The “Yes or Yes” Sales Technique July 8, 2008
Posted by Howard in Sales & Communication, Technology.trackback
I came across a blog last night that had a post from a guy named Jason Hanson who wrote “How to Close More Deals Instantly…The Power of “Yes” .” Jason ’s website is www.primocoach.com. He is an investor in real estate and uses the “yes or yes” technique when presenting offers on a piece of real estate he is looking to buy. He wrote:
“One of the most important ways that I use the “yes or yes” technique is by presenting multiple offers to a seller. Never, ever, present just one offer to a seller. If you present only one offer to a seller, then it is very easy to say no and you will not close many deals this way. I always present a minimum of two offers and many times three offers.”
This is a basic sales technique that loan originators can use to close a mortgage deal. If you have a borrower who is looking for a particular product and rate, try presenting a few options to their proposal. One with no points and low closing costs and another with no points and no closing costs. Then let them make the choice.
There are many technology solutions that can help create what if scenario proposals. A few that I like are CRMNow and Leads360. These are both CRM solutions that have a seamless integration into NYLX’s pricing engine, LoanDecisions. Check them out and try the “Yes or Yes” technique on your prospects.
I agree. It’s important to provide customers with a choice. If your product or service is truly beneficial to the prospect, then you should be able to give them at least two options and ask them “Which one is a better fit for you?”.