Everyone wants to close more sales this year. One secret to making more sales is to get your customers to reject your initial offer. I will prove that this strategy will grow you business exponentially, but please promise to read this with an open mind. Make no mistake about it, people hate saying no. I know we live in a negative society, but I will demonstrate that deep down inside we actually hate rejecting people. Remember when you took a trip to the video store and saw a little girl selling girl scout cookies.
You really didn't want to buy them. You did all you could to avoid her, yet and still when she ask you, you bought the thin mint cookies. Why did this occur? You simply don't like saying "no" to people. On the other hand, most sales people give up too soon.
As soon as the prospect says they aren't interested it is over. The prospective buyer simply leaves or changes the subject and the selling opportunity is forever lost. Before you approach your prospective buyer know exactly what you want to offer them.
If you want to sell the $300 package offer the $600 package first. Why? Because this gives the customer to say no. The customer automatically starts to feel uncomfortable.
Offering the $300 package second helps your customer feel like he can meet you half way. You'll sell a lot more $300 packages by positioning your offers this way. Researchers at Arizona State University conducted a study that illustrates this point nicely. They posed as representatives of a local youth program. They asked random students if they would be willing to chaperon juvenile delinquents to the zoo.
Amazingly 17% of the students agreed. However, the researchers found a way to dramatically increase their results. First, the researchers ask students if they would be willing to commit two hours a week for the next two years as a counselor for juvenile delinquents. Once the students rejected this offer then they ask if they would be willing to just chaperon the juvenile delinquents for a one day trip to the zoo. 50% of the students agreed. By carefully constructing the offers this technique tripled the conversion rate! Do you see how this technique could explode your business? If you want to convert more prospects you want to construct an offer that they will initially reject.
Then you can offer another offer and gain more sales easier.
Mark Hall has had a fulfilling sales career. He invites you to check out his vemmabuilder lens for more information on online business growth.