• They can’t afford it.
  So ask them, if I could provide any of these packages to you at YOUR price would you be interested?

  You are to help them get what they want at ANY price. You are there to help.

  Ask them if they really want it, how much can they afford to resolve [their problem]?

  Then you reveal the OTHER products that they can afford. You’ve already gotten a commitment they want your product. Then they moved to price, so help them get it at their price and you’ve got a sale.

• When price isn’t an issue, or they can afford more

  If they want this item or that item that may not be in either package, then show them the next package up in price that has the items they want. They have only one decision to make and you are up selling them one step at a time, not confusing them with pages of products.

KYSS—Keep your sales simple Reduce sales decision to the simplest, most linear steps to the close that you can.

• Keep the decisions to one at a time.

• Have a clear offer

• Have
  Reviving The Art of Public Speaking
  Harvard University has issued a report calling for the increasing integration of public speaking into its undergraduate curriculum, and I applaud this initiative. Public speaking skills can make a career. Lacking these skills can break one.According to the Harvard report, "The teaching of public speaking and oral argument is scant, for many students non-existent, and must be revived vigorously. Oral communication should be taught as public speaking and also as debate and oral argument. A specific course or courses in public speaking should be mounted."Harvard offered public speaking classes until the 1970s, and no one seems to know why they were removed from the curriculum. But a number of professors are lining up in support of adding them back.Na
  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, most linear steps to the close that you can.
  • Keep the decisions to one at a time.
  • Have a clear offer
  • Have a clear, step by step path to the close with only one decision to be made at each step.

  KYSS—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’ve put one more decision between you and them. First they have to decide that they will contact you, but then they’ve got to decide which way they will use. Sounds simple doesn’t it. You’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’t be made. You’ve put one more obstacle in the path, 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’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, he thought, now that they’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’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’t understand it. He was looking for every other possibility except at the complexity of the sale he just created.

  After the presentation, the husband and wife prospects usually had decided to buy, but they spent the rest of the evening arguing over which product they’d buy, and usually walked away saying, “We’ll think it over. We’ll get back to you after we’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—Of course each package increased in price and there were sooooo many choices.
    I want this in this package but it’s too costly, but the one I can afford doesn’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’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’t assume that they will come to the conclusion when there are so many options. It won’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? …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’re going to make a change?....Yes!
    • 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, and to put only those two on the handout he gives prospects at the end of his presentation.

    He asked me what he’d do with the rest of the line. Here’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.

    • Occasionally price becomes an issue
      • They can’t afford it.
        So ask them, if I could provide any of these packages to you at YOUR price would you be interested?

        You are to help them get what they want at ANY price. You are there to help.

        Ask them if they really want it, how much can they afford to resolve [their problem]?

        Then you reveal the OTHER products that they can afford. You’ve already gotten a commitment they want your product. Then they moved to price, so help them get it at their price and you’ve got a sale.

      • When price isn’t an issue, or they can afford more

        If they want this item or that item that may not be in either package, then show them the next package up in price that has the items they want. They have only one decision to make and you are up selling them one step at a time, not confusing them with pages of products.

    KYSS—Keep your sales simple Reduce sales decision to the simplest, most linear steps to the close that you can.

    • Keep the decisions to one at a time.

    • Have a clear offer

    • Have a
      Ten Tips for a New Grad's Job Search
      New grads are hitting the job market this month, flush with the feeling of accomplishment their new degree bestows, but often terrified as well. Here are some get-started tips for new grads searching for that first, great opportunity.1) FOCUSA fresh-out-of-school job search is exhilarating and intimidating at the same time, because for many new grads, the possibilities for a first job are almost endless. In order to be successful at finding a job you like, it helps to focus on a couple of areas you're especially interested in. So, for instance, if you have a new English degree, maybe you're most interested in not-for-profit grant-writing positions, or perhaps an entry-level corporate Marketing position, or something in the arts....it will be much harder
      nse 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’t be made. You’ve put one more obstacle in the path, 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’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, he thought, now that they’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’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’t understand it. He was looking for every other possibility except at the complexity of the sale he just created.

      After the presentation, the husband and wife prospects usually had decided to buy, but they spent the rest of the evening arguing over which product they’d buy, and usually walked away saying, “We’ll think it over. We’ll get back to you after we’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—Of course each package increased in price and there were sooooo many choices.
        I want this in this package but it’s too costly, but the one I can afford doesn’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’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’t assume that they will come to the conclusion when there are so many options. It won’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? …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’re going to make a change?....Yes!
        • 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, and to put only those two on the handout he gives prospects at the end of his presentation.

        He asked me what he’d do with the rest of the line. Here’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.

        • Occasionally price becomes an issue
          • They can’t afford it.
            So ask them, if I could provide any of these packages to you at YOUR price would you be interested?

            You are to help them get what they want at ANY price. You are there to help.

            Ask them if they really want it, how much can they afford to resolve [their problem]?

            Then you reveal the OTHER products that they can afford. You’ve already gotten a commitment they want your product. Then they moved to price, so help them get it at their price and you’ve got a sale.

          • When price isn’t an issue, or they can afford more

            If they want this item or that item that may not be in either package, then show them the next package up in price that has the items they want. They have only one decision to make and you are up selling them one step at a time, not confusing them with pages of products.

        KYSS—Keep your sales simple Reduce sales decision to the simplest, most linear steps to the close that you can.

        • Keep the decisions to one at a time.

