Magic Words: Increase Your Average Transaction Value
If you sell a number of anything, then there are magic words to increase the number of items, objects, or hours upwards. You’ll typically get people stuck in indecision between two options based on size, and we want them to pick the top one, the bigger number, as this is the one that rewards us most.
Let’s imagine it was numbers of people in a training course. You were speaking to the training department and they were unsure whether to send three or four people. They need help making their mind up, and they’re almost about to say we need time to think about it. Ever heard that before? Knowing you’ve heard that before we want you to try and bring them to a decision, and we want them to choose four.
The magic word that I’m going to share with you is the magic word, ‘enough’. It might sound simple; it’s a tiny little word with only a few characters in it, but if you say to people at the very right time ‘Would the four places be enough for you?’ Provided you’re reasonable, people will take the higher option, because the brain asks itself the direct question that you’ve asked it: “Is four enough? Yeah four’s enough so let’s move forward with four”.
So what about if you sold on quantity and maybe you were selling print? You typically sold 500 letterheads, but you’d like to sell 1000, and they couldn’t choose between the two. Imagine what a difference it could make if you said, ‘Would 1000 be enough for you?’ Imagine you were selling consultancy services and you were selling days of your time over a month and they weren’t sure to have you for one day a month or two days a month. ‘Would two days a month be enough for you?
The beauty of ‘enough’ is it’s difficult to go backwards from, provided you’re reasonable. So try this today, tomorrow, or the day after. The next time you’re speaking to somebody, ask how many they’re looking for, and using the higher number, ask them ‘is it enough for you?’ You might be amazed at the response.
I do hope that’s been enough for you, and until next time, keep moving forward, keep picking up pace and let your momentum carry you as far as your ambition guides you.
Best-selling author, multiple award winner and one of the most sought after speakers on the circuit, Phil M Jones is highly regarded as the world’s leading sales trainer.
From training more than two million people worldwide to coaching some of the biggest brands in the world, Phil’s mission to teach the world to sell has resulted in his expertise being globally recognized.
By understanding behavior, he’s able to use his infectious thought-provoking style of delivery to make long-lasting change by re-wiring beliefs and instilling what he refers to as his Magic Words.
By teaching audiences how to use particular word patterns and showing them exactly what to say in order to work around difficult situations, Phil is able to help non-sales people to increase their activity and have more of the right conversations to generate more of the right outcomes.
Having won multiple awards, including the prestigious Sales Trainer of the Year in 2013, Phil has written a series of best-selling books and has a number of online training programs that have enrolled tens of thousands of members.
From working with small business owners that are looking to increase sales to leverage their livelihood to globally recognized companies that want to drive more activity from their staff, Phil’s unique skill set allows him to serve a vast mix of people with entirely different goals.
Phil now travels the world, speaking to audiences in all corners of the globe. To date, he’s spoken in 56 different countries across five continents, and with his growing popularity, he’s expected to add many more to his roster.|Best-selling author, multiple award winner and one of the most sought after speakers on the circuit, Phil M Jones is highly regarded as the world’s leading sales trainer.
From training more than two million people worldwide to coaching some of the biggest brands in the world, Phil’s mission to teach the world to sell has resulted in his expertise being globally recognized.
By understanding behavior, he’s able to use his infectious thought-provoking style of delivery to make long-lasting change by re-wiring beliefs and instilling what he refers to as his Magic Words.
By teaching audiences how to use particular word patterns and showing them exactly what to say in order to work around difficult situations, Phil is able to help non-sales people to increase their activity and have more of the right conversations to generate more of the right outcomes.
Having won multiple awards, including the prestigious Sales Trainer of the Year in 2013, Phil has written a series of best-selling books and has a number of online training programs that have enrolled tens of thousands of members.
From working with small business owners that are looking to increase sales to leverage their livelihood to globally recognized companies that want to drive more activity from their staff, Phil’s unique skill set allows him to serve a vast mix of people with entirely different goals.
Phil now travels the world, speaking to audiences in all corners of the globe. To date, he’s spoken in 56 different countries across five continents, and with his growing popularity, he’s expected to add many more to his roster.|Best-selling author, multiple award winner and one of the most sought after speakers on the circuit, Phil M Jones is highly regarded as the world’s leading sales trainer.
From training more than two million people worldwide to coaching some of the biggest brands in the world, Phil’s mission to teach the world to sell has resulted in his expertise being globally recognized.
