Today I’m going to show you an advanced closing technique that you can use to optimize your conversion rate and help you get better results online.
It’s a stealth persuasion technique that you can use to immediately boost your conversion rate by overcoming all objections your prospects might have.
This is particularly useful if you’re selling high-ticket items.
Table of Contents:
Stealth Persuasion technique
This one technique is actually going to be a combination of 3 techniques.
- Price chunking
- Time expansion
- Apples to Oranges
We’re going to mix all of these separate techniques together to create this crazy, advanced hyper-stealth persuasion technique.
It works amazing.
I’ve deployed this in my own sales pages when I’m selling high-ticket items.
And, I know from personal, hands-on experience that this works really well.
It’s not complicated.
Anyone can do this.
First, we need to keep in mind that when it comes to selling, we have to target two parts of the brain.
- The emotional side.
That’s the real driving force.
That’s what really makes the sale.
- And, the logical side
They need a reason to tell themselves and other people why they made that purchase.
In order to increase our conversion rate we have to appeal to both.
Let’s consider an example.
We take a common objection.
Let’s say we’re selling a $1000 item. A fairly high-ticket item.
A common objection is, therefore, going to be that it’s too expensive.
So, how do we give a reason?
We give that by transforming or reframing the objections into something else.
Let’s go back to the example we discussed above.
You have to sell a high-ticket item that is say $1000.
The common objection is that it’s too expensive.
You can’t simply sale that based on the idea that they want it, because as they will think – it’s inherently selfish.
Use Price Chunking and Time Expansion Techniques
Now, here is when we use the two techniques – price chunking and time expansion.
As per the above example, the price is $1000.
Yup, it’s expensive.
But break down the $1000 into chunks over the course of months or maybe a year.
Then see what comes out to be the real value.
What’s the actual value they have to pay in real-time?
For X amount of time, it actually works out at just 50 cents per day.
This is how we’re reframing that $1000 to just 50 cents per day.
Reframing the objection and making it something trivial.
So, we’ve done two things here:
We’ve changed the price from $1000 to 50 cents per day.
And, we’ve applied time expansion so that 50 cents works out over the course of that time.
So we’ve made it into really nothing.
Stack up the Benefits
After using the two techniques, we then ask the customer this question – what is more valuable to you?
And, as an answer, we stack the benefits.
So if it’s suppose a weight-loss pill.
You might say:
Would you like to be able to finally get rid of the extra pounds or do you keep your 50 cents per day?
It really does come down to the choice
“Effective weight-loss or 50 cents per day”
Use the Apples to Oranges Technique
What we do is that we trivialize the amount even further.
We do this with the technique we’re calling as the ‘Apples to Oranges’ approach.
So, we say ask:
What is that 50 cents per day really worth?
Think about it, what can you get for 50 cents per day?
Well a donut a day is going to make you fat anyway!
So giving that up is not a big deal.
And giving up the price of a donut a day is going to give you all of the benefits listed.
“It will transform your life, giving you what you desire and take you to a place you absolutely want to go to.”
So here’s an overview:
- We make use of time expansion.
- We chunk down the price.
- And then we compare the price to something even less trivial – stacking the gains to appeal to the logical part of the brain.
We’re giving them 3 ways to look at the purchase, and 3 new ways to justify that purchase.
It essentially comes down to that one question you asked “What’s more important to you, that donut or the listed benefits?”
You just have to work with the logical part of their brain to help them make that purchase.
And you do so by making the objection feel trivial – something they can easily overcome.