Original subtitles

hello and welcome to session No. 12

and in this session

we're talking about the irresistible offer

now there is a formula

to creating an irresistible offer

and that's what we're going to be looking at

in this particular section

we're looking at the exact sales process

that you must use

to have prospects begging you to work with them

what must be in this irresistible offer

what are the components

that make up an irresistible offer

miss any one of these

and your offer will not be compelling enough

for someone to say yes to you

we want it to be so compelling

so irresistible

that it's a no brainer

for them to say yes to your offer

so let's get started

and before I get started

let's remind ourselves of the actions

from the last session

and in the last session

we asked you to make a list of five

pre closing questions

and also make a list of five closing questions

if you don't understand the difference between

pre closing

or trial close

or test close

then watch the video again

and also 5 closing questions

and make sure you know the difference between

that those two

practice pre closing

in other words

child closing

test closing

and also closing with prospects or clients

practice that

and also I say this every session

is to remember to put your numbers in

every single day

throughout this program

in terms of your dashboard

for the details in

so let's begin

the irresistible offer formula

what I want to share with you right now is 12 steps

12 steps that you can follow

and practice

and if you miss any of these particular steps

actually making an irresistible offer becomes futile

so we need to make sure we have all of them

essentially

once we put it together

to practice

practice practice

and practice

until when we

in front of the client

everything flows

now for every single

every person

this will be different

your offer is different than anybody else's

your approach is different from anybody else's

the way you speak

the way you relate

the way you build rapport

will be slightly different from everyone else's

but when it comes to putting the irresistible

offer together

then the formula

can work for everyone

as long as you use it right

components so

let's begin

No. 1 the essential part of the irresistible offer

is to understand

and have the ability to articulate the pain

your client at a deep level

in other words

if you don't understand that

you can't really put an irresistible offer for them

because what we're saying is

I understand your pain so much

I understand the problem you're going through

I understand the challenge you're going through so much

that I have this thing for you

and if it's

they've got a cut on their hand

and it's bleeding like anything else

and you come along with a plaster and a bandage

you are curing their pain

and you gotta tell them

this bandage this

this plaster

will actually stop the bleeding

so do you understand their pain

in other words

think about this

what keeps them restless

what keeps them frustrated

what keeps them up at night

what keeps them worried

know it so so well

that when you are in a conversation with them

at this irresistible offer stage

your language speaks about that

you articulate it very

very well and they feel that you understand them

so remember

this irresistible offer formula

is part of the sales process

and as part of the sales process

as you move from

uh where we say

you move just before closing

this is this comes in just before closing

they've asked you

what do you do

you've presented to them

and then you are going to handle their objections

but I'm going to show you

from when you tell them what you do

and then further the conversation

then as you go through the closing stage

this is where this comes in

but remember

you understand it

and you can articulate their pain at a deep level

for example

if you are a relationship coach

and this person is going through a messy

situation in their relationship

they lie there at night

looking at their partner

they don't want to be in that relationship

they are frustrated

they are so frustrated and angry

that their skin starts to create psoriasis or eczema

or their hair starts falling out

do you understand their pain

so much that you can actually articulate it

No.2 then then you tell them that hey

I understand from our conversation

that you have this challenge

this challenge

this challenge

is that right

okay one way we can help you

and I have worked with other people

is this is a solution we have

and the way we work with our clients is we do this

this this this and this

and we know

I know that this will actually

answer your problem

and resolve the challenge you're going through

does that make sense to you

so remember to continually ask questions

what have I just done there

I've given a specific solution

so the way we work is

we will take you through our program

and our program lasts for six months

and in those six months

we will meet every single week

and for one hour

and for every single week

within that one hour

we will be covering

a specific area

of your health and your relationship

and really get to the bottom of that

so after six months

you're in a better place

you know what to do with that relationship

and you can move forward

you'll feel happier

you'll feel safer

you'll feel more secure

and you'll feel more confident within yourself

so tell them how you are going to help them solve

their pains

layout specifically the benefits

so often some people so at this stage

some people continue talking about the features okay

um for example

when we speak in the coaching

we will speak for one hour

I'm going to ask you this question

this question

this question

you'll be able to reach me on this number

you can email me

so these are all features

but what the client is really interested in

is not really the features are they

they're interested in the benefits

what if I go through this program with you

and I speak to you every single week for an hour

what am I going to get

so tell them

well the benefits for you

is that you're going to gain a lot more confident

confidence you are going to actually start

using the right language with your partner

so they understand you and the argument stop

would that be useful to you

okay very good

you are also going to gain your power back

so you won't feel like you've been bullied anymore

you won't feel like someone's

trying to control your life

and by doing that

owning your power

what will happen is you'll feel a lot more confident

you'll be able to sleep better at night

and you'll be able to communicate

with your partner and your children much better

and above all

when you feel that way

you'll notice that you're more relaxed

and research shows that

the skin condition will start going down

