Title - Progressive Sequence of Decisions (Decision List) Tags - negotiation copy writingprocess editing
Negotiated agreements are a collection of confirmed decisions.
Therefore, a sale cannot be made unless the buyer makes certain decisions.
It is therefore helpful to “set up” the decisions you know the prospect needs to make before reaching an agreement to buy, for each audience, product and service.
Let’s call this a “decision list.”
To create a decision list, work backwards from the purchase and list every decision that must be made in order to form a lasting agreement.
Once you have a decision list, you can write copy for each items which brings about the decision you want them to make.
[#kennedy2014progressiveagreement]: Dan S. Kennedy (2014): The Secret Psychology of Direct-Response: The Secret of Progressive Sequence of Agreement, Dan Kennedy’s Million Dollar Resource and Sample Book, 2014, pp. 205 (also available in general reference system in ‘articles’)