In this segment, the speaker emphasizes that a trustworthy offer must be solid and secure in the prospect’s mind. The offer should guide the customer from their current state (point A) to the desired outcome (point Z), and a strong guarantee plays a crucial role in reinforcing confidence that the promised results will be delivered.
As far as the psychology goes, it's okay. I need to have a solid offer. So I need to get them from point A to point Z, but I need to secure their mindset that they feel confident in what I'm gonna do for them. And that comes down to whatever your offer is, it needs to be solid. It needs to be secure for them. If you have a guarantee, that's kind of where that comes into play. That whatever you do, whatever your offer is, they feel like it's solid enough that it's gonna get them to that other side of the bridge.
