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The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less Hardcover – Sep 5 2005

1.7 out of 5 stars 3 customer reviews

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Product Details

  • Hardcover: 240 pages
  • Publisher: Wiley; 1 edition (Sept. 5 2005)
  • Language: English
  • ISBN-10: 0471738948
  • ISBN-13: 978-0471738947
  • Product Dimensions: 14.7 x 2.3 x 22.4 cm
  • Shipping Weight: 363 g
  • Average Customer Review: 1.7 out of 5 stars 3 customer reviews
  • Amazon Bestsellers Rank: #140,447 in Books (See Top 100 in Books)
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Product Description

From the Inside Flap

Tic. Tock.

Tic. Tock.

Tic. Tock.

Three seconds.

That's all you've really got to make the sale.

With consumers bombarded with thousands of marketing messages a day, they have to make purchasing decisions quickly, which means you have to make the sale just as quickly. There's simply no time for you to make any offer besides the one offer that will work and work quickly—The Irresistible Offer.

But what is The Irresistible Offer? Simply put, it's the best (and maybe only) true alternative to the traditional form of selling with its sentimental manipulation, marketing trickery, and decreasing effectiveness. The Irresistible Offer is so good and so easy to understand that buying from you becomes a no-brainer for your customers. But it's not a one-time special or a "unique selling proposition." The Irresistible Offer is the offer that defines your business and becomes your raison d'¿tre.

Want an example? Domino's Pizza grew from a single store to a $4 billion chain in large part because they gave their customers an offer they couldn't refuse—"thirty minutes or less" or the pizza was free. The success of that offer is obvious in retrospect. But how do you design The Irresistible Offer for your own business in your own industry? This book shows you how.

In The Irresistible Offer, author and New Marketing guru Mark Joyner defines and explains this revolutionary selling philosophy, uses real case studies to show it in effect, and helps you quickly and easily apply it to your own business. He examines the elements that make up The Irresistible Offer and presents a formula for creating one of your own. Plus, Joyner provides practical tools that allow you to estimate the effectiveness of your offer in advance so you can plan accordingly.

For too long, selling has been about manipulating a message and manipulating a consumer. The Irresistible Offer presents a new, effective, and ethical way to sell based on what you're selling, not how you're selling it. Rather than manipulate your customer (who may resent it, after all), Joyner shows you how to manipulate your offer instead—so that customers find it, and your company, truly irresistible.

From the Back Cover

Your customers are going to give you three seconds to make the sale.

Do you know what to say in those three seconds?

The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business—a method that is simultaneously socially responsible and far more effective than "old" marketing. This new way is The Irresistible Offer.

"The Irresistible Offer is the missing link in many marketing books."
—Joe Sugarman, Chairman, BluBlocker Corporation

"The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."
—John Du Cane, CEO, Dragon Door Publications, Inc.

"As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point."
—Howard Berg, "The World's Fastest Reader"

"I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."
—Dr. Joe Vitale, author of The Attractor Factor

"If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."
—Randy Gilbert, a.k.a. "Dr. Proactive" host of The Inside Success Show

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Top Customer Reviews

Format: Hardcover
This book is mind-numbingly repetitive and Mr. Joyner uses an extraordinarily limited set of examples to demonstrate his hypothesis. This book should have been a pamphlet. In addition, Mr. Joyner's military perspectives will not resonate with anyone who rightfully questions American imperialism.
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Format: Hardcover
This book reads like a grade 1 primer - large font, lots of space between the lines, and most paragraphs are only 1 or two sentences long. He's so busy telling us about the wonderful things that he's going to tell about that there's almost no content. He uses the same handful of examples again and again, and really never provides anything terribly useful. The little content he does provide is trivial and obvious.

