I was working with a rep today who was having trouble getting a customer to see the value in the program he was presenting. The cost of the program was a $1,000 but would reach some 600,000 homes. Do the math and this works out to slightly less that 2/10 of a cent per home delivered. This is a great value but the customer just didn't grasp it. I took a penny and used white out to cover all of it except a pie shaped wedge representing about 20% of the surface. I taped the coin to a piece of paper with an arrow pointing to the exposed wedge connected to a note that stated "Cost per home delivered." This was a way to graphically depict the value of the program. Sometimes this is all that's needed to get a customer's buy in to your recommendation.
Keep Smiling, Keep Selling!
Thank you. Jim Busch
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