The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain.

"Do you want to brush with the red or blue toothpaste?" her dad asked gently.

"Blue," she says, glad to be given the opportunity to make a decision.

Ten minutes later, Kara was well tucked up, wondering when she'd agreed to go to bed in the first place.

You laugh at the story, don't you?

The method used to get Kara into bed seems a bit like trickery. And who am I to say that it's not? Yet I want you to pay attention to one thing. Kara was glad to be given a choice between yes and yes.

Your clients are not much different

Clients come to you every single day asking you to give them a choice. A choice between yes and yes. Instead all you're giving them is a choice between yes and no.

Mah friend, your bank account will see far better days if only you'd step back, and use the immense power of the choice between yes and yes.

Of course, you don't have to believe that this choice factor works. You don't have to believe your sales will go up. All you have to see is proof. So in the article below I'll demonstrate the psychological factor of choice.How it can work for you and how it can turn against you and bite you in the you-know-where.

It all started on one stupid loss-making November's day...

We were doing fine with the sales on our website when we made one change. I'm going to demonstrate the change in the article below so it would help for you to have the page opena so you can see what I'm talking about.

If you look at this page at http://www.psychotactics.com/hiddenlink.php you'll find that you get the choice to buy two packages. One is the copy of the Brain Audit and the other choice is a copy of the Brain Audit + the Brain Audit Rip.

Till the middle of November, we had both the offers up. Then one ego-driven morning we decided to pull the plug on one choice.

We gave customers the choice between a yes and um..NO!

Almost within 24 hours, our sales started going south for no reason at all. We ignored this sickening slack for about a week. Then we looked back at what was working. And we put back the choice between yes and yes.

The customer was back in choice-ville and the sales soared.

But here's the curious part

Among the two packages, one has a much higher price. Yet over 97.5% of customers, when given the choice between the two packages, chose the higher priced package.

The customer is no dumbo

No siree. The customer knows exactly what she wants. And when given the choice between yes and yes, she takes a decision to buy that which creates most value for her. Of course, if there's an enticement to buy, as was in this case, then there's a far greater likelihood of her buying the more expensive product.

The customer is no dumbo...but I sure am

Think about it. If your revenue shot up. If customers were buying higher-priced products what would you logically do? Wouldn't you take the same concept and use it everywhere you could?

You'd think a smart person would do that, wouldn't you? (Which is why I qualified myself at the start of this paragraph). But no! As we speak, the only product that has a choice of YES and YES is the page I've already mentioned above.

Don't stop at one point. Take the concept through it's paces

If you're in consulting, look at the choice between yes and yes. Are you giving the customer a choice between package A and package B. Or do you offer just one package? If you're selling products, the concept of yes and yes choice stays put.

And once you've found that the concept works, puh-lease don't do the dumbo bit. Audit every possible thing you sell. And put in a yes and yes factor. Not only will this bring you higher quantity of sales, but also an a much better price on every product/consulting assignment you do.

I said yes and yes...NOT yes and yes and yes and yes

You, me, we all crave for choice. But give us too much and we go a little waka-waka in our brains. Because choice is based on rejection. To choose the strawberry flavour ice-cream, you must mentally refuse all the other flavours.

(Read article on: The Curse of Choice) http://www.psychotactics.com/artchoice.htm

If you give a client too much to choose from, they will end up rolling their eyes, doing a RAM check and shut down their brains before you have time to do anything at all.

Keep your options simple. Keep the choice between yes and yes.

So that even a three-year old has no trouble choosing!

©2001-2005 Psychotactics Ltd. All Rights Reserved.

Want to find a secret library of small business ideas? Where can you find simple, yet electrifying ideas, on marketing strategy,copywriting, public speaking, sales conversion, psychological tactics and branding? Head down to http://www.psychotactics.com today and judge for yourself.

---

Sell Yourself - Sell Anything!

Each of us sells every single day. We are all... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?

Losing a sale can be disheartening, especially if you lose... Read More

Sales Success ? The 5 Steps

It's a common question we come across everyday: why is... Read More

The Myth of the Natural Born Sales Wonder

When I researched the field of using personality inventories to... Read More

Resistance Training for Sales People

What was the quickest rejection you ever got? 2 minutes... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Sales Techniques to Help the Customer to Buy

Three times I have revisited Turkey after living in the... Read More

How Business Coaches Avoid the Yearly Training Feeding Frenzy

What is it with appraisals? In September and October there... Read More

How To Become A Sales Superstar And Have Fun Winning More Business - Start Here!

One of the interesting things about being a coach and... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

Change Takes Time

I am writing this at the Philadelphia Airport on my... Read More

The Reason Why They Buy

If you're a business person you want to sell your... Read More

Smart Discounting: The Right Way To Discount Your Products

If a store had a great discount in the middle... Read More

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you... Read More

Make Your Prospects Speak

You've probably heard people speaking about someone that he was... Read More

Method to the Madness of Training Seminars

I arrive with about 350 other guys. We smile at... Read More

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH!... Read More

How A Dancing Horse Can Increase Your Sales

"Yeah right!" I thought to myself as I started to... Read More

Sales and the City

It's all about relationships!Here is how a popular TV show... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

Transforming Problems into Sales

My silent fish tank was no more. Enough water had... Read More

Success Secrets Of A Famous Vacuum Salesperson

I have to admit, I have an 'addiction'.Sometimes this addiction... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More

How To Get Clients To Take Immediate Action

Are you tired of excuses? Looking for a persuasion technique... Read More

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the... Read More

Why More Sales Training Comes Before More Marketing Expenditure

In most businesses, when sales are slow or low, the... Read More