Give A Choice, Not A Chance to Hear "No"
Create Ownership of Your Product
How do you create ownership of your product or service before your prospect has experienced it? Sound like a magic trick, an illusion or wishful thinking? Try this. Providing your prospects with a choice between two options presented to them will help increase their feeling of ownership in their mind while reducing the "No´s" you´ll hear by using a closed ended question. Here are some examples:
“Would you like this in brown or gray?"
“Is this going to be cash or are you interested in our financing program?”
“What works better for you; $200, $150 or $75.00 dollars per month?”
“Would you like this service to start now or later in the week?”
“Who will be filling out the credit application, you, Mrs. Buyer, or your husband?”
"When we install the network in your office, do you want all of the stations to be networked together or only a select few?"
"Would you prefer doing the entire project now or take it in stages?"
"Are you satisfied with the manufacturers warranty or would you be interested in the extended policy?"
"Are you comfortable with the monthly or weekly service?"
Utilizing questions that offer the client a choice helps in painting the verbal picture of ownership of the product or service.
This process can be done throughout your presentation. By the end of your presentation, the client will feel ready to make the final purchasing decision, since they have been leading up to that point by answering these questions posed to them.
Other examples of creating ownership sound like this:
“Now, when we go ahead and install this ……….(or put this policy into effect) do you think that you will be utilizing the …….. more often, or will you benefit more from the …….?”
“Who is going to be using the ………. more often, you or your (wife, supervisor, etc.)?
"Who is the first person that you are going to tell about your new ………, your business associates or your family and friends?")