GIVING THEM CHOICES

I learned a technique when I was selling broadcast advertising on radio that resulted in an almost embarrassing amount of bigger sales.

Whenever creating a proposal for a client whom I knew was ready to make a commitment, I would present three options with the following titles:

Minimum Schedule
MODERATE SCHEDULE
AGGRESSIVE SCHEDULE

The minimum schedule would always be the sale I wanted to make, aggressive would be a ‘pie in the sky’ sale, and moderate would be somewhere between the two. I never sold less than the moderate schedule when using this technique.

Start giving them choices and see how many of them opt for something better than the ‘minimum’.