$100M Offers Audiobook Part 4
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What is the main topic discussed in this episode?
Welcome to episode four of $100 million offers. In this episode, we'll be covering the thought process behind making a Grand Slam offer, value offer part one, and value offer part two. It was such an in-depth, meaty chapter. This is the meat and potatoes.
How does Alex define a Grand Slam Offer?
This is where the rubber hits the road. This is where you actually make something that people cannot say no to as soon as you show it to them. I hope you enjoy and use it. Chapter eight, value offer, the thought process. If at first you don't succeed, try, try, try again. Thomas H. Palmer, teacher's manual. I want to do an exercise with you right now. I want to show you the difference between convergent and divergent problem solving. Why? So that you can actually create the grand slam offer that will become the cornerstone of your business.
What are the steps to identify dream outcomes?
Convergent and divergent thinking. In simple terms, convergent problem solving is where you take lots of variables, all known, with unchanging conditions, and converge on a singular answer. Think math. Example, you have three salespeople who can each take 100 calls per month.
How can problems be transformed into solutions?
It takes four calls to create one sale, including no-shows. You need to get to 110 sales. How many salespeople must you hire? Deduced information. One salesperson equals 100 calls. Four calls equal one close. 100 calls divided by 4 calls per close equals 25 closes per 100 calls. 25 closes per rep. 110 sales total divided by 25 sales per rep equals 4.4. Since you can't hire 4.4 reps, you decide you must have 5. And since you have 3, you hire 2 more. Math problems are convergent. There are a lot of variables and a single answer. We are taught all our lives in school to think this way. That's because it's easy to grade. But life will pay you for your ability to solve problems using a divergent thought process.
In other words, think of many solutions to a single problem. Not only that, convergent answers are binary. They're either right or wrong. With divergent thinking, you can have multiple right answers, and one answer that is way more right than the others. Cool, right? Here's what life presents us for divergent thinking. Multiple variables, known and unknown, dynamic conditions, multiple answers. As such, I want to do an exercise with you right now that will engage the part of your brain that you will need to use in order to make something magical.
What is the significance of convergent vs divergent thinking?
I call it the brick exercise. Don't worry, it will take 120 seconds. The brick exercise. Right now, I want you to set a timer on your phone for 120 seconds. What you need to do, think of a brick. Write down as many different uses of a brick as you can possibly think of. How many different ways could a brick be used in life to provide value?
Ready? Go. It's okay to write in the book or write on a notepad on the side. All right, stop. Now, before I show you my list, did you consider the following? How big is the brick? A tab of gum, three to five by eight, two to one by four,
Standard, two feet by two feet by six feet. What's the brick made of? Plastic, gold, clay, wood, metal. How's the brick shaped? Does it have holes in it? Does divots for interlocking? Now, as you think about that, can you think of even more uses for the brick than you probably wrote down? Well, here's my list. Paperweight, doorstep, building things, home for a fish in a fishbowl, plant holder with dirt holes, hold brick, as a trophy, painted brick, rustic decoration, to break a window, make a mural, tiny bricks painted. a weight for resistance training, a wedge under an uneven platform, pen holder or hold brick, children's toy, Lego bricks, flotation device, plastic brick, payment for goods, gold brick, stabilizer for leaning against something, retainer of value, holder for flagpole, hold brick, a seat, jumbo brick.
Every offer has building blocks, the pieces that when combined make an offer irresistible. Our goal is to use a divergent thought process to think of as many easy ways to combine these elements to provide value. So if I were selling a brick, I would find out what my customer's desire was, and then devise how many ways I would create value with my brick.
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Chapters
6 chapters
1
What is the main topic discussed in this episode?
0:01–0:17
2
How does Alex define a Grand Slam Offer?
0:17–0:51
3
What are the steps to identify dream outcomes?
0:51–1:08
4
How can problems be transformed into solutions?
1:08–2:30
5
What is the significance of convergent vs divergent thinking?
2:30–14:20
6
How do you create a compelling value offer?
14:20–34:56