By understanding behavior, he’s able to use his infectious thought-provoking style of delivery to make long-lasting change by re-wiring beliefs and instilling what he refers to as his Magic Words.
By teaching audiences how to use particular word patterns and showing them exactly what to say in order to work around difficult situations, Phil is able to help non-sales people to increase their activity and have more of the right conversations to generate more of the right outcomes.
Having won multiple awards, including the prestigious Sales Trainer of the Year in 2013, Phil has written a series of best-selling books and has a number of online training programs that have enrolled tens of thousands of members.
From working with small business owners that are looking to increase sales to leverage their livelihood to globally recognized companies that want to drive more activity from their staff, Phil’s unique skill set allows him to serve a vast mix of people with entirely different goals.
Phil now travels the world, speaking to audiences in all corners of the globe. To date, he’s spoken in 56 different countries across five continents, and with his growing popularity, he’s expected to add many more to his roster.
From training more than two million people worldwide to coaching some of the biggest brands in the world, Phil’s mission to teach the world to sell has resulted in his expertise being globally recognized.
By understanding behavior, he’s able to use his infectious thought-provoking style of delivery to make long-lasting change by re-wiring beliefs and instilling what he refers to as his Magic Words.
By teaching audiences how to use particular word patterns and showing them exactly what to say in order to work around difficult situations, Phil is able to help non-sales people to increase their activity and have more of the right conversations to generate more of the right outcomes.
Having won multiple awards, including the prestigious Sales Trainer of the Year in 2013, Phil has written a series of best-selling books and has a number of online training programs that have enrolled tens of thousands of members.
From working with small business owners that are looking to increase sales to leverage their livelihood to globally recognized companies that want to drive more activity from their staff, Phil’s unique skill set allows him to serve a vast mix of people with entirely different goals.
Phil now travels the world, speaking to audiences in all corners of the globe. To date, he’s spoken in 56 different countries across five continents, and with his growing popularity, he’s expected to add many more to his roster.|Best-selling author, multiple award winner and one of the most sought after speakers on the circuit, Phil M Jones is highly regarded as the world’s leading sales trainer.
From training more than two million people worldwide to coaching some of the biggest brands in the world, Phil’s mission to teach the world to sell has resulted in his expertise being globally recognized.
By understanding behavior, he’s able to use his infectious thought-provoking style of delivery to make long-lasting change by re-wiring beliefs and instilling what he refers to as his Magic Words.
By teaching audiences how to use particular word patterns and showing them exactly what to say in order to work around difficult situations, Phil is able to help non-sales people to increase their activity and have more of the right conversations to generate more of the right outcomes.
Having won multiple awards, including the prestigious Sales Trainer of the Year in 2013, Phil has written a series of best-selling books and has a number of online training programs that have enrolled tens of thousands of members.
From working with small business owners that are looking to increase sales to leverage their livelihood to globally recognized companies that want to drive more activity from their staff, Phil’s unique skill set allows him to serve a vast mix of people with entirely different goals.
Phil now travels the world, speaking to audiences in all corners of the globe. To date, he’s spoken in 56 different countries across five continents, and with his growing popularity, he’s expected to add many more to his roster.|Best-selling author, multiple award winner and one of the most sought after speakers on the circuit, Phil M Jones is highly regarded as the world’s leading sales trainer.
From training more than two million people worldwide to coaching some of the biggest brands in the world, Phil’s mission to teach the world to sell has resulted in his expertise being globally recognized.
By understanding behavior, he’s able to use his infectious thought-provoking style of delivery to make long-lasting change by re-wiring beliefs and instilling what he refers to as his Magic Words.
By teaching audiences how to use particular word patterns and showing them exactly what to say in order to work around difficult situations, Phil is able to help non-sales people to increase their activity and have more of the right conversations to generate more of the right outcomes.
Having won multiple awards, including the prestigious Sales Trainer of the Year in 2013, Phil has written a series of best-selling books and has a number of online training programs that have enrolled tens of thousands of members.
From working with small business owners that are looking to increase sales to leverage their livelihood to globally recognized companies that want to drive more activity from their staff, Phil’s unique skill set allows him to serve a vast mix of people with entirely different goals.
Phil now travels the world, speaking to audiences in all corners of the globe. To date, he’s spoken in 56 different countries across five continents, and with his growing popularity, he’s expected to add many more to his roster.
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