figures will soar.

 

Sales articles

  1. Sorry, But Im Not Buying From You!

    Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and indirectness in corporate communications. People are more interested in not hurting each others'... more to this article

    Article category: Sales Information

  2. In Sales Service Means Business

    Some businesses flourish while others slowly fade away. There's usually a good reason. Here are two examples. Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She's been going to Carol's Beauty S... more to this article

    Article category: Sales Information

  3. Connecting with Customers

    I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but more we spoke about it the more concerned I became."What do you mean, you don't know why they're buying?""W... more to this article

    Article category: Sales Information

  4. Selling Skills - How to Handle the Dreaded Question Whats The Price?

    I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients? what should they do when a potential customer asks "How much will it cost?" as one of their opening line... more to this article

    Article category: Sales Information

  5. Open Source Selling? The Next Evolution? The Next Revolution

    "Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of "open source" to software programmers has been dramatic. "Source code" is defi... more to this article

    Article category: Sales Information

The Write Way to More Sales information

Article categories

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers to...

Sales Information

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time...

Sales Information

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's anothe...

Sales Information

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when a...

Sales Information

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It was...

Sales Information

Your Profit is in Your Follow-up: A System for Increased Sales Conversion

No matter what you sell--products, services, or causes--one ...

Sales Information

Handling Objections

HANDLING OBJECTIONSSales presentation is not always g...

Sales Information

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and CBC Television I ha...

Sales Information

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling th...

Sales Information

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these before:...

Sales Information

Customer Service Revival

Value is in the Eye of the BeholderSales today is fil...

Sales Information

Writing Effective Sales Messages

A sales letter is a document designed to generate sales. It ...

Sales Information

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales pro...

Sales Information

Tips for Increasing Your Profits with Gift Certificates

Offering gift certificates is an excellent way of increasing...

Sales Information

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the best way to ill...

Sales Information

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just one or t...

Sales Information