Start Low or Start High with Our Signup Packages?
Start Low or Start High
We’ve just given a presentation. The prospect is ready to join. Our packages to join cost $200.00 to $2,000.00. Do we start low or start high?
Amateurs start low because they’re afraid the prospects will change their minds if the package cost is high.
Professionals know how to handle the cost so that the prospect chooses the more expensive package.
Do we start low or do we start high? We start high.
Professionals know what to say. The professional gives the prospect:
--- The cost of the package.
--- Two reasons why MOST people buy the high-price package.
--- Two reason why SOME people don’t buy the high-price package.
--- A way out for the prospect to choose something else.
The professional says this:
--- “The cost of the package is $2,000.00. That’s about $5.50 a day, less than the cost of a good meal that you fix at home. MOST people buy this package because it makes them more money with their customers and team members, and they get more product to enjoy. SOME people don’t buy this package because they simply can’t afford $5.50 a day, or because they’d rather spend the money on a cable bill that makes them no money at all. All I am going to do is show you what’s in the package. If you like it, we’ll get you started. If you don’t like it, we’ll find something else that fits your budget. Is that okay?”
Start low or high? We start high and then go low. Our presentation on the cost of the package relaxes the prospect. He sees the whole picture. We create rapport for being honest. We give two reasons to buy the high-price package and two reasons to not buy the high-price package. The prospect trusts and believes that we have his best interest at heart.
Amateurs believe good things come in small packages. Professionals know good things come in big packages.
Start low or start high? Start high. It’s good for the prospect and good for you.
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