We all at times have heard the old saying of under promise and over deliver when trying to sell our product, service or program. But the reality is this is probably the single most important reason why people don’t buy from you.
Where is the emotion? ...Where is the conviction? ...If you’re going to under promise, then there’s hardly a real incentive or drive for them to buy in the first place. I firmly believe that the best method is to over promise and then over deliver even more.
By making the offer of sale for your product, service or program absolutely amazing, then it almost makes the deal too good to be true and if the deal is that good, then who could resist buying it? As Jeffrey Gitomer always says, “People don’t like to be sold, but people love to buy.”
By making the deal emotive and amazingly brilliant, it drives the person’s desire to buy and creates a fantastic opportunity for you to capitalise.
We’ve all heard the saying, “If it sounds too good to be true, it probably is.” And yes, if it’s in regards to your apparent long lost uncle in Nigeria that has just passed away and left you with $50 billion, then common sense says it is definitely too good to be true. But making an offer or deal that has massive value and over promises is not the same as making something sound unnatural or too good to be true. Make sure you have your right target and that your offer is very clear, concise, specific to the individual and has massive amounts of tangible value that can be delivered. This enables the package, deal or service to have a very believable and desired aspect and will not have someone believing that the offer is too good to be true.
By working with this mindset, your clients and customers are actively engaged and you will now feel their desire to buy. All you need to do is over deliver, blow them away with additional value and unexpected benefit and ultimately knock their socks off.