There is an old dating tip that can be applied to sales.
It consists in never going out alone: you should always be with a friend who looks much uglier than you.
Because in comparison you will look so beautiful, that your chances to pick up skyrocket!
It’s just the power of comparison.
Whoever you meet in a bar, she/he will indeed think: “I want this one who is more handsome”.
Now, how does this relate to sales?
It does, because instead of offering prospects the choice between buying or not buying a certain product, you should always offer a choice between two different configurations of the product.
You just shift the choice from Yes/No to A/B.
So, prospect’ decision will no longer be “Should I buy it, yes or not?”. It rather becomes “Should I better buy A or B?”
Try this strategy next time you make an offer: your sales will increase a lot.