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hello this is John Ruman with the sales training academy where I work with the
real double-oh-seven mr. Roger Moore so if you need to boost your company sales
or if you need to understand what you can do to grow your business we have a
place to go to let me tell you about the five reasons people make a purchasing
decision so this is a study done by multinational companies and what they
came up was this products and services and the funny thing is and everyone's
mind the primary reason people make a decision price I'm not going to tell you
the order and if you're watching this on Facebook you actually see them on screen
but it's important to know that price is one of the top five it's actually number
five in the list so let me go through them real quick we have service price
quality confidence of the salesperson and number five customer choice or
options and a feeling of control so that's what I'm gonna unpack today and
give you some insight as to the mindset there and maybe some statistics that
will help you better grasp the importance of this this is an idea live
if you have one product or service or a bunch because what happens is the brain
becomes overloaded so let me give you a quick statistic and then we'll go a
little more in-depth they had two studies one was and this was jelly or
preserves they had six preserves and then they had 26 or 27 preserves so
several options and a plethora of options what was fascinating is people
were more that work ten times more likely to make a purchase with six
versus the twenty six twenty seven and the more important thing is when twenty
six and twenty seven was the option more times than not they didn't even make a
decision so zero sales so 10 times as many sales or
no sense big difference and I'm sure there is a sweet spot if you go online
to websites you're gonna see more common than not for an online service package
or even things you can just get information on three options the Holy
Trinity if you will statistically five or less is the ideal three to five
options so an option of three is great or an option of five or variances
thereof so I'll give you an example so three is really the ideal because it
doesn't feel too big but there's options let's say you pick 3 1 2 3 I want the
middle one I like that one good you do the middle one then you pick it there
may be a subcategory with other options again you don't want to overload the
person so no more than 5 they pick one and there may be some sub options as
well think about you buy a car you choose the model well let's go bigger
you choose the manufacturer I want a Ford you choose you want an SUV
truck or car simplify I want the truck good truck pick the truck within the
truck there's a handful of models I want that model good pick the engine
good pick the interior good but you see within them there's no more than six or
seven choices so it enables you to hey upload of good to secrets it enables you
to not feel overloaded have you ever been in a sales situation where you go
into the store or whatever and you feel that you're being pressured into this
choice that is the problem with the singular or even just two choices you
don't have enough variety and with a plethora Baskin Robbins most people know
Baskin Robbins they are the million one flavor ice cream store I think it's 51
or whatever flavors whatever 50 something flavors I know people that
literally have to think about it and plan a day or so before they actually go
in other words they don't go in the store and look at everything you make a
decision it's that big a decision that level of overwhelm shows that it's too
much if you want a restaurant and there's too many things on the menu it
becomes overwhelming people do it again for variety but makes it harder to make
a decision so it's better to have a more concise quality menu concise quality
service list product list whatever then this enormous one and again not too
small so if it's too small people feel pushed into buying one thing that's the
problem with car sales people for example that only have one maker model
so if you even if you sell one make but you offer six cars its options we're
getting a rainstorm a ram so if you hear that there you go so it's important that
you give people options you don't pigeonhole people into limited choice
and make them feel confined and find the balance that works for you and again the
common approach for this is three to five and then if you have more detailed
ones under that subcategories once you make decision one good we go to the next
page here on decision one are the four options
pick one good and so let's say there's interior color and engine on the vehicle
you pick the vehicle good engine good color
good and I don't know leather cloth and stereo whatever they are but the point
is you're not ask them to decide all at one time you'll have them go through
each decision separately and there's never gonna be more than two many
decisions that's important so when you create your product or service have this
in mind I hope this has been beneficial for your mind and growing how you
actually offer things and when you actually come out with things let me
take this another step deeper especially if you have a business that
has a very premium product that you sell you can call it a
pyramidal pyramid approach or a ladder approach whatever but basically what
you're gonna do is to come up with a free or nominal priced item what to say
free and then you have an item that's usually very inexpensive it can be as
little as $1 or as much as $10 very affordable that many many many many many
many people will love and it directly correlates with the more expensive
product offerings you have it's the next logical step is just something bigger
and better but there's something psychologically it
happens when you make a purchase of something that's inexpensive it's called
a tripwire and now that person now is exchanging monetary value with you it's
not just a free exchange at this point they're paying you so now once you've
done $1 $2 $5 $7 $20 now it opens up a whole new level of arrangement with you
so that would be valuable so that's called a tripwire so then you may do
something 30 or 40 us 100 us two hundred a thousand five thousand ten thousand a
hundred thousand obviously there's less people the higher pyramid do you need to
be a business longer the higher up the pyramid is to build that level of trust
and people that love you that much but it's quite possible so let me tell you
about the upcoming events that are happening for sales training we actually
have three now we had two before we have the cold calling masterclass which is on
the 9th of September it's a Saturday 2:00 p.m. to 5:00 p.m.
role-playing cold calling we have a lot of people interested so if you're
actually interested let me know should be message whatever that class may be
it's very popular we just released today you'll see the event if you go to the
sales training academy page we just released today the customer service
excellence which is designed to help all of us in customer service to better
communicate with clientele to help them to one make it more engaging when they
come in and more welcoming but also enable it that one challenge
just come up they feel good and more importantly to make it so that they want
to refer business every person that's referred you business there's nine
people they'll refer throughout their lifetime so it's invaluable to make a
good relationship and then last but not least make sure you understand how to
how to handle the stress of being the customers and how to kind of calm your
energy in and help with that so we'll do all those things that that is a
simulation based class as well just like the cold calling class and then last but
not least six weeks to sales mastery which is a comprehensive sixth module
class starting with elevator pitch and creating a good positive energy and
positive day to networking and meeting total strangers to finding the what to
saying cold calling and we'll come up with a script we practiced tonality the
entire class is simulation and then the class after that is actually the
physical meeting that you set from this cold call meeting after that is the
clothes and all the fun objections you get in sales so we'll help you to get
more closes that way and then last but not least we take all of the previous
five classes and it's one great three our simulation about two hours of the
three hours and it will help you to rehash there's no tests because because
the methodology of how we teach you will retain 90% of what you learn so this
will be a impactful invaluable course and I promise you and your team you will
get better sales they will become more confident they will be better on the
phone they will be better in meeting total strangers they'll know what to say
it's awesome so that class is on the 13th of
September which is a Thursday it's six thursdays in a row started from 6:00
p.m. ending at 9:00 p.m. all three of these events and workshops and courses
and such are in san agustin so the six week class 6:00 p.m. to 9 p.m. what else
oh the total cost is 3000 TT we do offer a payment plan where you can do 500 to
reserve your spot a thousand on class one and then buy
i class-five a full month out a full pay cycle you can pay the balance of 1500 or
you just pay the whole thing one time whatever is easier for you so any
questions shoot us a message on here whatever very social media network you
have if you have a larger organization and your organization needs help
with the team we will specialize the training for you so while you may want
the whole thing a whole three days which is how we do the six week class
sometimes we'll just do the cold call and networking sometimes we'll do the
start of the day and the cold call so we'll mix and match modules if you want
or do the entire three day thing three day certificate course with your
team as well as we'll do the customer service with them as well we have two
versions of the customer service first one you're seeing when you look at the
event page is all about the in-house customer service someone comes to your
store how to handle that and we'll do another one on answering the phone and
how to handle those challenges so this will be something that we'll be doing at
a future date but the first one is the in-house version so thank you so much I
hope you have an amazing rest of your day let me know any further questions
you have and I hope that you now change the choices and customer options for
your clients as well thank you bye bye
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