The simpler you make the decision making steps for your prospects the higher your sales close ratio will go. When there are too many decisions people will procrastinate.
Reduce sales decisions to the simplest Cheap T. J. Leaf Jersey , most linear steps to the close that you the decisions to one at a a clear offerHave a clear, step by step path to the close with only one decision to be made at each step.
KYSS聴Keep Your Sales Simple
The more choices you give someone the lower the positive response rate to your marketing efforts and sales close attempts. For instance, in my direct mail if I ask the prospect to either go to my website or give me a call. That is two options. The response rate is lower than if I just ask them to call.
What happens is that you聮ve put one more decision between you and them. First they have to decide that they will contact you Cheap Thaddeus Young Jersey , but then they聮ve got to decide which way they will use. Sounds simple doesn聮t it. You聮d think it would be anyway. But you just put one more step between you and them, one more decision that just might not be done right away, or put on the procrastination path. Make it simple and watch the response rate go up. Ask them to do only one thing.
When you ask for more than one decision at a time you increase the probability that a decision won聮t be made. You聮ve put one more obstacle in the path Cheap Domantas Sabonis Jersey , and your goal should be to make it as easy as possible to buy. Remove all obstacles.
I have a client that had been very successful, up until he increased the number of items he sells. At the time he was doing a presentation that was so powerful that every prospect was wowed and just about everyone in the room decided to stop using every competitor聮s product by the time he had finished. At the time he gave them one product and they bought.
But he had a huge line, so he decided to start giving them a catalog right after the presentation. After all Cheap Jeff Teague Jersey , he thought, now that they聮ve got a greater choice they are more likely to find a product that would be a match for everyone and he expected his sales to increase.
Not only were there a LOT of different packages in the catalog, each package increased in complexity and price until you almost couldn聮t tell what was in the package from the picture for the clutter of pieces. It was a chaotic picture of so many choices.
His sales plummeted and he couldn聮t understand it. He was looking for every other possibility except at the complexity of the sale he just created.
After the presentation Cheap Monta Ellis Jersey , the husband and wife prospects usually had decided to buy, but they spent the rest of the evening arguing over which product they聮d buy, and usually walked away saying Cheap Rodney Stuckey Jersey , 聯We聮ll think it over. We聮ll get back to you after we聮ve made our decision.?Usually no decision was forthcoming.
There were too many choices.
Which package, and since there were a lot of items in each package that generated a lot of interest in wanting a piece from this package and a piece from that, therefore they could see a reason to go with almost any package. Normally that would result in indecision . . . in other words no decision.
Price聴Of course each package increased in price and there were sooooo many choices.
I want this in this package but it聮s too costly Cheap Aaron Brooks Jersey , but the one I can afford doesn聮t have what I want.
Too many choices, too many obstacles There are too many obstacles to making a decision. Too many obstacles between you and your prospect聮s decision. Change that. Make it easy to make a decision.
In this case, they had already decided to buy. Get that commitment by taking them through the decision steps. Don聮t assume that they will come to the conclusion when there are so many options. It won聮t happen. Guide them to the answer through a logical step by step process.
Do you agree that what I showed you is a major problem? 聟Yes!How big of a problem do you think it really is? [establish a value]How important is this to you? Big enough that you聮re going to make a change? !If you found an answer to the problem would you act?Does it look like [my product] would solve that problem?Is price an issue?So what will be your next step?
And even better is to turn these questions into open ended questions where the prospect is discovering the answers himself.
For this client I asked him to define his two best selling items Cheap C.J. Miles Jersey , and to put only those two on the handout he gives prospects at the end of his presentation.
He asked me what he聮d do with the rest of the line. Here聮s what I suggested.
Get a commitment that he had the answer and they were interested.
Show them the two choices. A simple which one answer. Their only choice is: do I buy, and then which one.
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