HTSS199 - Using risk vs reward in sales presentations for objections - Scott Sylvan Bell

<p>Risk vs reward in sales and business </p> <p>Google the words risk or reward and you will see exactly what they have to do with your sales presentation. As you meet with your buyers they are thinking about the risk they have of doing business with you, they just may not say it that way. The risk vs reward levers are used in purchases you make as well as your buyer. </p> <ul><li>Risk - a situation involving exposure to danger</li> <li>Reward - a thing given in recognition of one's service, effort, or achievement.</li> </ul> <p>“The juice has to be worth the squeeze in sales and business”</p> <p>This is really the framework of offers, and or deals in business, marketing, and sales. One of the movies that explain this thought the best is Tommy Boy. At the end of the movie, Tommy needs to sell brake pads. He wants to show a superior product so he talks about guarantees. Some people, not all reduce their risk by wanting a guarantee. Here is the exchange from Tommy and Ted:</p> <p>Tommy: Ted, why would somebody put a guarantee on a box? Hmmm, very interesting. Ted Nelson: Go on, I'm listening.</p> <p>Tommy: Here's the way I see it, Ted. Guy puts a fancy guarantee on a box 'cause he wants you to fell all warm and toasty inside. Ted Nelson: Yeah, makes a man feel good. Tommy: 'Course it does. Why shouldn't it? Ya figure you put that little box under your pillow at night, the Guarantee Fairy might come by and leave a quarter, am I right, Ted?</p> <p>People buy on emotion and justify with logic</p> <p>You will hear people buy on emotion and justify with logic. People are emotional creatures and do think about the emotions in the deal. People will outweigh what the risk is of purchase and compare it to the reward for what they are getting. Worrying about failure or risk is something people have issues for just about any purchase. Look to risk reversal to help understand how to help serve them.  </p> <p>How your own stories can reduce risk for buyers </p> <p>People want to find comfort when they