WEBVTT 00:00.150 --> 00:05.610 Welcome back to the cause guys in this video we're going to have a look at the sales technique which 00:05.610 --> 00:11.430 called the three boxes which are a lot of his successful companies are using around the world to increase 00:11.430 --> 00:12.390 their sales. 00:12.390 --> 00:13.570 So let's dive into it. 00:13.620 --> 00:20.410 The three boxes e and sales technique that Apple is using to sell more cell phones. 00:20.460 --> 00:21.230 Poof. 00:21.270 --> 00:23.690 I'm gonna teach you that the inside of this video. 00:23.700 --> 00:26.520 So let's have a look at the core of the three boxes. 00:26.550 --> 00:34.200 So the entire goal with this technique is to have a person go from yes or no I don't know what if I 00:34.200 --> 00:35.870 want to buy this too. 00:35.910 --> 00:37.800 Which one should I choose. 00:37.800 --> 00:42.270 So let's have a look at the real example of a yes and no. 00:42.270 --> 00:45.660 Both me and Robin's educated personal trainers. 00:45.660 --> 00:50.730 And this is how it looked inside of our gym when we were trying to sell personal training. 00:50.730 --> 00:53.610 We had personal training packages. 00:53.610 --> 00:57.590 So the first one would be this for example we have the starter package. 00:57.690 --> 01:02.910 We're selling 10 of our hours for six ninety nine dollars. 01:02.910 --> 01:03.870 That would be. 01:03.870 --> 01:09.840 So what you will then do as a customer you will go in and you will talk to one of us personal trainers 01:09.840 --> 01:12.300 and we said we have this starter package for you. 01:12.300 --> 01:16.890 This might be customer Daddy's new that haven't tried personal training yet. 01:16.890 --> 01:19.810 So they don't really know what they are buying. 01:19.830 --> 01:25.190 They don't want to buy too much but they also would like to have some results right. 01:25.200 --> 01:30.930 They would like to change their body and somehow either to strengthen it up or to get that beach body 01:30.930 --> 01:35.460 right but they don't understand what they're buying really because they have never worked when personal 01:35.460 --> 01:40.060 trainers so what they are doing then is have a look at the price they're seeing. 01:40.140 --> 01:43.790 Seven hundred dollars for ten hours of training. 01:43.790 --> 01:47.850 I don't know what I'm buying and seven hundred dollars is a lot of money. 01:47.880 --> 01:53.970 So instead of having one off for one product or one service what we would like to do then is we would 01:53.970 --> 01:56.220 like to change our offer. 01:56.250 --> 02:05.010 So going from one starting package to go to real result package where we're selling 20 hours of personal 02:05.010 --> 02:11.550 training and this is exactly what it looks inside of our gym our boss in the gym knew exactly on how 02:11.550 --> 02:14.430 to lay out this three box method. 02:14.460 --> 02:19.380 So now you can see that we're selling both 10 hours of personal training for around seven hundred dollars 02:19.410 --> 02:24.760 and you can see then that we're set selling also 20 hours of personal training yes for the double a 02:24.770 --> 02:27.360 month of price which is fourteen hundred dollars. 02:27.360 --> 02:32.700 So what the customer's brain is doing now they're seeing that they're having two different option. 02:32.730 --> 02:36.690 Now the first option doesn't look too expensive does it. 02:36.690 --> 02:39.920 So you are starting to understand that well OK. 02:39.930 --> 02:45.540 And we have the starter package but I maybe don't want to cheap out here because I would like to have 02:45.600 --> 02:46.500 real results. 02:46.500 --> 02:50.700 So now the customer is starting to go between which one should I pick. 02:50.820 --> 02:57.450 But then what we're doing is we're throwing in one more choice which would be 50 hours of personal training. 02:57.450 --> 03:03.540 Now I don't know how many packages I sold to a client that was called the traffic meaning they walked 03:03.540 --> 03:09.180 in through the door maybe they we sold them a membership of the gym and then I said Hey I know you're 03:09.330 --> 03:15.570 new here but would you like to buy 50 hours of personal training for about three thousand five hundred 03:15.570 --> 03:16.100 dollars. 03:16.110 --> 03:17.940 That's not as good sales tactic. 