When it comes to describing all those bells, whistles, and the things that make your solution different;
Context is the vehicle that can really drive the point home!
There are two flavors to this “context” thing;
- Reduce To The Ridiculous
- Expand To The Extreme
Reduce To The Ridiculous
One way to “reduce to the ridiculous” is to break down the cost of your solution to not only the smallest conceivable but put it in a context by comparing it to an every day item.
Here’s an example that’s been beaten to death;
“Less than the cost of a cup of coffee each day”
To make a point about sales reps NOT wanting to invest a few bucks to get better at sales, I wrote a blog post “Are You Worth More Than A Visit To Starbucks?”
Here are some examples that aren’t so typical;
Blue Air Purifier: “At 31 decibels, it makes about as much noise as these rustling leaves.”
Art Sobczak gives the example of an SDR looking to convey how light their solution is. The rep asks the prospect on the other end of the phone to “Pick up a pen. It actually weighs less than that”
“Qualcomm’s Quick Charge 3: 0-80% battery in less time than it takes to hate yourself for watching Keeping Up with the Kardashians”
Expand To The Extreme is a great tactic to dramatize your idea, offering, etc.
Examples:
Let’s say you have a solution that saves clients 30 minutes a day.
You could certainly tell them that or;
You could expand that to the extreme and say that your solution saves your users, on average, 3 weeks per year.
Bridgestone Tires: “Tires built to drive around the earth 3 times!”
In a commercial designed to attract drivers, Lyft expanded to the extreme and mentioned that their drivers earned over 250 million dollars last year.
H&R Block “We’ve prepared more than 720 million tax returns”
A tax coach over on LinkedIn demonstrated this tactic BRILLIANTLY;
“The Gettysburg address is 269 words. The Declaration of Independence is 1,337 words, and the Bible is only 773,000 words. However, the tax law has grown from 11,400 words in 1913 to 7 million words today.”
So the next time you’re looking to REALLY drive a point home and immediately separate yourself from the masses;
Use context in your messaging!
WOULD YOU LIKE MORE WAYS TO GET A DECISION MAKERS ATTENTION?
Join my sales program, it’s only $400 per month, per sales rep, and there are no contracts or long term commitments.
This is a very different type of sales program where you and I work together, one on one, to achieve your sales goals.
How does it work?
We’ll start with my Sales X-Ray™ process where we take a deep dive into your strengths, challenges, opportunities as well as the qualities you want to develop.
From there, we’ll have a customized, one on one, session for 45 minutes every two weeks.
We’ll begin each session with accountability as you update me on the action items from our previous session.
After the update, you’ll have a choice between a customized training session, working through a current opportunity/challenge, or all of the above if time allows.
At the end of the session, we’ll create an action plan that will be applied between that session and the next.
Between sessions
You and I will stay in touch as you update me on your progress and submit your homework assignments.
You’ll be provided with feedback as you submit your assignments and update me.
You’ll be given email and LinkedIn templates, proven subject lines, phone and voicemail scripts, suggested needs analysis questions, and reinforcement PDFs as we go along.
You’re gonna LOVE this next feature
I’m going to be your personal help desk and will be at your disposal (via email) to offer guidance as needed.
Some examples of how this might work;
Need someone to review that email before you send it out? I got you covered.
Not sure how to respond to something? I got your back.
Someone roughing you up at the local bar, call me and I’ll smack the sh*t out of them. Not really, but I felt like a tough guy writing that!
What’s included?
(2) 45 minute coaching sessions per month.
Help desk support (via email) between sessions.
Email and LinkedIn templates, proven subject lines, phone and voicemail scripts, suggested needs analysis questions, and reinforcement PDFs as we cover those topics.
What’s the investment?
$400 per month.
Cancel At Any Time!
No contract and no long-term commitment required.
What’s the next step?
Click HERE or the button below to pay for the first month. I’ll get in touch with you within 24 hours to schedule your first session.
Questions?
Click HERE to contact me.
