I was listening to the radio in the car today and realized the advertiser new this technique. They were selling an internet business bundle with television and phone. So what technique were they using that can easily double your sales when added? They were using the excuse method.
You first must give your prospect a reason to buy, the television part of the bundle, the sports games, the holiday shows, you know, reasons to want the service.
Then you must give your prospect an excuse to buy. After the details on the television and all the wonderful channels, the commercial said something like, "Give your business the edge through faster business internet."
I have worked with a a lot of companies and I have to say I haven't seen one that the answer to their financial problems was they only needed a faster internet connection.
To maximize sales you must first give your prospects a reason to buy and then an excuse to buy. Some reason they can justify making the purchase.
You may want the internet business package for the extra channels and all the neat features, but you can justify it by saying it will give your business an edge through the faster internet connection.
Take upscale car sales. Leather seats, a sound system better than you have at home, Zero to sixty in less time that it takes to change stations on the radio. Multiple heating and cooling zones to ensure your comfort and that of your passengers. You want the car because it is cool.
A smart salesperson will tell you it got the best safety rating in its class. That will be the excuse you can use to buy it.
It you aren't giving your clients excuses for buying from you, then you can easily double your sales when you hit on the right ones.
Best and be blest,
Scott Hogue CChH
Scott Hogue is a Strategic Life Coach, an Author and a Certified Christian Hypnotist.