        • Have a clear offer

        • Have
          Five Reasons You Were Rejected for the Job You Thought You Had
          You thought you had the job nailed. The interview went well--the interviewer seemed to like you and your skills were a perfect fit. They even seemed to be on the verge of offering you the job on the spot. But your agency tells you the next day you didn’t get the job or contract. What happened? It came as a big shock, didn’t it?Losing a job or contract you thought you had is a real blow to your self-esteem. All sorts of reasons start to race through your mind. Was your agency up to something? Did one of your references put in a bad word for you? You just can’t believe it or understand it.Having been on both sides of this situation, here are some of the reasons that it might have happened:1. Better CandidateBy far the most likely thing to hav
          ed and he couldn’t understand it. He was looking for every other possibility except at the complexity of the sale he just created.

          After the presentation, the husband and wife prospects usually had decided to buy, but they spent the rest of the evening arguing over which product they’d buy, and usually walked away saying, “We’ll think it over. We’ll get back to you after we’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—Of course each package increased in price and there were sooooo many choices.
            I want this in this package but it’s too costly, but the one I can afford doesn’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’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’t assume that they will come to the conclusion when there are so many options. It won’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? …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’re going to make a change?....Yes!
            • 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, and to put only those two on the handout he gives prospects at the end of his presentation.

            He asked me what he’d do with the rest of the line. Here’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.

            • Occasionally price becomes an issue
              • They can’t afford it.
                So ask them, if I could provide any of these packages to you at YOUR price would you be interested?

                You are to help them get what they want at ANY price. You are there to help.

                Ask them if they really want it, how much can they afford to resolve [their problem]?

                Then you reveal the OTHER products that they can afford. You’ve already gotten a commitment they want your product. Then they moved to price, so help them get it at their price and you’ve got a sale.

              • When price isn’t an issue, or they can afford more

                If they want this item or that item that may not be in either package, then show them the next package up in price that has the items they want. They have only one decision to make and you are up selling them one step at a time, not confusing them with pages of products.

            KYSS—Keep your sales simple Reduce sales decision to the simplest, most linear steps to the close that you can.

            • Keep the decisions to one at a time.

            • Have a clear offer

            • Have
              Advance Millionaire Strategy #1 - The Power of Leverage
              Ask any of my Millionaire mentors and they will tell you that they understand that, in order to become rich, you MUST first apply the concept of leveraging. I have learned a great deal with the strategies that they have taught me and since I have been applying what I have learned, I have seen tremendous results. I am constantly working daily, at a steady pace to achieve my goals and with these powerful leverages, I know I will get there quickly.The purpose of this article is simple. I want to help like-minded individuals, such as yourself, to succeed with your goals like I am doing (With your permission, of course). Why you ask? Well I am a FIRM believer of the Universal Law I am sure you are familiar with – “The more we give, the more we get” and I believe b
              p>

              In this case, they had already decided to buy. Get that commitment by taking them through the decision steps. Don’t assume that they will come to the conclusion when there are so many options. It won’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? …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’re going to make a change?....Yes!
              • 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, and to put only those two on the handout he gives prospects at the end of his presentation.

              He asked me what he’d do with the rest of the line. Here’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.

              • Occasionally price becomes an issue
                • They can’t afford it.
                  So ask them, if I could provide any of these packages to you at YOUR price would you be interested?

                  You are to help them get what they want at ANY price. You are there to help.

                  Ask them if they really want it, how much can they afford to resolve [their problem]?

                  Then you reveal the OTHER products that they can afford. You’ve already gotten a commitment they want your product. Then they moved to price, so help them get it at their price and you’ve got a sale.

                • When price isn’t an issue, or they can afford more

                  If they want this item or that item that may not be in either package, then show them the next package up in price that has the items they want. They have only one decision to make and you are up selling them one step at a time, not confusing them with pages of products.

              KYSS—Keep your sales simple Reduce sales decision to the simplest, most linear steps to the close that you can.

              • Keep the decisions to one at a time.

              • Have a clear offer

              • Have
                Seiko Watches
                Since producing their first timepiece in 1924, the name Seiko has been synonymous with fine craftsmanship, and Seiko watches are known worldwide for their superb design, elite performance, and legacy of style.Originally founded in 1881 by Kintaro Hattori, a watch and jewelry shop owner from the Ginza area of Tokyo, the company first began producing wallclocks in 1892 under the name Seikosha: Seiko is Japanese for “success”, “minature” or “exquisite” and Sha means “house”. Over the next few decades, Seikosha grew and began producing pocket watches and wristwatches, and in 1913 debuted the Laurel, the first timepiece ever produced in Japan. The first watches to be produced under the name Seiko began appearing in 1924, and in 1964, Seiko watches made history agai
                ch one answer. Their only choice is: do I buy, and then which one.

              • Occasionally price becomes an issue
                • They can’t afford it.
                  So ask them, if I could provide any of these packages to you at YOUR price would you be interested?

                  You are to help them get what they want at ANY price. You are there to help.

                  Ask them if they really want it, how much can they afford to resolve [their problem]?

                  Then you reveal the OTHER products that they can afford. You’ve already gotten a commitment they want your product. Then they moved to price, so help them get it at their price and you’ve got a sale.

                • When price isn’t an issue, or they can afford more

                  If they want this item or that item that may not be in either package, then show them the next package up in price that has the items they want. They have only one decision to make and you are up selling them one step at a time, not confusing them with pages of products.

              KYSS—Keep your sales simple Reduce sales decision to the simplest, most linear steps to the close that you can.

              • Keep the decisions to one at a time.

              • Have a clear offer

              • Have a clear, step by step path to the close with only one decision to be made at each step.

              Your sales closes will go through the roof.