馃攳
SALES Techniques - How To Convince A Customer To Buy From You - YouTube
Channel: Dan Lok
[0]
would you like to convince more of your
[2]
customers to buy more from you more
[5]
often today I'm gonna teach you a simple
[7]
but powerful sales technique that's been
[11]
proven to work in my various companies
[13]
it is very simple something that you can
[15]
apply today it has nothing to do with
[18]
gimmicks has nothing to do with your
[21]
cell script it has to do with your offer
[23]
what are some of the simple things that
[25]
you can tweak within your offer they can
[28]
convince your customers to buy more from
[31]
you and that strategy is called the
[33]
three boxes now I want you to think
[36]
about this when you are selling your
[37]
product or service that you have one
[40]
choice you have one option when someone
[42]
looks at your offer all they could think
[45]
all the consumers can think is do I want
[48]
to buy this or do I not want to buy this
[50]
so it is a yes or no response so now
[55]
they're thinking okay hmm can I afford
[57]
this do I have the budget for this they
[60]
are focusing on price now however if you
[63]
give them two choices such as I like an
[66]
A and a B like this I want you to think
[73]
back remember when you go to movie
[75]
theaters long time ago right they give
[78]
you two choices they have the large pop
[81]
and then they have the small pump when
[84]
you want to buy a soda two choices and
[86]
what most people do is when you give
[89]
them two choices
[90]
80% go for their small and 20% goal for
[93]
the Lodge why because most of elective
[96]
plays safe and they like to pick the
[98]
ones that take a save money on so it's
[100]
eight and be good now when you get that
[102]
a and B these two choices the consumer
[105]
your customer they're not so focusing on
[107]
okay do I want to buy this or do I not
[109]
want to buy it they're thinking which
[111]
one do I want to buy but then later on
[114]
the movie theater they introduced a
[116]
third choice which is this right that's
[121]
the three boxes and here's how the
[123]
strategy works suddenly they have the
[127]
small soda they have the regular which
[131]
used to be the old
[132]
which now they caught the regular
[135]
because large feels like oh it's too
[136]
much a regular that makes sense they
[139]
just change the name it's used to be
[140]
large regular and then they have one the
[143]
jumbo size pop that's like this big
[147]
right that you can never ever finish
[149]
even with your kids so you have the
[151]
three choices and here's how it works
[153]
they offer you the small they offer you
[155]
something in the middle they give you
[157]
something that's like jumbo size so when
[159]
you do this suddenly there's like what I
[161]
call contrast pricing so what you do is
[165]
this when you offer your product and
[167]
services you want to make your the
[169]
biggest offer the ultimate SuperDuper
[173]
offer that is so outrageous that knowing
[176]
most people will not go for this knowing
[179]
that and then you want to make your
[182]
small offer like so wimpy right you want
[185]
to make it so like now average you don't
[188]
like it that much but you want to make
[190]
the middle one very very compelling
[192]
knowing you actually want people to buy
[195]
this one that's the one you want to buy
[197]
so what happens is the movie theater to
[200]
introduce this concept twenty percent
[202]
who read lately really like soda they go
[205]
for the big jumbo twenty percent right
[207]
and then you have sixty percent go for
[209]
the middle and then you have twenty
[210]
percent they go for the small and then
[212]
later on they actually introduce their
[215]
kind of the kids size now what I believe
[218]
when you are making an offer two choices
[221]
it's good three choices are the best
[224]
now when you offer them four choices I
[226]
believe it's a little bit too much it's
[228]
a little bit too confusing but when you
[230]
give them this and you make the middle
[232]
one this is the one you want to sell you
[234]
make this as compelling as possible let
[237]
me give you another example I want you
[238]
to think about you are taking your car
[240]
to a car wash they use this technique
[242]
where you have they wish em they would
[245]
like kind of shampoo the exterior of
[247]
your car let's say for 15 dollars that's
[251]
it like a simple shampoo that's it or if
[254]
you want a shampoo outside your car and
[256]
they add some new you know chemical
[258]
whatever right and some new shine and
[260]
also they will vacuum your interior for
[263]
twenty-five dollars
[264]
so you're thinking
[266]
fifteen bucks well for ten bucks more I
[269]
can you know also you know my my car
[271]
interior is a little bit dirty okay I'll
[273]
take that and then they have the super
[275]
detailing wax like 200 bucks you're like
[278]
oh I'm not gonna go for that 200 bucks
[280]
that's just too crazy but I'm not gonna
[282]
be a cheap ass I'm gonna go for one in
[285]
the middle that's the one they want to
[287]
sell you so you can easily do this for
[289]
your business so I want you to create
[290]
three boxes the small one very very
[295]
small very Wimpy you can even think
[297]
about silver gold platinum you've heard
[301]
of those terms before silver going
[302]
platinum for some kind of membership
[304]
they do that too Wow and this I want it
[307]
I want you to make it US expensive I
[309]
said luxurious as possible for the big
[312]
one knowing most people will not go for
[314]
this but he's what's very interesting at
[316]
any given time 510 even as much as 20%
[319]
of your marketplace they will want the
[322]
best right to give me the biggest best
[324]
thing that you have that's good huge
[326]
profit margin but knowing you're not
[328]
counting this to sell right this one
[331]
you're like this is really for that the
[332]
cheap customer you want the majority the
[335]
60% 80% to bite this one so what you can
[339]
do is let's say the list of features and
[341]
benefits let's say dis offer you have 10
[345]
things okay this you might have it like
[349]
two things but this you give it seven
[353]
things this gets the most value when
[357]
customer biases and you offer them to
[360]
one in the middle this is core contrast
[362]
pricing this is a decoy you're not
[365]
counting to sell this is simply a decoy
[367]
there you go that's the strategy of
[369]
three boxes very simple you see selling
[373]
is about choice marketing is about
[376]
giving your customer choices not too
[378]
many not too little just the right
[382]
amount and let them believe that it is
[385]
their choice to make that purchase and
[388]
make them
[388]
my indecision
Most Recent Videos:
You can go back to the homepage right here: Homepage