Understand Your Buyer > How To Seize Attention > Descending Number List
What is it?
Descending number lists are used to navigate complexity and communicate how your offering simplifies a problem or situation, or to communicate the scope of your offering.
Why does it work?
It works because it lists (in descending order) all of the variables that come into play. In our example below this company has 500+ different Kitchen combinations, across 6 styles and 3 collections – but they will help you find your 1 perfect kitchen.
If you are trying to choose a kitchen and feel a little overwhelmed, this descending number list reassures you that the company will guide you to the right result.
How can you use it?
If you have a large or complicated offering or if you simplify a problem for your client, you can use a descending number list.
Start by listing the variables- we’re looking for the largest numbers possible and then arrange them in descending order with the last item being the message you want to convey – “one perfect kitchen” or “One choice for XYZ problem”
Like this kind of stuff? Want more?
Then Practical Sales Training™ is for you…
Action focussed, affordable sales training
for entrepreneurs and small business owners.
Brought to you by James Newell