because the irritation will stop

is that something you want

and also there is a deep desire

bring that up

so for example

if you know that they love their partner dearly

but just the relationships not working

then say then tell them what the key

but the deep desire is

now one thing you said earlier on

is that you would love to be

in a more loving relationship with your current partner

is that right

okay so if we work on that

and so that you understand your better

your partner better

they understand you much better

and you can get along

and actually create that

loving relationship with your partner

would that be useful to you

right so they have a deep desire

and that deep desire may be different

their deep desire

they may want to divorce their husband

but you have to help them to see that

if they don't see that

and they don't see the benefits

they will not buy from you

No. 4 this is the other component that must be in there

tell them show them the results of their offer

what will this customer get

what tangible items will they have

so this is very similar to the benefits

this is very

very similar to the benefits

so depending on who you're talking to

and if it's a relationship

then tell them about the tangible items they will get

and I mentioned earlier on

they will feel more confident

they'll feel like they haven't their power back

they'll feel they will be in a more loving relationship

now if it's a

a business and you're a business coach

working with someone

the tangible benefits would be yes

they will be able to grow their business by an extra

whatever it is

60% they so

in our company

for example

we make it very clear

working with us

over a longer period program

you'll be able to grow your business between 20%

and 200% in less than one year

that's a tangible benefit you are going to get

also you'll be able to increase your profits

by an extra 50%

by retaining and maintaining your costs

that's another tangible

that's another tangible benefit

as a business owner

you'll also be able to

not work so many hours in your business

start to enjoy your business

and have the ability

to spend more time with your family

would that be useful to you

very good so

these are all tangible items

the results that your

proposition is going to give them

making it really irresistible for them to say no to you

No.5 this must be in there as well

really position value

if they working with you

what is the value they are going to get

compared to one of your competitors

and one way to really present value is

not only talk about price

but help them to see that you are there to help them

so if you have to give a guarantee

then do that so look

we offer 14 day money back guarantee

or use the whole program for whole month no charge

we will charge you from month to

because we want you to know this is gonna work for you

and you know

it is really

really good

it could be risk reversal

hey use a program

don't pay us anything for the first for

for 3 months

because within three months

you'll start seeing the results

and your payment will start after that

by that time

you're using a program

you feel more confidence

you're getting results

and you're happy

okay and if there is a price discount

then say look

the often the price is $1,000 to get started

but we are going to waver that

and you won't have to pay the setup thousand dollar fee

you'll just pay the monthly fee

if you register with us today

okay so take the risk away from them

put a risk on you

and so that it's easy for them to buy from you

there's many

many examples you can use

and so that they realize that actually

you're there to help them

not just to take their money

No.6 is all about positioning

right in the

in a crowded marketplace

where they have a choice to go to

any of your competitors

by positioning in yourself as the go to person

they're more likely to buy from you

so positioning means that

that there is something the marketplace

that says they can trust you

in other words

it could be something

if you are in the hospitality industry

could be something on Tripadvisor

it could be a review series like Trust Pilot

it could be

that you offer the author the book

you're an authority

you're an expert

maybe you speak at certain universities you know

maybe some of the top universities in your country

that adds credibility

maybe you've got

case studies upon case studies upon case studies

where people are saying

this is what I'm getting out of it

and it's really

really good

the other area

which we have spoken about in this program

is blue ocean positioning

and blue ocean positioning

let me remind you

and make sure you do state that

you could say something like

you may come across some of our competitors and

and what you'll find our competitors are good at

is a B and C

and let me explain to you what we are really good at

we are really good at

def and you said that's what you really want

is that right

very very good

and so we can help you win that

so what you've done instantly is

you've shown them your positioning in the marketplace

you haven't taken down your competitors

however you have told them

this is the way you work

this what makes you different

and this is reason why they should work with you

because that's what they've said they want

so any other forms of credibility will help

at this stage as well

so whether you have videos on the internet

or whether you have free guides

free templates

free frameworks

different models that they

that positions you as the expert

as the authority

and and here's the fact

most people would rather do business with the experts

with the authority

than anybody else

number seven

social proof

social proof

slightly different from positioning

social proof is part of positioning

but I'll put it

we put it here separate

so social proof is

in other words

what other people are saying about you

so do you have videos

do you have case studies

do you have written testimonials

do you have letters

do you have things that you can show

the client in that instant

or the client can check out to say oh right

this is what other people are saying

and these are the results that they have got

and you've got to show them

because if you don't show the client

then they won't go

and they won't necessarily go out and look for it

but if you are positioning yourself

as they should buy from you

and you'll want to make something irresistible

they've got the pro

they've got the result

or maybe I can get the results as well

if I work with this company

so make sure you have social proof within your offer

the other thing is you'll go

as your conversation goes

you're going to be warming them up

what that means is you are going you

all these items that we've mentioned so far

gets them warmed up

and they're now at the stage thinking oh

