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Options

Options

If you give someone a “take it or leave it” offer, your chances aren’t any better than 50/50. Some people will reject it just on the basis of feeling trapped.

If you give someone options, you increase your chances dramatically.

“Our room rate is $895 per night, no exceptions.”

“Our room rate ranges from $495 to $2,400 per night, depending on the accommodation, frequent guest status, advance booking, and length of stay.”

By the way, the higher your ultimate option, the more people feel they’re getting a bargain when purchasing below it—and some people might just accept the ultimate option because they believe that they get what they pay for.

The same applies to non-financial transactions.

“I’m available on Monday at 9.”

“I’m available Monday at 9, all day Wednesday, and Thursday from one to four. Which is best for you?”

Give me an option, not an ultimatum.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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