I would strongly recommend "The Ultimate Sales Machine" by Chet Holmes instead.
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Format: Hardcover
After reading the book, I had to think hard on how I was going to apply the info from the book. And the only thing that I could think of that I could take away from the book was the offer of the 'guarantee'. Just give a guarantee of some kind and that's it. I did just that and it works!
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 4.4 out of 5 stars 121 reviews
1 of 1 people found the following review helpful
4.0 out of 5 stars First Impressions are Huge Jan. 19 2009
By J. Klaus - Published on Amazon.com
Format: Hardcover Verified Purchase
Yes, we know that we need to grab our prospect's attention immediately and have heard about the importance of first impressions. Usually first impressions are considered in the context of the impression we ourselves make. Joyner says that the first impression of our offer is even more critical. So much so, that he boldly subtitles this book: How to Sell your Product or Service in 3 Seconds or Less.

Other reviews here go into the mechanics of how this works; a high ROI offer, a touchstone, and believability. Top examples are "30 minutes or it's free" and "when it absolutely, positively has to be there overnight." These offers were so effective and well used that you know the companies and the elements behind the offers.

Pizza and package delivery are simple product/services. What about complex services or big ticket products? Yes, these are more complex. You will read this book with your own product/service in mind and look for applications. The applications I looked for were selling IT services and real estate investment. Selling IT services in 3 seconds is hugely challenging, because typically defining the service in itself is a time consuming process.

Selling houses of course a big ticket sale. Can it be done in 3 seconds? Almost never. However, an ad can be written to take your buyer to the step, to the place of the irresistible offer. An ad like :

Amazing 3-2-2 in Smallville for just $97K.
You will love this home. I'm so sure that I'll give you $50 just to look at it.
Call me now at xxx-xxx-xxxx for the details.

Next comes the irresistible offer. The drive up appeal of the home. Make certain that the front yard, landscaping, and exterior of the house is better than any other on the street. You will create an emotional response in the buyer that may well be "I want this house." This can literally happen within seconds of their arrival. From there on out your job is to reinforce that first impression emotionally and logically.

It is worth your time to put thought and planning into your irresistible offer. Joyner takes you through the process to help you get there in this quick read. He will help you craft a compelling offer that just may be irresistible.
2 of 2 people found the following review helpful
4.0 out of 5 stars MJ the master of the sale . . . but he's much more than that Oct. 11 2007
By The Book Bomber - Published on Amazon.com
Format: Hardcover Verified Purchase
Mark Joyner, whether teaching you how to market via word of mouth, how to improve your personal performance via simpleology courses, or just giving you general insight into life, is successful for one reason: honesty. His honesty and integrity allows him to see that which others who try to manipulate and control miss. And isn't that the secret to success? How many people ever desire to come back to a business, company, even person or individual who is phony? One who attempts to draw you in with deception and then does the bait and switch. Warren Buffett--he of multi-billions, the great investor--said that a major factor in choosing companies to invest in is based on whether or not you like the company enough (read people) to work there. Well, Mark Joyner is one of those people many enjoy working with. Because of his honest, straight forward approach.

The Irresistible Offer is certainly that: honest. Even though it has its flaws--excessive examples, repetition, and at times, opaque theory--it is a book that truly displays the genius and great insight of its author. And you've got to believe (all you The Secret people) that if you seek the truth, the truth will seek you. Herein lies Joyner's gift.

I once read a sales letter of Joyner's that hit to the core, issues I had been having in acquiring all-things-marketing to get my business going. He mentioned how marketers are charging hundreds of dollars for a "box full of 'secrets' that is nothing more than some low-quality audio recordings and poorly edited transcripts?" And how important it is that "A transformation of spirit without a direction and a clear plan might bring you happiness for a while, but if that happiness is not reinforced by real change in the real world, it is always short lived"? Personally, I have chosen to avoid many schemes, internet marketers, and plans or bonus-encrusted list blasts because "quality and value is more important to" me, as Joyner states.

