Design Options for Customers to Close More Deals

Most buyers like to compare. Before they make a purchase, they do their homework to make sure that they are making a wise decision. They research the possibilities and eventually put Product A next to Product B to weigh the benefits of one against another. Then they make their choice depending upon what they value most…function, appearance, reliability or cost.

As a salesperson, think about whether or not you offer your customers some choice. In your sales negotiations, do you design in some options? Sales negotiation training research has shown that if you provide only two choices and the value of one vs. the other is not clear, customers will choose the lesser expensive one. But if you provide three options, they are most likely to choose the middle one.

Imagine how this simple trick can boost your sales! You should be prepared for the outlier client who chooses the first option so make sure that it is a viable option. But look forward to those who go for the medium-priced choice…good value for good money.