www.comms-dealer.com
SALES WORKSHOP
Top tips on winning more sales
This month, sales
for them to purchase? only give your prospects
acceleration experts
Make one option vastly a choice of three.
more expensive than the
Gary May and Steve
other two and customers, In question 3, the more
Mills, founders of over 60 per cent of the exact amount of £2.53
Saqqara, offer more tips
time, will choose the more results in many more
on how to win deals.
expensive alternative. donations compared to the
rounded £2.00. We carried
Question 2 had the table of out the same experiment
Gary May (left) and Steve Mills
B
elow are three six cheeses out-performing using product discounts
questions which, camera 2 at £149.99, or In question 1, the majority the table with 12 by over where discounts were
when explained, camera 3 at £489.99? would choose option B. 50 per cent in sales. A offered of £500 and £463.76.
will result in increased The psychology of this is customer approaching The more exact amount
conversion rates, making 2: Two identical superstores interesting. The reason the table with six can resulted in more customers
decision making easier have taster tables situated for over 60 per cent of easily discard three of placing orders compared
while generating more at the end of the cheese people choosing option B is them through personal to the amount of £500
sales. They form the isle. Which superstore because when considering preference, then try the because we were able to
opening three questions reported the most sales? the three choices their next three and make their justify the exacting amount
from Saqqara’s 40 question Superstore A which had conscience did two very final choice. With the to a ‘month’s rental’ etc.
‘Persuasion BluPrint’ which six cheeses on the table, distinct things. Firstly, option table of 12 they received
reveals how prospects or superstore B which had C was discarded due to its many more sampling When discounting, make
make buying decisions. 12 cheeses on the table? high price; and secondly, customers, but due to the the amounts ‘real’ and
option A was discounted shear array of cheeses justify their existence, or else
1: You are considering 3: Which begging because of the cheap they couldn’t differentiate you’ll induce scepticism
buying a digital camera approach resulted in the connotations it has. Now, enough between them into your customer’s sub-
and have sourced three most donations? Could how can you structure your to narrow down to one conscience leading to
which have similar feature I possibly have £2.53 for pricing to direct customers which they could purchase. another non sale.
n
sets. Which one are you a sandwich? Could I to the option that represents Therefore, in order to
www.garymay.net/
most likely to purchase possibly have £2.00 for good margins for you and convert the maximum commsdealer
– camera 1 at £59.99, something to eat? is the best suited product numbers of sales then
www.saqqaragroup.co.uk
www.comms-dealer.com COMMS DEALER APRIL 2009 37
PG Nimansv2.indd 2 26/3/09 12:29:43
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