The second technique I want to discuss is that always start selling from the highest or the best option that is available for the company. Now, you would have noticed that when you go for buying a car, the cars in the showroom are arranged such that the high the option, the models with the best model is kept at one side and then as you go down the showroom, you find the models in a decreasing order of their features. Now, the salesman when he typically starts selling to you, he would always try to start by talking about the best model first and then take you down the aisle to the other lower models. Now, the psychologists say that the fear of losing something in a customer is much more than fear of gaining something. Save the car salesman starts at the lowest model and starts going upwards. The chances are very minimal that you will buy a higher body now I example from what we had done with a customer in Egypt, we had a roaming product roaming billing product for telecom operators, we were talking to a customer in Egypt and we had three modules in the software.

One was a plain and simple tap conversion, second was exclusive roaming rating and third was data analytics on the entire data set available in the system. Now, when we started talking to this customer, we started talking to them about all the three models put together in one package to be sold to them. Then if they did not want that, they could have an exclusive roaming and the tap conversion Okay, we ended up selling the tap conversion model to them module to them in the in our effort. However, now they have started asking for asking us for the other two modules also. Now, so we had planted the idea that this is the entire packaging what they can get These are the options what they can avail. And that seeding has worked out in terms of them asking for the remaining two modules also.

So as from a psychology point of view, we should always start selling from the highest model or the highest option available and then coming down lower as explained in the other lower options and explaining what exactly they will lose. If they don't take the higher model and go for the next best model.