When presenting special offers from the stage, I generally recommend having two or three clearly outlined packages to choose from. A magical thing happens when you offer a choice of packages versus just one; Your prospects get the opportunity to shop!

The other amazing thing that happens is you are instantly transformed into a consultant instead of a salesperson. With only one offering there is always the looming, unspoken question in the air…“Are you going to buy?”

When you offer a choice, you can very comfortably ask, from a consultative place, “Which package seems like the best fit for you?”

This approach is very powerful in direct sales situations as well. For example, I recently worked with a graphic designer who used to give clients a bid for the logo work they wanted. She knew that after a logo, most people need letterhead, business cards and about ten other things. We restructured her bids so that instead, she presented three packages to choose from; the logo alone, plus two other packages that offered the option to save money by getting multiple needed items at the same time. She was thrilled to offer this savings because she saved a ton of time by creating multiple items in one sitting.

Needless to say, her closing ratio soared and she loved her new Invisible Close of consultatively asking, “Which package looks like the best fit for you?”

For 96 more ways to get results without being ‘salesy’, or to learn more about Lisa, her products and consulting services, visit www.theinvisibleclose.com or stay tuned for next month’s Sales Nugget on Where to Start When Designing Irresistible Offers. You may be shocked to learn that most people approach it backwards!