The choice close is my personal favorite price presentation method. Allowing your prospects to choose for themselves which pricing option suites their needs is far superior than an ultimatum or the always dreaded point-of-sale deal making that many clubs are guilty of. Studies show, and results support that, allowing the prospect to choose for themselves increases the likelihood of a sale. The choice close will also soften your sales pitch and make the prospect feel more comfortable with the process.
I recommend a three choice pricing schedule. If you have more, get rid of them. Members are sometimes bombarded by pages of pricing structure based on term, price, contract, services, etc. These multiple options will only confuse your prospect and give them more to think about. Simplify the process.
Generally your options should include paid in full, EFT term and month to month — that’s it. Three ways to pay based on the prospects personal preference are provided. If the prospect is inclined to join — and assuming you have gone through a solid tour process — they will pick an option. You will close more sales quicker with this system.
Chris Batchelor
Health Club Marketing Contributor
