From the course: The Persuasion Code, Part 1: The Neuroscience of Sales
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Creating your gain demonstration
From the course: The Persuasion Code, Part 1: The Neuroscience of Sales
Creating your gain demonstration
- The more quantified value is, the more believable it becomes. Let me explain what I mean. Imagine you have a scale, on one side, you have the cost of your solution. On the other side, you have the value. And for your customers to believe that the value exceeds the cost, it is your job not only to maximize the amount of value you present, but also to optimize the proof you're using. To do that, here is the challenging exercise you will need to complete. First, you need to unveil all the benefits and subclaims of each claim. For example, if one of your claims is that you're the fastest, that's the feature, but what's the true benefit of being the fastest? The benefit could be that they'll save money on the manufacturing process, and that's the financial value, and that they'll be able to go home earlier on Friday, and that's a personal value. Then, you need to quantify that value. If they can indeed save money…
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