Part 6: Downsell Offers | $100M Money Models Audiobook | Ep 943

In this episode, the speaker elaborates on the concept of downsell offers, which come into play when a customer rejects an initial sales pitch. The idea is to adjust the original offer to align with the customer's budget without compromising the sale's integrity. The host shares his approach to downselling, emphasizing that it's important to offer something different without simply reducing the price of the same product, as this can erode trust.

The speaker illustrates his downsell strategies, focusing on how a customer can either change their payment terms or receive a different offer altogether. He presents three primary tactics: payment plan downsells, trial offers with penalties, and feature downsells. Payment plan downsells involve spreading the cost over time, thus making it more affordable while maintaining full pricing. The trial with penalty offer allows potential customers to start for free but includes conditions they must meet to avoid charges in the future.

Feature downsells involve lowering the price by removing certain features or aspects of a service or product, encouraging customers to reconsider the original offer. The speaker stresses that successful downselling requires a balance of personalization and not relying heavily on discounts, advocating for a collaborative approach rather than a confrontational one. Overall, the episode provides actionable insights for turning customer rejections into sales by creatively adjusting offers.