Matt Ryder argues the option close underestimates prospects and wastes time. Instead, use analogies to frame price objections: compare your service to a dog trainer charging $5,000, or offer chocolate versus vanilla to simplify decisions. Narrative-driven selling beats tired closing tricks.
I was sitting down and this nice lady walked in and I just said, hey, so with the program, you want chocolate or vanilla? And she was like, which one do you want? I was like, chocolate. She was like, all right, I'll take one of those.
The reason why I don't like the option close is because I don't think it gives people enough credit. You can do all the steps that he's about to say, which is like doing 12-week or the 24-week package twice a week or 3 times a week. Okay, so you want this, this, this, this, and this? Okay, perfect. That'll be $2,497. They're still gonna go, ah, as a process, I don't think it's optimal.
Let's say during a sales conversation somebody is really pushing you on price. They're just like, how much does it cost? So I'm What works really well here is to use an analogy.
The reason why analogy selling is so powerful is because everyone makes themselves the protagonist in every story. Like when you watch Thor, you're like, man, if I was on Asgard, I'd be Thor, right? So if you use analogies, you can say hard truths and they put themselves in the position of the protagonist.
If you went to a garage and said, basically what it is, is you go, you're a dog trainer, how much to fix my dog?
And you go, I don't know what's wrong with your dog. You go, blah, blah, blah, blah, blah. I just want to know how much it's going to cost to fix my dog. Now, 2 types of people there. One person will go, $1,000. Bucks. And then you go, fucking sweet, I have this super high-level Malinois that's just had 17 puppies. And they're gonna go, whoa, it's gonna cost more than that. Or they're gonna go, ah, okay, I understand. You've now implanted the idea that it's okay for them to know more about their customers, so it's not unreasonable for you to know more about yours.
