Ways to improve selling skills for Purchasing

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would you like to convince more of your customers to buy more from you more often today I'm gonna teach you a simple but powerful sales technique that's been proven to work in my various companies it is very simple something that you can apply today it has nothing to do with gimmicks has nothing to do with your cell script it has to do with your offer what are some of the simple things that you can tweak within your offer they can convince your customers to buy more from you and that strategy is called the three boxes now I want you to think about this when you are selling your product or service that you have one choice you have one option when someone looks at your offer all they could think all the consumers can think is do I want to buy this or do I not want to buy this so it is a yes or no response so now they're thinking okay hmm can I afford this do I have the budget for this they are focusing on price now however if you give them two choices such as I like an A and a B like this I want you to think back remember when you go to movie theaters long time ago right they give you two choices they have the large pop and then they have the small pump when you want to buy a soda two choices and what most people do is when you give them two choices 80% go for their small and 20% goal for the Lodge why because most of elective plays safe and they like to pick the ones that take a save money on so it's eight and be good now when you get that a and B these two choices the consumer your customer they're not so focusing on okay do I want to buy this or do I not want to buy it they're thinking which one do I want to buy but then later on the movie theater they introduced a third choice which is this right that's the three boxes and here's how the strategy works suddenly they have the small soda they have the regular which used to be the old which now they caught the regular because large feels like oh it's too much a regular that makes sense they just change the name it's used to be large regular and then they have one the jumbo size pop that's like this big right that you can never ever finish even with your kids so you have the three choices and here's how it works they offer you the small they offer you something in the middle they give you something that's like jumbo size so when you do this suddenly there's like what I call contrast pricing so what you do is this when you offer your product and services you want to make your the biggest offer the ultimate SuperDuper offer that is so outrageous that knowing most people will not go for this knowing that and then you want to make your small offer like so wimpy right you want to make it so like now average you don't like it that much but you want to make the middle one very very compelling knowing you actually want people to buy this one that's the one you want to buy so what happens is the movie theater to introduce this concept twenty percent who read lately really like soda they go for the big jumbo twenty percent right and then you have sixty percent go for the middle and then you have twenty percent they go for the small and then later on they actually introduce their kind of the kids size now what I believe when you are making an offer two choices it's good three choices are the best now when you offer them four choices I believe it's a little bit too much it's a little bit too confusing but when you give them this and you make the middle one this is the one you want to sell you make this as compelling as possible let me give you another example I want you to think about you are taking your car to a car wash they use this technique where you have they wish em they would like kind of shampoo the exterior of your car let's say for 15 dollars that's it like a simple shampoo that's it or if you want a shampoo outside your car and they add some new you know chemical whatever right and some new shine and also they will vacuum your interior for twenty-five dollars so you're thinking fifteen bucks well for ten bucks more I can you know also you know my my car interior is a little bit dirty okay I'll take that and then they have the super detailing wax like 200 bucks you're like oh I'm not gonna go for that 200 bucks that's just too crazy but I'm not gonna be a cheap ass I'm gonna go for one in the middle that's the one they want to sell you so you can easily do this for your business so I want you to create three boxes the small one very very small very Wimpy you can even think about silver gold platinum you've heard of those terms before silver going platinum for some kind of membership they do that too Wow and this I want it I want you to make it US expensive I said luxurious as possible for the big one knowing most people will not go for this but he's what's very interesting at any given time 510 even as much as 20% of your marketplace they will want the best right to give me the biggest best thing that you have that's good huge profit margin but knowing you're not counting this to sell right this one you're like this is really for that the cheap customer you want the majority the 60% 80% to bite this one so what you can do is let's say the list of features and benefits let's say dis offer you have 10 things okay this you might have it like two things but this you give it seven things this gets the most value when customer biases and you offer them to one in the middle this is core contrast pricing this is a decoy you're not counting to sell this is simply a decoy there you go that's the strategy of three boxes very simple you see selling is about choice marketing is about giving your customer choices not too many not too little just the right amount and let them believe that it is their choice to make that purchase and make them my indecision