Indeed, numbers can impress if used to ones advantage.<\/p>\n\n\n\n
We talk a lot about quantifying value to help explain the advantages of dealing with you instead of one of your competitors.<\/p>\n\n\n\n
What appears to be small savings can add up to a significant number when extrapolated over a longer period of time. For example, if your customer buys 40,000 pounds of worth of product a month, a savings of $0.01 per pound does not sound like that much. However, over one year it amounts to $4800. If you consider the lifetime value of the customer, the value can be very significant. In this case, consider using the dollar savings over a longer period of time rather than the penny per pound.<\/p>\n\n\n\n
Sometimes it is better to use a percentage instead of the dollar amount. A 25% savings on a $20 item is $5. Which number gives you the perception of greater savings? In most cases 25% is more likely to get attention than $5.<\/p>\n\n\n\n
Look at the numbers from all angles and use the ones that will leave the strongest impression with your customer. Understanding the psychology of the perception of numbers is a powerful sales tool.<\/p>\n\n\n\n
Good selling,
Richard<\/p>\n\n\n\n
Have a question about sales? Contact Sakanashi and Associates Inc.<\/a> and I will respond.<\/p>\n","protected":false},"excerpt":{"rendered":"