Reader:

Help clients first decide what they want - then show them how to get it!

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Morning Minute 10.21.25​
​“Supercharge Your Sales – Using Options & the Rule of 3!”

Great salespeople answer questions and objections even before clients ask them.

Years ago, I created a buyer-friendly worksheet showing nine payment options. It included the vehicle price, trade value, taxes, and fees—plus payments based on down payments of $5,000, $2,500, and $1,000, with terms of 60, 66, and 72 months.

John from Brooklyn, one of our top salespeople, had a client ready to buy. He came to me demanding a zero-down payment. I handed him the worksheet with the 9 options. Frustrated, he said his clients only wanted zero-down. I told him, “John, all clients want options. Just present the worksheet.”

He refused, so I said, “Fine, I’ll present it—and when I close your client, we’ll split your commission.” He grabbed the worksheet, presented all nine options, and to his surprise, his clients chose a 66-month plan with $2,500 down. John was shocked! From that day forward, he loved using our 9-payment worksheet.

Many salespeople make the mistake of assuming what buyers want instead of showing them options. Whether you’re selling a $2 million home, a $70,000 truck, or a $3,000 appliance, buyers want to choose.

Use the Rule of 3: show them three clear choices and ask which one they prefer. Once they decide what they want, show payment options with different down payments and terms—then ask them to buy, stop talking, and let them decide.

There is always a possibility your client won’t settle, asking you for 3 proposals. For example, if you’re showing homes priced at $700K, $575K, and $500K, ask if the first home is worth $125K more than the second. If yes, sell it. If not, ask if the middle home is worth $75K more than the third. Whichever one they say “yes” to—that’s the one for your proposal. Use this technique before sharing a proposal.

So, if you’re struggling in sales, remember: all clients want options. Use the Rule of 3, show the options, and guide them to the decision that feels right for them. Get the results you want, while selling what your client wants.

“Supercharge Your Sales – Using Options & the Rule of 3!”

That is today’s Morning Minute!

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As always, your comments, your questions, and your observations are greatly appreciated! Reach out to me at ​lab@larryonlearning.com​.

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Here are some recent Morning Minutes you may have missed with actionable ideas, useful instruction, and step-by-step methods to help you, your family, and/or your team to be more, do more, and achieve more.

"Serve More to Earn More!" Examine 2 examples that display how serving more is the key to selling more. Learn the relationship between selling clients what they want and giving them what they need! Discover how that Zig Ziglar describes this paradigm with one of his famous quotes. And, remember to keep it simple, since many times we make relationship selling too complicated.

"How You Achieve Sales EXCELLENCE!" There are two success paths to achieve excellence in selling. Learn how the Master Closer and the Relationship Seller take different paths to successfully serve and sell their clients. Then decide which path you will take to achieve sales excellence!

"What Are They Really Saying?" Discover the 4 motivations behind what people are saying, and the importance of identifying the motive behind what they say, or write.

"Need A Winning Strategy for Your Team?" Discover how you can create lasting, long term success for your team. Learn how these 5 steps: Responsibility, Resilience, Reward, Review, & Repeat, will positively affect you and your team!

"How Do You improve Your Results?" Just as sports team review film, and the military uses after action reports, you need a method to review and to improve your results. Answer these questions to initiate improvement for both yourself and your team!

"Stop Selling Features & Benefits!" Learn how to change your selling approach from simply selling the features and benefits of your product or service to selling what the future will look like for your clients when they have and enjoy your product or service. Sell "Results!"

"How Do You Use Your Phone?" To ensure that you get maximum benefit using your phone, use these processes for outbound calls, incoming calls, and best practice phone manners.

Please pray for the suffering people of Ukraine, Israel, Iran, Gaza, and Venezuela, all of whom are affected by war, invasion, persecution, and pestilence. Pray for these people, asking God to grant them peace and an end to their suffering.

May God bless you, your family, and your team! May He bring you peace, prosperity, and opportunity!

Larry A. Bonorato

lab@larryonlearning.com

864-630-2625 phone/text

(published by the Bonorato Creative Group, LLC; all rights reserved)