That's a great question, and it's one you deserve and answer to:

Conversations, like relationships and boulevards, are two-way streets.

And if you want to be successful in selling — especially in print — you’ve got to engage your prospect in a conversation. Most people don’t do this — they just talk and talk and then they think if they do enough talking and enough convincing, that the person they’re talking to, is going to listen and ultimately buy.

Wrong-o, daddy-o. Ain’t gonna happen.

Just think, how do you react to someone who’s trying to sell you something in person, who just rambles on and never shuts up?

If you’re like most people, the “sales hackles” on the back of your neck, probably stand up as straight as the iron rods on the gate in front of your local church.

No one wants to even be in a social conversation like this, let alone be sold something like this.

So how do you have a conversation in print? How do you make your pitch a two-way deal instead of a one-way deal, like most sales letters?

Well, one easy way is to ask your prospects engaging questions — questions they’re genuinely thinking — and then answer them.

So for example, you can say something like, “But why should you order one of these widgets instead of buying one down at your local grocery store?”

After all, I don’t care what you’re selling, that’s one question ALL your buyers are asking themselves, regardless of whether you’re selling atomic bombs or CDs filled with Stoner Rock music.

Why should they buy from you, right?

But here’s the rub: you must answer the questions you’re asking.

So in this case, you can answer this question right away by saying something like, “That’s a great question and it’s one you deserve an answer to.” And then of course, you answer their question.

In a nutshell, the secret here is to “create” a conversation. When there’s only one road, you need to expand it and make it go both ways. Otherwise the road will go on forever, and end nowhere.

THAT… is selling, my brother.

Now go sell something, Craig

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About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 104 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)