03:17.940 --> 03:22.800 You have to create some rapport which means some kind of connection with the customer before you're 03:22.800 --> 03:23.670 trying to sell this. 03:23.700 --> 03:28.620 So what we're having on the screen right now is three different boxes of choices. 03:28.620 --> 03:31.020 We're having 10 hours for 700 dollars. 03:31.020 --> 03:37.320 We're having 20 hours for about fourteen hundred dollars and we're having 50 hours for about three thousand 03:37.320 --> 03:38.580 five hundred dollars. 03:38.580 --> 03:44.910 So what we have done here with the customer is we're having them going from checking the prices to checking 03:44.910 --> 03:51.860 on the different packages and also going in between in their heads on which one should I pick. 03:51.870 --> 03:55.970 And here we're having something called the 20 60 20 principle. 03:55.980 --> 04:01.820 So if you're looking and own this packages with these choices 10 hours doesn't look too expensive right. 04:01.830 --> 04:03.170 This is the starter pack. 04:03.240 --> 04:08.610 But what if I would like to have real results then I would definitely go for the second package right. 04:08.610 --> 04:14.000 I don't want to cheap out here on my body and on my health but what if I could change my life. 04:14.010 --> 04:19.890 Go for a 50 hour package but still I'm pretty new in the gym and I don't know if I would like to invest 04:19.890 --> 04:26.850 that amount of time and also amount of money on a product that I don't really know anything about that 04:26.850 --> 04:27.900 I haven't tried yet. 04:27.900 --> 04:34.860 So actually here we're having something called a 20 60 20 principle and that is basically that 20 percent 04:34.860 --> 04:41.010 is going with the starter package when they are introduced to this kind of model and then 60 percent 04:41.040 --> 04:47.100 is going forward a middle package and then we're having those kind of people that we have persuaded 04:47.370 --> 04:53.040 or that just want to change their life now and they really really trust you that is going for a massive 04:53.040 --> 04:56.310 package of 50 hours of personal training. 04:56.310 --> 05:02.170 So this is a method that you can use inside of your business now why knowing that you were having a 05:02.170 --> 05:07.210 service or product that you really want to sell and also delivered to your customer because you are 05:07.210 --> 05:09.550 confident in whatever you're selling. 05:09.550 --> 05:13.630 What if you could create two different other options for the customer. 05:13.630 --> 05:16.330 Now if you still want to sell this as a core product. 05:16.330 --> 05:23.410 The middle one for us in this video it would be the 20 hour training then you could also sell your product 05:23.410 --> 05:28.960 like the 20 hour training and then you can create another product that is having a little less value 05:28.960 --> 05:33.790 like the 10 hour and then one with massive value will all inclusive. 05:33.790 --> 05:35.290 That kind of thinking. 05:35.290 --> 05:43.090 So if you do this then you would see that people will go from either yes or no to which one should I 05:43.090 --> 05:50.260 choose from looking at the prices to go whom I wonder which package fits me the best. 05:50.260 --> 05:55.470 Is this gonna change my life or am I just ready to get real results. 05:55.480 --> 05:56.320 You know what I mean. 05:56.410 --> 06:01.620 And actually an company that is using this model in their marketing is Apple their self. 06:01.630 --> 06:06.170 If you have a look on the screen right now you can see that they're selling one iPhone Pro. 06:06.220 --> 06:11.550 They're selling one iPhone Macs and then they're selling the regular iPhone for different prices. 06:11.550 --> 06:18.160 And this is of course because not everyone can afford the most expensive one and maybe not even the 06:18.250 --> 06:21.520 medium price that the regular priced ones. 06:21.550 --> 06:23.830 So they're buying the cheapest one. 06:23.830 --> 06:29.470 But if you had the money and you didn't know which one you should go for buy fact you would probably 06:29.470 --> 06:33.100 go for the middle one if you didn't search out for the biggest one. 06:33.130 --> 06:39.440 So the three boxes is the same principle that huge companies like Apple is using in their strategy. 06:39.490 --> 06:44.860 So now it's time for you to use this tragedy when you're selling your products and services because 06:44.860 --> 06:46.790 it's really working. 06:46.810 --> 06:48.700 So guys I'll see you in the next video.