The book certainly has its more general philosophies, but it also gets into enough specifics on Word of Mouth and how to use it in your business to give the reader his money's worth . . . and then some. Great ROI, wouldn't you say Mark? Get it. It's worth every penny.
1 of 1 people found the following review helpful
5.0 out of 5 stars Unsuspectedly WONDERFUL May 14 2008
By Miracle Lady - Published on Amazon.com
Format: Hardcover Verified Purchase
The Author has offered, in a very timid and unassuming way A TRUE MASTERPIECE.

The book looks poor, the text looks scarce.........still what he tells you can be translated IMMEDIATELY INTO REAL GOLD.
In a world where all are Internet "gurus", in a world populated by people who pose as "experts", you find this gem, written by somebody who does not speak at length because HE LAYS DOWN HARD FACTS one after the other, with no mumbo jumbo to confuse and flourish the concepts.

And this is perfectly in character: in fact he tells you that THIS IS THE WAY MARKETING SHOULD BE, barebone, quintessential VALUE AND BENEFIT, immediately and elementarly communicated in a few words.

It helped me to open a sales marketing letter in a way that does not sound like "marketing jargon", overloaded, boastful, bombasting.
No. It helped me to write an opening in just 4 lines, BUT THOSE FOUR LINES ARE CATCHING PEOPLE'S ATTENTION IMMEDIATELY, because they are spelling out the magical elements that Marc Joyner so beautifully illustrates in this book.
And those four lines are HONEST, TRUE, BELIEVABLE SUBSTANCE.
People notice that, that's why they read the remaining of my sales letter.

Had I applied the concepts of the other "gurus" I would have created a castle of cards, I would have alerted potential buyers: "Hey, I am trying to sell you something...and I don't care if I sell you something of value, something you need. All I care is to confuse you so much to buy my stuff"

People are not at all stupid. Marc Joyner addresses this SUPERBLY.
1 of 1 people found the following review helpful
5.0 out of 5 stars How to Sell Your Product in 3 Seconds? Jan. 31 2009
By Jusuf Hariman - Published on Amazon.com
Format: Hardcover Verified Purchase
The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business - a method that is simultaneously socially responsible and far more effective than "old" marketing. The new way is "The Irresistible Offer". In this book, Mark Joyner not only gives step-by-step instructions on how to create powerful offers that allow you to outshine your competitors, but the real gemstone is that he tells you how to craft mind-blowing offers never before seen that scare the competition completely out of the race. If you follow the suggestions in this book, you will develop an endless stream of happy customers, eager to buy from you, again and again. Mark Joyner teaches you how to create wealth by getting inside the minds of your customers and make your products absolutely irresistible. The reach of this contagious book far exceeds modern marketing. It overflows in applications relevant to parents, managers, sales people, and school teachers, to name a few. "The Irresistible Offer" is so good and so easy to understand that buying from you becomes a no-brainer for your customers. Digest this book and you will have no problem selling any product to anyone.
2 of 2 people found the following review helpful
4.0 out of 5 stars Without a compelling Offer the rest of your marketing will miss April 8 2009
By The Marketing Guy Who Drives Sales -r - Published on Amazon.com
Format: Hardcover Verified Purchase
In this book, Joyner does a great job of getting the reader to focus on the offer of whatever product or service they are trying to market and sell. Call it your Value Proposition, Dominant Selling Idea or whatever else you'd like, if you cannot communicate it in about three seconds via your actual offer then you missed your golden window of opportunity to influence a person to buy.

If your offer is not irresistible then most people are going to tune out. By irresistible we are not talking about tricking anyone into making a purchase, we're talking about making a solemn promise that is compelling, believable and offers value to the other person such that it also puts them at ease and makes them feel safe about making the decision.

If you want to persuade people to buy from you then read this book to help guide you as you create your offer. It is easy, enjoyable reading and is well worth the investment.

~ Review by the author of the e-book, "How to Build and Manage Your Brand (in sickness and in health)."