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The point of sales is not to get prospects to buy.

If you ever have the ability to name your packages, this name will increase your close rates by a ton. Let's say that you've got package A, package B, and package C.

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Chapters

  1. 0:00
    Abschnitt 1 If you ever have the ability to name your packages, this name will increase your close rates by a ton.
  2. 0:29
    Abschnitt 2 Rather than a will you buy, it's a what will you buy conversation, simply because of the floor we set with the naming of the [music] package itself.

Full transcript

Locally archived YouTube transcript with timecodes. Speakers are assigned heuristically and may be corrected editorially.

2 segments

0:00If you ever have the ability to name your packages, this name will increase your close rates by a ton. Let's say that you've got package A, package B, and package C. Instead of having package C be the cheap guy option or the you're broke option, instead, call it the minimum package. The reason this is so powerful is that minimums assume that you must purchase it. Now, to be clear, you're not going to say that, but you'd say, "Hey, we have our ultra transformation thing, we have our middle-tier thing, which is what a lot of people do, [music] and then we have our minimum package." Oh, well, I guess I'll just get the minimum package.

0:29Rather than a will you buy, it's a what will you buy conversation, simply because of the floor we set with the naming of the [music] package itself.