Whose Value Numbers Are Most Believable?

 

Whose value numbers are most believable?

 

- The vendor’s numbers? Hardly!

 

- Industry numbers? Believable, but generally not sufficiently specific.

 

- Other similar customers? Much better…

 

- Your prospect’s own numbers? Best, and completely believable!

 

Here’s an example of each:

 

Vendor’s numbers: “We calculate that you can save $100,000 annually by implementing our solution…”

Believability and relevance rating? Poor!

 

Industry numbers: “Gartner reports that customers average saving $100,000 annually with these solutions.”

Believability and relevance rating? Good believability but low relevance.

 

Other similar customers: “Another customer we worked with, in a very similar situation to what you’ve articulated, told us that they are saving nearly $100,000 annually using our solution.”

Believability and relevance rating? Good.

 

Your prospect’s own numbers: “And, if I recall correctly, you said you expect to save about $100,000 annually by implementing a solution like ours.”

Believability and relevance rating? High!

 

Moral? Uncover and use your prospects’ specific numbers when communicating value!

 

And here’s the guide to uncovering and calculating value: Doing Discovery

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/