Talk Money Instead of Percentages

Mr. Carpenter doesn’t need a preamble to this tip. It just makes good sense!

TIP # 73 Talk Money Instead of Percentages. If your product or service can save your prospect money or provide a significant return on investment, tell him the value in dollars. For example, if you discover that he is spending $ 100,000 a year on IT maintenance and your solution can save him 30 % per year, tell him you can save him over $30,000 a year. You can bring home the value when you translate that into what he could do with the money, such as hire a new assistant or free up money for advertising.

Carpenter, E.R. Brain Dump: 167 Tips & Tricks from a Six-Figure Sales Prospecting Legend (Kindle Locations 423-427). Forest Wade Press. Kindle Edition.