One technique I use both online and on the phone is that of dimensionalizing the feelings. This concept refers to increasing your prospect’s experience of your product or service, through careful selection of words, images, and metaphors.

You must be skilled at dimensionalizing the feelings, especially when you are selling online or over the phone. You must overcome the prospect’s barriers to purchase, and that can be done most easily when you give them as much experience as you can of the satisfaction they will feel once they buy.