Selling is a Numbers Game

Research tells us that numbers are 10x more memorable than words.
So, when we are preparing our sales discussions, whenever possible, we should drop a credible number into the mix to replace a softer adjective.
For example:
“Houses in this neighborhood appreciate faster than any other community in this market.”
OK . . . that is an important benefit. But let’s turbocharge it by dropping some numbers in.
“Houses in this market have historically appreciated 5% faster on this neighborhood than any other community in this market. That is a 50% increase if you live here for 10 years . . . it could mean an extra $100,000 when you decide to sell your house.”
Obviously the numbers have to be provable and credible, but they are much more memorable and compelling than a soft adjective, particularly to tough buyers who like to deeply analyze and rationalize their decisions.
And remember, if you look hard enough, you can convert almost any feature and benefit to a numerical advantage.

Published by


The character of "Mr. Shmooze" is larger than life. He is the creation of Richard Abraham, president of The Richard Abraham Company. Mr. Shmooze™ is a composite of the greatest salespeople in the world, and the insight offered through the platform of Mr. Shmooze products is designed to give salesmen and women a powerful advantage—turbocharging their sales results!

Share a Comment

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s