Value Exercise
Value Exercise
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Value Exercise – Proving Worth Over Price
A simple yet powerful demonstration showing buyers (and sellers) that value beats price every time.
Core Activity: $100 Pen vs. $1 Pen
Objective
Illustrate how layered benefits shift buying decisions from cost to value.
Materials
- Two identical items (pens, cards, etc.).
- Flip‑chart or whiteboard for crowd voting.
- Timer to keep pace.
Step‑by‑Step Directions
- Invite a Volunteer: Offer the two items—one for $100, one for $1. Expect the $1 choice.
- Reveal Benefit #1: “Lifetime replacement guarantee.” Ask the group: Who now prefers the $100 option? Record votes.
- Reveal Benefit #2: “VIP line‑skipping at cinemas & gas stations.” Re‑poll the room.
- Reveal Benefit #3: “$1 item fails after a week of use.” Re‑poll.
- Reveal Benefit #4: “$100 item keeps 75 % resale value.” Final poll.
- Tally Votes: Highlight the moment majority switched.
Debrief Questions
- Which benefit was the tipping point—and why?
- How can you structure benefits to eclipse price concerns in your own pitch?
- What proof or guarantee could you add to strengthen perceived value?
Bonus Game #1: Price‑Tag Switcheroo
Goal: Reframe even “crazy” prices through compelling narratives.
- Create two decks: item cards & random price cards.
- Pairs draw one of each and craft three convincing value statements.
- Pitch to the room; audience votes on believability.
- Discuss storytelling tactics that overcame price shock.
Bonus Game #2: Build‑Your‑Own Value Stack
Goal: Layer benefits until the buyer’s perceived value exceeds asking price.
- Teams receive a base product (e.g., SaaS at $50/month).
- Select 3‑5 add‑ons from a card deck of bonuses.
- Reveal add‑ons one by one to a “buyer,” gauging willingness to pay.
- Debrief sequencing and which benefits carried the most weight.
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