Are you in some type of sales but don't like being pushing or defensive when your prospects ask you questions. This is very common for most of us in sales and even those of us that work from home who may or may not have had a traditional sales background. In this article we will discuss specifically a technique that I have used to personally market well over a million dollars worth of products from home. It's extremely simple, three key things are very important you have to have an incredible amount of integrity, be confident (integrity naturally helps with this) and don't talk too much.

First off you need to ensure that you have nothing to hide or are fearful that your client is going to find out something you don't want them to know. Just be real, legit and honest with people. Integrity still goes a long way with people. You will develop trust and build relationship with if you have an incredible amount of integrity. It begins first by not focusing on the outcome some will decide to work with you and some will not, so what! But if you can't create trust no one will work with you.

The second part that must be in place to execute this one technique is confidence. You have to be extremely confident to create confidence in your client or prospect. Integrity helps with this if you are honest and truthful then there is no "fear" that they may ask a difficult question or find out that one thing about your product/service on the internet. When you are confident it leads to increased trust and belief in you as a person. People like that and people will start to like you. Most people only buy something from people they normally like. We have all wanted a product or service and the salesman was a jerk or slimy and we walked or went else were. When you are not confident sometimes in answering question/objections you appear slimy unintentionally.

Third and final concept to utilize this one technique is not to talk too much. When a client or prospect has a question, an objection or ask for more information do not bombard them will all the facts and figures you know. They don't care what you know they care about that you care. Unintentionally we talk too much when someone ask a question. Often times it's with good intention we want our client to know everything they need to make a good decision. You should work to answer all questions precisely and to the point with as little words as possible. One way of knowing you have given enough information is just ask your client. Does that answer your question? As soon as they say yes you are finished stop giving more information it typically only leads to confusion and no one confused ever buys anything or makes a decision.

Ok now to understand the technique which I dubbed the "sandwich technique". First when a client ask a question you compliment the question, answer the question and then end with something good again. One example would be say you charge a membership for a website and the client says, " Ok it seems good so if I understand this correctly it's 69.95 a month and do I have to pay that every month"? Proper use of the "Sandwich Technique" is.

"Great question and I was concerned about the same thing when I saw this service. YES it is 69.95 a month every month. You can choose not to use the websites but at least at 69.95 a month your website and marketing system is taken care of without any additional work on your part. It's updated for us every year for free and if you choose to become an affiliate with it will become free after you refer 5 people to the website"

Stacy O'Quinn is a Christian Dad, Husband, Business Owner, Motivator and Business Developer. He currently focuses heavily on helping others create Six Figure Income from home. He's assisted several already and believes that the biggest key is being a real person and providing real guidance to a new person just starting up. He openly provides tips and techniques to anyone looking to work from home and he has a vision of creating 10 New Six Figure Income Earners.

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