Four questions cross the minds of potential buyers every time a salesperson approaches. And how the salesperson responds determines whether or not the prospect will buy.
In the first review of The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less, the steps to creating an irresistible offer were outlined. This review covers how to sell oneself in three seconds or less.
Author Mark Joyner analyzed the process potential buyers go through when sizing up the salesperson and the offer.
The buyer's first question the offer; what exactly is this salesperson trying to sell?
Joyner advises salespeople to get to the point right away and "you'll quickly sort through prospects who aren't right for what you're selling and find the ones who are."
Those qualified prospects then want to know how much this deal will cost. Not only in monetary terms but also in time, the book says.
Be sure to use the prospect's time wisely so as not to waste it with outdated sales techniques, and make it easy for them to buy, Joyner says.
"If you can lower the cost of dealing with you by not requiring so much emotional energy, perhaps that will make your offer more irresistible?"
Every prospect wants to know, "What's in it for me?" They would like to know the benefits of working with the salesperson. Joyner suggests that people are more likely to buy from someone who is genuine, honest and stable, so be sure to display those characteristics.
And being genuine and honest will help with the last question prospects have on their mind, "Why should I believe you?" A money-back guarantee might help but the prospect needs to see that they can trust the person from whom they are buying.
Joyner advised developing a personal Touchstone.
"When people first meet you, various pieces of information come together to form a mimetic expression of one idea: you," he said.
He advised salespeople to have impeccable grooming habits, a friendly smile, confident posture and to be sure the first few words spoken are something disarming and friendly.
"Remember the first sale you make is yourself," he wrote. "Before your customers will buy a product from you, they need to be sold on you as a salesman."
Crafting an Irresistible Offer
Developing an offer that clients cannot resist is a matter of considering three elements that, when communicated succinctly, tempts the client to promptly purchase the product or service, according to a new sales and marketing book.