A Pricing Tactic That Can Increase Your Deal Size

by Paul Castain on October 8, 2017

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Have you ever gone shopping and while you were on the checkout counter, found yourself looking through all the little extras at and around the register?

Do you think all those “impulse items” just happen to be there or do you think its quite intentional?

Do you use the same tactics when you create a proposal?

I mean, in many cases the prospect is already predisposed to buy, so why not offer a few ways to upgrade, add on, complement etc.

Before I give you a few examples from my own practice, I need to state the obvious;

We don’t offer things we know someone DOESN’T need just so we can make a few extra bucks! 

Having said that;

When I submit a proposal for training a sales team, I typically including an upgrade to coach the sales managers and/or VP of Sales.

I’ll include an option for their entire sales force to get unlimited access to my on-demand training library and;

In the true spirit of that check out line thing we all do (scan for other things that catch our eye), I include an overview sheet of ALL my products and services.

Conservatively, this tactic has generated a few hundred thousand dollars since we opened our doors in 2011 but most of all;

Its allowed me to find additional ways to help my clients sell more!

Give it a shot and see how it works for you!

 Do Great Sales People Leverage Psychology?

Damn right they do and I’ll be talking about it during our 20 Psychological Tactics That Drive Sales webinar!

It all takes place on Thursday, October 19th at 11:30 am EST.

Here’s what I’m going to share;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc


Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips


Webinar Replay

Bonus PDF Sent After The Webinar

How Much?


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