The Million Dollar Question of Selling Strategies for Your Connecticut Business
“Be smart, but never show it.” – Louis B. Mayer
A little girl was running a lemonade stand. But she was no ordinary girl – so this was no run-of-the-mill lemonade stand.
A customer approached her stand, and she asked, “Would you like a lemonade or a cookie?”
This little girl had mastered something that a lot of seasoned business owners haven’t: Sales psychology. Specifically, the art of a “yes or yes” question. And as a result, customers rarely walked away from her stand empty-handed.
How often do you give your customers the option to walk away?
Successful selling doesn’t have to be complicated. You just have to know how to ask the right questions.
Let’s break this down: A “yes or yes” question is one that opens avenues ONLY to the action you want the customer to take. There’s no opportunity to say “no” – only the choice between two outcomes that you’ve chosen.
This stands out from other selling strategies for a couple of reasons. First, because it reduces mental friction. You’ve already helped them decide they will move forward, so they just have to decide how.
I think we’re all (at least a little) overstimulated in this digitally-oriented world we live in, so you stepping in to alleviate some decision fatigue goes a long way.
Second, it gives your customers a sense of control. They feel like the decision is entirely theirs, even though all roads point to your desired action (making the sale). It goes in the “heads I win, tails you lose” category of selling strategies.
Now, this strategy demands caution. If you don’t execute correctly, it won’t work – because pushy, manipulative selling strategies have a stench (one that will make your customers queasy fast).
For “yes or yes” questions that work, DO…
– Wait for the opportune moment: Present a “yes or yes” question when your customer is already showing interest in your products or services.
– Make a good offer. Make sure the options you present are specifically targeted to the prospect’s needs (not yours) and are genuinely beneficial.
– Be conversational. Keep your tone friendly and warm, and show that you care about them.
And DON’T…
– Make it obvious. If your prospect begins to feel backed into a corner, they’ll run. Don’t force it.
– Tip the scales. Don’t offer an option that’s clearly superior and a weaker alternative.
– Come on too strong. This isn’t a first-date kind of question. Wait until you have an established relationship with your customer, to the point that they understand the value you offer and they trust you.
Here are just a few examples of what using the “yes or yes” question could look like for your business:
“Do you prefer to pay monthly or save with an annual membership?”
“Would you like to add this item to your cart or save it to your wishlist?”
“Would you prefer to add a gift box or a gift bag to your purchase?”
“Would you like to book your appointment for the morning or afternoon?”
Allow me to try it out on you: Would you like to schedule a consultation with us this week or next?
Thanks for being my guinea pig. In all seriousness, if you haven’t scheduled your consultation with me yet, I highly encourage you to do so. Upping your sales is important, but taking care of your Connecticut business has to go further than that – and getting your taxes taken care of is the biggest thing you can do toward that end right now.
calendly.com/bhta-mm/meeting
To selling smarter,
Matthew Mazotas