Understand Your Buyer > How to Engage > The 1-10 Rating Effect
What is it?
The 1-10 Rating Effect allows you or your buyer to communicate intangible concepts in a more tangible way.
Why does it work?
It works because it makes it easier to understand the viewpoint of the person you are talking to.
An example to show the difference:
Q -How important is it for you to solve XYZ problem in your business?
A – Very important.
Or
Q -On a scale of 1-10 (with 10 being the most important) how important is it for you to solve XYZ problem in your business?
A – I would say it’s an 8.
Notice how much easier it is to understand from the rating example where you might stand. It might also help your buyer to understand just how bad things are and how much they need you.
How can you use it?
There are two ways you can use this effectively in your conversations.
1 – To establish the severity of an issue.
The 1-10 rating tells you how serious/important something is and allows you to respond accordingly.
2 – To navigate the solution.
If someone tells you it’s an 8 in terms of how much of a problem something is – what would a 9 or a 10 look like? What would it take to get to get it down to a 5?
A rating system allows you to navigate, challenge and better understand a situation which, in turn, allows you to better serve your buyer.
See Also
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