The Law of Presentation
By Brian Terry on January 26th, 2008You may want to subscribe to my RSS feed if you're new here. Thanks for visiting!
Let’s recap what we’ve covered so far. We make purchases because of 7 “laws”. They are…
• The Law of Emotion
• The Law of Value
• The Law of Expectation
• The Law of Referrals
• The Law of Recognition
• The Law of Necessity
And that brings us to number seven, the Law of Presentation.
This is THE MOST IMPORTANT LAW of them all. Master this one and I assure you, you will have more sales than you could ever imagine.
We buy things because of the way the offer is presented to us. Bottom line: This is the single most important determining factor in all purchase decisions.
Why? Because with the proper presentation of your offer, you can conquer all six other laws at the same time. You can trigger the emotion, provide value, build expectation, use referrals, become familiar and prove there is a need for your product.
All of the other six laws HANG on this seventh one.
It is the umbrella that covers them all. If you learn to present your offer the RIGHT way, then selling is the easy part.
So, what is the RIGHT way?
That’s what we are going to be exploring through the the various posts in this blog. I’m going to walk you through everything you need to know about PRESENTING your offer.
Your offer itself (whatever product or service you are selling, for the price you are selling it) must be presented in such a way that it compels people to buy.
PRESENTATION is just as important as the substance of your product or service… In fact, it’s probably more important. Why?
Because no one will ever see your product or service until you present an offer that they can’t refuse. As long as they can say “no” to your offer, as long as they can reject what you are trying to sell them, then your substance doesn’t do you a bit of good.
Presentation - that is the key. You’ve got to make it easier for them to say “Yes” than it is for them to say “No”.
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