From the course: Creating Powerful Sales Proposals
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Identifying features and benefits of your offer
From the course: Creating Powerful Sales Proposals
Identifying features and benefits of your offer
- Irresistible Offer Architecture consists of three core components. Let's start with the first one, hot buttons. Now, in hot buttons there are three parts. Number one is speak in benefits. Number two, overcome objections and number three, hot buttons. The first one, speak in benefits is all about keeping in mind, what's in it for me? Me being your prospect, your patient, your customer. So, write that down, what's in it for me? But before we go any further, I should warn you about what I call creator syndrome. That's when you create or invent the product or service yourself and it's like your baby. You want to tell the world about all the features and how much work went into it and what inspired you and how cutting edge it is and on and on and on. The challenge with this is no one really cares how much work you put into it or the 117 different features. Sure, they want to know that there's some thought or…
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