Always Quantify in Terms the Prospect Understands

February 15, 2025

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Seldom is asking people for money fun. And the place where most people get caught up is the moment they have to give a specific price. This is one of the times when fear of rejection is the highest and its a point at which the critical faculty of the prospect’s mind automatically gets attentive and involved. Here is a way to make it easier for your prospect to understand and appreciate the true value of whatever you are asking for.

If you are talking to a restaurant owner you can use the average bill of a table.

This tax-deductible business overhead policy is less than 2 covers a week. Could you afford to give away 2 meals a week if it meant that when you’re sick or injured someone pays all of your bills?

If you’re talking to a waitress use their average tip.

If you’re talking to a car salesman use the commission on the average car.

“for less than 1 Buick every 2 months…”

Jeweler, baker, candle stick maker… always use the merchandise or products they handle daily and know the costs off.

You can also do this if someone is fanatical about a hobby.

“For less than the cost of a golf club,”

“For less than 2 hours flight time,”

“For less than you spend on clean hay for your horse.”