Selling MOR Offers

Nov 26, 2024

Discover the game-changing difference between products and offers, and how the right positioning can elevate even simple items like ketchup. Uncover the MOR framework: Make, Optimize, and Review, crucial for crafting successful offers. Learn the art of communicating product value, where genuine belief can transform sales narratives. Explore innovative marketing trends, including the shift to 'just in time learning,' and understand why optimizing your offers should be a top priority for business success.

Ask episode

AI Snips

Chapters

Books

Transcript

Episode notes

INSIGHT

Making Offers is Crucial

Making offers is essential for generating revenue, whether starting or growing a business.
This involves strategic offer creation, tactical optimization, and ongoing review.

ADVICE

The MOR Framework

Define your offer strategy, including target audience, potential objections, and pitch.
Optimize execution by creating compelling copy and gathering market feedback.

ANECDOTE

The Ketchup Analogy

Jeff Sauer challenged his radio sales team to sell "regular" radio by focusing on its value.
This resulted in record-breaking sales, demonstrating the power of belief and creative positioning.

Get the Snipd Podcast app to discover more snips from this episode

Get the app

Quotations from chairman Mao Tse-tung

Mao Zedong

The Little Red Book, formally titled Quotations from Chairman Mao Tse-tung, is a compilation of Mao Zedong's quotations published from 1964 to 1979. It was conceived by Defense Minister General Lin Biao and became a central symbol of the Cultural Revolution. The book contains 427 quotations organized into 33 topics and was mandatory reading for nearly the entire population of China during that period. It was widely circulated, with estimates suggesting over a billion official copies were printed, and it played a significant role in promoting Mao's personality cult and ideological control[2][4][5].

Service Stacking

Chris Mercer

Secrets of Closing the Sale

Kevin Harrington

Zig Ziglar

This book, written by Zig Ziglar and with contributions from Kevin Harrington, focuses on the essential aspects of sales and persuasion. It includes over 100 successful closings, more than 700 questions to open new possibilities, and tips on using imagination and word pictures to achieve results. The book is praised for its practical advice, which has been tested in the field by master salespeople. It is designed to upgrade the performance of both salespeople and non-salespeople by teaching effective sales techniques and the right mental attitude for success.

The Ultimate Sales Machine

Turbocharge Your Business with the 12 Key Strategies of Top Performers

Chet Holmes

Amanda Holmes

In 'The Ultimate Sales Machine', Chet Holmes outlines 12 essential strategies for running a successful business. The book emphasizes the importance of systems and processes in sales success, teaching employees to work smarter, leveraging marketing effectively, and perfecting every sales interaction. The updated edition, contributed to by Amanda Holmes, includes new material relevant to modern business, such as core story frameworks and the use of modern marketing mediums. The book offers practical tools, real-life examples, and proven strategies to help businesses achieve significant improvements in sales performance and overall success.

SPIN selling

Neil Rackham

SPIN Selling by Neil Rackham is a seminal work in the field of sales, particularly focused on large and complex sales. The book is the result of a 12-year, $1 million research project by Huthwaite corporation, analyzing over 35,000 sales calls. It introduces the SPIN methodology, which involves asking four types of questions: Situation, Problem, Implication, and Need-Payoff. This approach helps salespeople understand the client's needs, identify problems, appreciate the implications of these problems, and clarify the benefits of the solution. The book challenges traditional sales techniques, especially those focused on closing, and emphasizes a consultative, customer-centric approach that fosters long-term relationships and increases sales effectiveness.