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Communicating with Clarity and Impact
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This is a simple but powerful sales activity that can help you show value of your product/service to a customer requesting a discount or comparing your product/service to a lower priced competitor.

Pick a participant and hold out two objects (pens, pieces of paper, etc.).  Offer to sell him one for $100 and one for $1.  Ask him which one he would like.  <<he will pick the $1>>

Before you give it to him, explain a few things about the $100 pen:

The $100 pen is guaranteed for life.  Even if you lose it, you can come back and get another one.

do you still want the $1 pen?

If you show your pen at a gas station or movie theatre, you will automatically go to the front of the line – for as long as you own the pen.

do you still want the $1 pen?

The $1 pen will run out of ink in a week

do you still want the $1 pen?

The $100 pen retains 75% of its value – so you can sell it to someone else later on for $75

do you still want the $1 pen?


The point is that, eventually, someone will pay $100 for a pen, proving that it is value, not price that drives decision-making

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Professional Selling Skills

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Professional Selling Skills (Click to read more)

Many sales people fall into the trap of talking too much. They just can't wait to tell customers all about the features or benefits their product/service will bring or how great their company is.

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