It got down to -10 here in Kansas this week. Cold but not a record. I got to figuring that -10 is 42 degrees F below freezing. Putting it that way it sure seems worse.
Putting things into terms for customers is part of what sales does. Quantifying costs, value or savings is very powerful in a sales process. Part of what we sometimes miss is the strength of numbers. Just think of what was said above. -10 is 10 below 0. However 42 is a much larger number below freezing.
You are not changing the facts, rather putting them in terms of impact. I suggest that when you walk out into -42 below freezing it really feels like that. However walking out into -10 is not quite as impactful. Both correct and both the same. One sound more.
Next presentation, find the impact and make sure it has the ring of impact not just to you but to everyone.
And remember, your audience is important. Tell Brad from Duluth it is 42 degrees below freezing and he might consider golfing. Tell Kathy from Florida it is -10 degrees and she is not leaving inside for a week! Peoples perspective can change based on location, position or disposition.
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