Dianna Booher
👤 SpeakerAppearances Over Time
Podcast Appearances
Let's say you're ranking benefits and how valuable they are to you.
Well, that's a 10.
Oh, this is valuable.
Oh, that's really valuable.
Let's give that a 9.
That's important to organization.
And then you say, and here's another benefit.
And the client's saying, well, that's not so important.
Let's give that a five.
I don't really care about that.
So when they get through listening to your presentation, they say, okay, that was a five, a nine, two tens.
Okay, let's give that firm, that supplier a five.
The average back, you would have done a lot better had you just mentioned the two benefits to them, the top two.
If you take our training program or have me come in here as a speaker or deal with us as a supplier, we can do this for you.
And they go, no, that's a 10.
That's very valuable.
And we can do this for you.
That's very valuable.