Sell Upgrades As Add Ons

A lot of people have made this mistake, especially newer salespeople, where you bundle it in on the front end and the answer is no. Don't do that. We always want to look at upgrades as what I'll call add-ons. It is much easier for people to say yes to a lower price threshold. Hopefully you're more expensive than many of your competitors, and what you don't wanna do is increase that price difference too early.

So I wanna give you an example. Mr. And Mrs. Homeowner, I'm so excited to do your roof. It's gonna be 15,000 bucks, right? So we get the yes to the 15,000. And the reason that we don't want to go right into, you know, bundling that upgrade up front is then they see a larger price.

So now they've said yes to the 15. We can isolate the add-ons and then after we get the yes, hey, I'm really excited to do your roof. You know, there's one more thing that we can add for you if you wish. Could be silly not to just offer, cuz what's the worst they say? No. Which means are you any worse off?

The answer is no.

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