Close More Sales,
Make More Money, & Help More People By Selling This Instead of What You Currently Offer By Dave “Selling Salvation” Dee
Whether you are selling one to one or one to many, the strength of your offer will, in large part, deter- mine whether you close successfully or not. So, you need to answer an important question in order to develop your offer: What is the ultimate outcome or transformation someone is going to experience after they buy your product, your service, or your program or join your movement, whatever it is? When they’re talking about their offer, most sales- people focus on the tangible features their prospect is going to receive. So, if I’m selling a product, I might say the product consists of a manual with 160 pages, six CDs, and a coaching call certificate. That’s a list of features and means very little to your po- tential buyer. The reality is that to move your audience, sell your audience, and get them to act, you need to talk about it on a much deeper level. You need to show
them the outcome, transformation, and promise of salvation that they will receive when they buy your product. Let’s consider an estate planning attorney. The offer, in this case, is NOT “Come in for a 45-minute appointment, and when you come in, you’re going to get a copy of my book!” That’s not the offer. That’s part of it, and you’ve got to talk about that, but that’s merely a feature. The offer, the promise of salvation, is this: “You are going to have your financial house in order, your loved ones are going to be protected, you are going to feel good, and your stress will be relieved because you know you’ve taken care of everything you can take care of.” And this brings up a crucial point. Your offer must be based on the transformation or the outcome your audience member will experience.
“You’ve got to nail this down, and it’s got to be on a deep level.”
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