Preferable to a high-level statement
Posted: Thu Feb 20, 2025 8:29 am
Consider a more direct demonstration of denominator neglect. Suppose your solution could help produce quantifiable cost-savings for your customers. Which one of the following two value propositions feels more compelling? Our solution can save you $3,000 per week Our solution can save you $312,000 over the next two years. In this case, there are no percentage statistics and both value propositions represent mathematically equivalent hard dollar cost savings over time. Yet, the larger saving illustrated in by second produces a more compelling emotional reaction.
To be clear, in each example, both options convey quantifiable croatia cell phone number list value which means that either would bedevoid of data such as, “our solution can save you time and money”. However, by paying mindful attention to how you represent that data, you can enhance that all-important emotional response. In his memoir, Shoe Dog, Nike founder, and chairman, Phil Knight, talked about how he never liked selling. And it’s not hard to see why.
In his bestselling book, To Sell Is Human, author Dan Pink conducted a survey where he asked people to state the first word that came to mind when they heard “sales” or “selling”. Of the 25 most offered words illustrated in the word cloud below, 80% had negative connotations. That’s why many entrepreneurs, business leaders, and yes, even some salespeople cringe at the thought of having to “sell” their product or service.
To be clear, in each example, both options convey quantifiable croatia cell phone number list value which means that either would bedevoid of data such as, “our solution can save you time and money”. However, by paying mindful attention to how you represent that data, you can enhance that all-important emotional response. In his memoir, Shoe Dog, Nike founder, and chairman, Phil Knight, talked about how he never liked selling. And it’s not hard to see why.
In his bestselling book, To Sell Is Human, author Dan Pink conducted a survey where he asked people to state the first word that came to mind when they heard “sales” or “selling”. Of the 25 most offered words illustrated in the word cloud below, 80% had negative connotations. That’s why many entrepreneurs, business leaders, and yes, even some salespeople cringe at the thought of having to “sell” their product or service.