Inner Circle
Join Inner CircleJoin
← Back to Library
Content

Episode 333 Omne Trium Perfectum – The Power Of 3 Options

📅 October 8, 2025 ⏱️ 24:15 🎤 Chris

Chapters

Click to jump to section

  • 0:02
    The Power of Three Options
    The host introduces the concept of 'Omne Trium Perfectum' and how offering three options can increase sales success rates.
  • 0:39
    Understanding Customer Choices
    Customers inherently have three choices: yes to your service, no to your service, or yes to another provider, highlighting the importance of offering compelling options.
  • 0:02
    Confused Minds Say No
    A confused mind will not make a purchase, so clarity in presenting options and benefits is crucial for customers to make informed decisions.
  • 5:43
    The Psychology of Three
    People can only effectively remember and retain a limited number of points, making three options ideal for customer comprehension and decision-making.
  • 8:58
    Value Shocking vs. Sticker Shocking
    Instead of focusing on price, shift the customer's perspective to comparing the value within different options, leveraging 'FOMO' (fear of missing out).
  • 12:09
    Bundling for Better Deals
    Explain how offering bundles or packages (like 'buy eight, get eight free') can provide more perceived value than simple percentage discounts.
  • 19:12
    Real-World Application Example
    The host shares a personal experience of applying the three-option strategy during a freeze event, demonstrating how to add perceived value through bundling and freebies.
  • 37:22
    Selling is a Psychological Game
    Emphasizes that selling is a mental war, and by advocating for the customer and showing value, contractors can help them overcome internal resistance.
  • 38:38
    Overcoming Affordability Barriers
    Suggests offering payment plans or financing to help customers afford their preferred option, rephrasing the offer to be more appealing.

Speakers

C
Chris
Host — The Plumbing Sales Coach

Key Takeaways

✦

Always present at least three distinct options to customers, as this significantly increases the likelihood of a 'yes' by providing perceived choice and control.

✦

Clearly articulate the 'why' and the 'benefit' of each solution, as customers prioritize understanding the outcome over the intricate 'how' of the work.

✦

Custom-tailor your three options to align with the customer's specific values, concerns, and diagnosed problems to make each choice relevant and appealing.

✦

Implement 'value stacking' within your options; make higher-priced options more attractive by bundling additional services or products, making them seem like a better overall deal.

✦

Instead of offering simple percentage discounts, frame incentives as 'free' items or services to create a 'value shock' and leverage FOMO (fear of missing out) on benefits.

✦

When a customer expresses interest in a higher-priced option but hesitates due to cost, offer financing by asking, 'Would it help if I offered you a way to make payments on it?'

Want the full experience?

Join the Inner Circle for full access to every episode, AI-powered insights, personalized coaching, and a network of industry leaders.

Join Inner Circle →
POWER100

Inner Circle Membership Portal © 2026 Power100. All rights reserved.

power100.io