Offer Three Options
Give the buyer three versions of your offer, with the one you recommend in the middle, so the choice becomes which one, not yes or no.
The pull towards a middle option is replicated in many lab studies, though field results are weaker and related decoy effects have not always replicated.
Why it works
People who are unsure tend to pick the middle option because it feels safe. Three options also let a buyer who wants to cut price choose a smaller scope instead of asking you for a discount.
How to do it
- Build basic, standard and premium versions with clear differences in what is included.
- Make the middle one the one you want them to choose.
- Make the basic option real, but with clear limits.
- Change scope between options, not just price.
- Ask: which of these suits you best?
What to say
There are three ways to do this. Basic is a shortlist only. Standard adds interview scheduling and a 90-day replacement. Premium adds a priority search. Most clients choose standard.
Which of these fits what you need?
Avoid
Offering options that differ only in price. The buyer then just picks the cheapest.
Example
A Patna dairy co-operative was set to refuse Mohit's single quote. With three options, the general manager chose the standard plan and asked only about payment dates.
Practise it
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