I've got this problem

this person understands my problem

my pain and they've got this solution

oh I understand the solution

understand they how they work

they've got credibility in the marketplace

they've got social proof

this is what people are saying about them now

this is where now you've got them to about 80%

if you've done all of that

then you are in a place we call momentum

you've built up the momentum in their head

the only thing really

now they're waiting for is the price

right but we don't sell on price

we'd highly recommend

unless you're selling products and widgets

do not sell on price

sell on value

so all this irresistible offer formula

positions value

and so then we go to nine

they may you may know

I can work with so many clients

that there are objections

that they have in their own head

and so using the objection handling process

which you learn in previous sessions

this is where you bring that in

so it might sound like this

you may sound like this

often when I present

and I speak to clients just like yourself

they talk about

sometimes they say they can't afford it

or they say

this is not the right time for them

or they say oh

they wonder

will this work for them

and so let me just answer some of those things

just in case you are thinking that yourself

you know the people who say they can't afford it

or they don't have the money for it

often what I say is this

I respect that

I understand that

but I want to check in

how important is this for you if you're

if you continue like this

in this vein

what is it going to affect

how is it going to affect your health

how is it going to affect your money

how is it going to affect your status

and what you want to do is handle all these objections

while they sit in front of you

or while they're on the phone

and so now they think oh

I was thinking that

they've just answered it

from the handling objections

what's going to happen is

you're going to now make your offer

and you tell them

so if you have a package

you're going to go through the package

if you have a discount

you're going to give them the true value of your thing

and then tell them

because I'm working with you first time

this is the

I'm gonna make you an offer

and this is the price

we're gonna do it for you

so make your offer

so it may sound like this

here's a transition

cause some people get stuck in

transitioning from showing them

the product

and also asking for the money

so here's a transition

so everything I've spoken about so far as it made sense

they're gonna say yes or no

if they say yes continue

if they say no

handle their objection

and what I've discovered is from you

is that you said earlier on

that you have this challenge

this challenge

this challenge

so point out at least three problems that they have

and I explain to you all earlier on that the

our solution is a B and C

this is what we're going to do

this is how we're going to do it

now in order to work with our clients

to get them that result

we work with them over a six month period

we do this we do this

we do this now this is

you've agreed that this is what you want

is that right

okay good and so let me talk about the fee

is it okay if I

is it okay if I talk about the fee

or the cost of doing this program with us

is that okay

they're gonna say yes

and when they say yes

then you present what you have

and you give them an amazing

amazing amazing offer

amazing price

amazing bundle

amazing package

make sure you do that

once you've done that

you're going to handle any further objection

so you may say

so is this all making sense okay good

are there any questions for me

very good and third

and no questions

then you want to transition into

if there are any objections in terms of price

remember there's only three

there's only four main objections

there's the price issue

there's the time issue

there is the interest issue in terms of

I'm not interested in this

or I already have this

and then there is also the trust issue

at this time

they should be trusting you

but maybe they don't trust themselves

so remember

acknowledge

ask a question

acknowledge

ask a question

handle there any further objections

and then make your offering clothes

so you may remember

use some of the

closing techniques we showed you in previous sessions

so you may say something like this

so I'm glad you understand how we're gonna help

how we're gonna work together

and so let me ask you

when would you like to start

would you like to start in January or in February

or you can say

how would you like to pay

would you like to pay by visa card

or by bank transfer

so go to your clothes

and they should be happy

you should be happy

now that's the irresistible offer

now if you put

when you put this all together

every single point

and you practice it

and you get comfortable with it

you will now close more business okay

let me repeat

understand and articulate their pain at a deep level

give them a specific solution

what is the offer

how are you going to solve their pains

give them the talk

talk about the benefits

talk about the results

you're going to offer them

take the risk away from them

so they can see the value

position yourself or your company

as the go to company that they must use

must position it

show them the social proof

in terms of case studies or testimonials

or anything that you have

and also at this

if you've done all of that

they are now warmed up okay

they understand what you do

they understand what you're gonna do for them

they understand that you are there to help them

and they've got a problem

so you've built up all this momentum

continue and handle any objections they have

then make your offer

make an amazing offer

if you can do a good price software

you can do a good package bundle great

handle any further objections

and then close

close shake hands

they're happy

you're happy

so that's the irresistible offer formula

so I want to say thank you well done

congratulations

for going through all the 12 sessions of this program

and remember to go through this video again

watch it if you must do and take the necessary action

do the home action

so the home action this week is

create your irresistible offer

there is a tab

and your dashboard called Irresistible Offer

where you can write all these things in

and above all

once you've written it

but put it all together

then practice it

it's okay when you're sitting in front of a client

to look at your notes saying

I'm just making notes as we go along

that's okay

and so that prompts you to show them

what you need to show them next

or if you use in slides to present

user slides to present

so above all

so this homework action is

create your irresistible offer

and practice

practice practice

and complete your dashboard as you go