RAB Insights

RAB Research Archive

Offer your prospects options

You should always try to present your customers with options to improve your chances of tailoring your solution to their needs and budget. If you tailor these options based on what you know about your prospect, you can also demonstrate that you care enough about them as customers to personalize the offer.

Offering a "good," "better," and "best" option is a time-tested, classic sales technique. It doesn't work because the customer always chooses the best option. It works because it forces the prospect to determine what is most important to them. What features do they need, and what price point are they willing to pay?

Source: Joe Cronin, sales consultant