ENGINEERING YOUR OFFER
ENGINEERING YOUR OFFER DELIVERABLES 1.
1.
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10.
FUNCTIONAL
BENEFITS
FEATURES
DIMENSIONALIZED
WHY
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. EMOTIONAL
1.
1.
1.
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10.
MODULE 3 - LESSON 9
PRICE & TERMS BREAKDOWN: The regular price: The Rationale for the discount: The offer price: The savings percentage: The savings amount: Price Trivialization :
RISK-REVERSAL STATEMENTS (STATE IN THE POSITIVE) : Conditional
Time-Based
Unconditional
Lifetime
Money-Back Plus
Competitor Challenge
Double-Your-Money-Back
Unique/Off-The-Wall
Performance-Based
Keep Premiums
RISK-REVERSAL STATEMENT(STATE IN THE POSITIVE) :
PREMIUMS/BONUSES 1. 2. 3.
MODULE 3 - LESSON 9
PREMIUMS/BONUSES BREAKDOWN: DELIVERABLES 1.
1.
1.
2.
2.
2.
3.
3.
3.
FUNCTIONAL
BENEFITS
WHY
FEATURES
DIMENSIONALIZED
EMOTIONAL
1.
1.
1.
2.
2.
2.
3.
3.
3.
RESOND TO RESPOND NOW : URGENCY:
SCARCITY:
MODULE 3 - LESSON 9
1.
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3.
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4.
5.
5.
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6.
7.
7.
8.
8.
9.
9.
10.
10.
FUNCTIONAL
BENEFITS
FEATURES
DIMENSIONALIZED
WHY
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. EMOTIONAL
1.
1.
1.
2.
2.
2.
3.
3.
3.
4.
4.
4.
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5.
6.
6.
6.
7.
7.
7.
8.
8.
8.
9.
9.
9.
10.
10.
10.
MODULE 3 - LESSON 9
PRICE & TERMS BREAKDOWN: The regular price: The Rationale for the discount: The offer price: The savings percentage: The savings amount: Price Trivialization :
RISK-REVERSAL STATEMENTS (STATE IN THE POSITIVE) : Conditional
Time-Based
Unconditional
Lifetime
Money-Back Plus
Competitor Challenge
Double-Your-Money-Back
Unique/Off-The-Wall
Performance-Based
Keep Premiums
RISK-REVERSAL STATEMENT(STATE IN THE POSITIVE) :
PREMIUMS/BONUSES 1. 2. 3.
MODULE 3 - LESSON 9
PREMIUMS/BONUSES BREAKDOWN: DELIVERABLES 1.
1.
1.
2.
2.
2.
3.
3.
3.
FUNCTIONAL
BENEFITS
WHY
FEATURES
DIMENSIONALIZED
EMOTIONAL
1.
1.
1.
2.
2.
2.
3.
3.
3.
RESOND TO RESPOND NOW : URGENCY:
SCARCITY:
MODULE 3 - LESSON 9
