Comments on: How To Close More Deals Instantly . . . The Power Of “Yes” http://www.biggerpockets.com/renewsblog/2008/07/02/how-to-close-more-deals-instantly-the-power-of-yes/ Learn, Network, Invest Sun, 12 Feb 2012 02:59:04 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Tedhttp://www.biggerpockets.com/renewsblog/2008/07/02/how-to-close-more-deals-instantly-the-power-of-yes/#comment-100702 Ted Tue, 03 Jan 2012 19:58:19 +0000 http://www.biggerpockets.com/renewsblog/?p=1081#comment-100702 I have seen the choice taught and worked. It is probably more effective on less sophisticated buyers. Professionals with any real experience have likely been taught to use it at some point, and so are less likely to go along with it. It is always good to get a yes to your questions, as this sets up a pattern, but too many in row becomes blatantly obvious. I hate being led down an obvious close. If yes-yes does not do it, try the take-away if you think your buyer is just looking to grab more favorable terms. Can you read a Poker Face? I have seen the choice taught and worked. It is probably more effective on less sophisticated buyers. Professionals with any real experience have likely been taught to use it at some point, and so are less likely to go along with it. It is always good to get a yes to your questions, as this sets up a pattern, but too many in row becomes blatantly obvious. I hate being led down an obvious close. If yes-yes does not do it, try the take-away if you think your buyer is just looking to grab more favorable terms. Can you read a Poker Face?

]]> By: Benhttp://www.biggerpockets.com/renewsblog/2008/07/02/how-to-close-more-deals-instantly-the-power-of-yes/#comment-97765 Ben Tue, 04 Oct 2011 07:59:04 +0000 http://www.biggerpockets.com/renewsblog/?p=1081#comment-97765 Hi Jason,Good post. This is an idea, but weirdly, I have the total opposite way of closing a deal than your option and I tell my salesrep to do the opposite too. In fact, I think that leaving a choice to the customer is the best way for him to leave and think about your offer, go again check what competition offers, ask feelings to other people, etc... I think that by the end of a face to face (or phone call) negotiation, you should shake the customer's hand being sure that he agrees with the ONE offer you made him. He must think this is the best deal he's secured, and he wont find a better option somewhere else. If you let him leave with a choice, it means that the deal is still open to thoughts, and unfortunately to competition and possibly to loss...Do my thoughts make sense to you?Cheers,Ben Hi Jason,

Good post.
This is an idea, but weirdly, I have the total opposite way of closing a deal than your option and I tell my salesrep to do the opposite too.
In fact, I think that leaving a choice to the customer is the best way for him to leave and think about your offer, go again check what competition offers, ask feelings to other people, etc…
I think that by the end of a face to face (or phone call) negotiation, you should shake the customer’s hand being sure that he agrees with the ONE offer you made him. He must think this is the best deal he’s secured, and he wont find a better option somewhere else. If you let him leave with a choice, it means that the deal is still open to thoughts, and unfortunately to competition and possibly to loss…

Do my thoughts make sense to you?

Cheers,

Ben

]]> By: Eric W. Gagehttp://www.biggerpockets.com/renewsblog/2008/07/02/how-to-close-more-deals-instantly-the-power-of-yes/#comment-58251 Eric W. Gage Wed, 09 Jul 2008 13:31:16 +0000 http://www.biggerpockets.com/renewsblog/?p=1081#comment-58251 Interesting...I think I am going to have to use this strategy more! Thank you for the tips! I hope Florida was fun! Interesting…I think I am going to have to use this strategy more! Thank you for the tips! I hope Florida was fun!

]]> By: Colin @ Buying Florida Propertyhttp://www.biggerpockets.com/renewsblog/2008/07/02/how-to-close-more-deals-instantly-the-power-of-yes/#comment-58221 Colin @ Buying Florida Property Tue, 08 Jul 2008 14:47:07 +0000 http://www.biggerpockets.com/renewsblog/?p=1081#comment-58221 A great insight that I know I'm going to try and incorporate, with definiatley two and not three choices. the simpler the better!Hope Florida treated you kindly. A great insight that I know I’m going to try and incorporate, with definiatley two and not three choices. the simpler the better!

Hope Florida treated you kindly.

]]> By: Bob - st george real estatehttp://www.biggerpockets.com/renewsblog/2008/07/02/how-to-close-more-deals-instantly-the-power-of-yes/#comment-58087 Bob - st george real estate Thu, 03 Jul 2008 16:49:17 +0000 http://www.biggerpockets.com/renewsblog/?p=1081#comment-58087 This is an excellent post. I was taught this strategy when I was setting up appointments on the phone. This gives the person the option and the ball in their court. Very rarely can someone not make one of those times work.Plus they feel they are making the choice and it is easier for them to keep the appointment. Good trick of the trade. This is an excellent post. I was taught this strategy when I was setting up appointments on the phone. This gives the person the option and the ball in their court. Very rarely can someone not make one of those times work.

Plus they feel they are making the choice and it is easier for them to keep the appointment. Good trick of the trade.

]]> By: Nadinehttp://www.biggerpockets.com/renewsblog/2008/07/02/how-to-close-more-deals-instantly-the-power-of-yes/#comment-58076 Nadine Thu, 03 Jul 2008 05:33:10 +0000 http://www.biggerpockets.com/renewsblog/?p=1081#comment-58076 Good marketing technique. It working in any kind of business. But what about if we offer more than two options? Is that going to give better result in deals closing? Good marketing technique. It working in any kind of business. But what about if we offer more than two options? Is that going to give better result in deals closing?

]]> By: Patrick Riddlehttp://www.biggerpockets.com/renewsblog/2008/07/02/how-to-close-more-deals-instantly-the-power-of-yes/#comment-58069 Patrick Riddle Thu, 03 Jul 2008 00:31:10 +0000 http://www.biggerpockets.com/renewsblog/?p=1081#comment-58069 This is a great strategy to help someone's decision making process. It seems like a natural tendency to pick an option when several are given. There is definitely a sweet spot, where choice is not too limited but also not too overwhelming with many options.In the book, Predictably Irrational, the author has a very interesting chapter on pricing that I think would be beneficial for any entrepreneur to read. The example is a retail stores pricing strategy and how different #'s of options affected choice.Nice post! This is a great strategy to help someone’s decision making process. It seems like a natural tendency to pick an option when several are given. There is definitely a sweet spot, where choice is not too limited but also not too overwhelming with many options.

In the book, Predictably Irrational, the author has a very interesting chapter on pricing that I think would be beneficial for any entrepreneur to read. The example is a retail stores pricing strategy and how different #’s of options affected choice.

Nice post!

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