Make More Money Online
By Understanding A Very
Basic & Potent Sales Concept
This sales technique is revealed in an article by Sean D'Souza, which is reprinted below.
For those of you with a sales background you will recognize that Sean is using an alternative choice close.
Once you understand this concept and technique and how powerful it is you should find multiple ways to apply it and profit.
The Choice Between Yes and Yes:
A Psychological Revelation
By Sean D'Souza
Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain.
"Do you want to brush with the red or blue toothpaste?" her dad asked gently.
"Blue," she says, glad to be given the opportunity to make a decision.
Ten minutes later, Kara was well tucked up, wondering when she'd agreed to go to bed in
the first place.
You laugh at the story, don't you?
The method used to get Kara into bed seems a bit like trickery. And who am I to say that it's not? Yet I want you to pay attention to one thing. Kara was glad to be given a choice between yes and yes.
Your clients are not much different.
Clients come to you every single day asking you to give them a choice. A choice between yes and yes. Instead all you're giving them is a choice between yes and no.
Mah friend, your bank account will see far better days if only you'd step back, and use the immense power of the choice between yes and yes.
Of course, you don't have to believe that this choice factor works. You don't have to believe your sales will go up. All you have to see is proof. So in the article below I'll demonstrate the psychological factor of choice.
How it can work for you and how it can turn against you and bite you in the you-know-where.
It all started on one stupid loss-making November's day...
We were doing fine with the sales on our website when we made one change. I'm going to demonstrate the change in the article below so it would help for you to have the page opened so you can see what I'm talking about.
If you look at this page at:
http://www.psychotactics.com/hiddenlink.php
...you'll find that you get the choice to buy two packages. One is the copy of the Brain Audit and the other choice is a copy of the Brain Audit + the Brain Audit Rip.
Till the middle of November, we had both the offers up. Then one ego-driven morning we decided to pull the plug on one choice.
We gave customers the choice between a yes and um..NO!
Almost within 24 hours, our sales started going south for no reason at all.
We ignored this sickening slack for about a week. Then we looked back at what was working. And we put back the choice between yes and yes.
The customer was back in choice-ville and the sales soared.
But here's the curious part.
Among the two packages, one has a much higher price. Yet over 97.5% of customers, when given the choice between the two ackages, chose the higher priced package.
The customer is no dumbo.
No siree. The customer knows exactly what she wants. And when given the choice between yes
and yes, she takes a decision to buy that which creates most value for her.
Of course, if there's an enticement to buy, as was in this case, then there's a far greater likelihood of her buying the more expensive product.
The customer is no dumbo...but I sure am.
Think about it. If your revenue shot up. If customers were buying higher-priced products what would you logically do? Wouldn't you take the same concept and use it everywhere you could?
You'd think a smart person would do that, wouldn't you? (Which is why I qualified myself at the start of this paragraph). But no! As we speak, the only product that has a choice of YES and YES is the page I've already mentioned above.
Don't stop at one point. Take the concept through it's paces.
If you're in consulting, look at the choice between yes and yes. Are you giving the customer a choice between package A and package B. Or do you offer just one package?
If you're selling products, the concept of yes and yes choice stays put.
And once you've found that the concept works, puh-lease don't do the dumbo bit. Audit every possible thing you sell. And put in a yes and yes factor.
Not only will this bring you higher quantity of sales, but also an a much better price on every product/consulting assignment you do.
I said yes and yes...NOT yes and yes and yes and yes.
You, me, we all crave for choice. But give us too much and we go a little waka-waka in our brains. Because choice is based on rejection. To choose the strawberry flavour ice-cream, you must mentally refuse all the other flavours.
(Read article on: The Curse of Choice)
http://www.psychotactics.com/artchoice.htm
If you give a client too much to choose from, they will end up rolling their eyes, doing a RAM check and shut down their brains before you have time to do anything at all.
Keep your options simple. Keep the choice between yes and yes.
So that even a three-year old has no trouble choosing!
If you haven't done so already: (That's a clue!)
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©2001-2005 Psychotactics Ltd. All Rights Reserved. Wouldn't you love to stumble upon a secret library of small business ideas? Find simple, yet electrifying ideas, on copywriting, public speaking, marketing strategies, sales conversion, psychological tactics and branding. Head down to:
http://www.psychotactics.com today and judge for yourself.
=========================
One last secret:
Figure out a way to apply the choice between yes and yes to squeeze pages and opt-in lists, and the size of your bank account will soar!
Robert
Consumer Notice:This is an affiliate ad supported blog. That means if you buy something from a link or ad on this site, or based on my recommendation, either expressed or implied, I may get paid an affiliate commission. That's how I pay the bills.
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