The most recent session of our Business Mastery Program continued into Module 7 on the the Importance of Options. Here is what we touched on from my notes during our session:
- How to structure an offer “they can’t refuse”
- What you should have different options for your customers and prospects
- How to upsell and downsell
- What types of options you should when – and when to say “No!”
- How to be bold – but effective – with a “Maybe”
- How to call out and address suspected issues
- What it really means when someone wants to “think about it”
- How to handle “competition” in a comparison shopper
- The psychology of options
- Why people like to have choices – and what the right number of choices is
- What questions to ask – and what to listen for
- Why most buyers wants to be “normal” and how to help them feel that way
- The “Takeaway” approach
- Case Studies in Computers, Insurance, and Finance
- What to do when money is the main concern
- When not to upsell
- Why price is always an objection – and how to address it
- How to position your options and offers
- Persuasive strategies to “Get to Yes!”
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Further Reading: