There is a phenomenon that is available to you that helps sell your preferred and more profitable product/service more frequently. If it is possible, and it usually is, when positioning your pricing structure, it has been found effective at producing a higher level of profits to have a three-choice menu.

Choice #1 - is the "no frills" product/service with minimum but acceptable profit margins. 25% care only for price, no matter what the added values and how wonderful they are described.

Choice #2 - This should be the "deluxe" model with extra values and very tasty profit margins. This is the one you want to sell as much as possible Remember, most people will spend more to get more.

Choice #3 - This puppy has to be almost ridiculous in price, (not stupidly ridiculous) and with added features only suited for the rich and famous, the "worksburger"! You are not really looking to sell hardly any of these widgets.

Plan #3 has two real big advantages for you. One, it makes plan #2 look a lot more appealing by price comparison. They really want plan three but weren't expec

ting to spend that much, so, plan #2 is a lot more appealing than plan #1, now that they have seen Plan #3 and don't want to spend that much. Two, every once in a while, some image conscious spender with deep pockets will actually buy a plan #3! You can go to Aruba on a couple of Plan #3's!

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