In Part #1 of this mini-series, I talked about the Basic Trident Close, a sales (and conversion) strategy that can be applied to pretty much any products or services. Something you can use for yourself, or pass on to your team to help boost their numbers.
If you’re unfamiliar with the basic trident close, go back and take another look. Then, you can move onto the more advanced stuff…
Advanced Trident Close & Price Anchoring
Once you’re comfortable with the three levels of service, and you’re confident you can deliver on them (very important!), there is a very neat trick that you can use to further up your chances of a ‘yes’. This method is Dan’s favourite, and boasts the highest level of conversion he knows.
It’s all about the order of which you present your packages and prices.
If we stick with this model: A – Foundation, B – Middle, C – Premium
Then present in this order:
Present Package A – don’t mention the price
Present Package B – don’t mention the price
Present Package C – don’t mention the price
Once you’ve explained the features and benefits of each package, you then move onto the prices in this order:
Reveal Package C price
Reveal Package B price
Reveal Package A price
Present the packages in ascending order (cheapest first), and then state their prices in descending (premium price first).
… then, all you need to ask is “which package is right for you?” Doing it this way is called ‘price anchoring’ and it helps the client veer towards a yes, over a no. You’ll find, more often than not, that the middle option is the most popular.
It sounds too good to be true, but it’s not. This is a very powerful and many-times proven sales technique that is as easy to learn as it is to deliver. Combine it with the outline detailed in Part #1, and you’ll be golden.
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