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Value Exercise

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Value Exercise

Value Exercise – Demonstrate Value vs. Price (Plus 2 Bonus Sales Games)

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

  1. Invite a Volunteer: Offer the two items—one for $100, one for $1. Expect the $1 choice.
  2. Reveal Benefit #1: “Lifetime replacement guarantee.” Ask the group: Who now prefers the $100 option? Record votes.
  3. Reveal Benefit #2: “VIP line‑skipping at cinemas & gas stations.” Re‑poll the room.
  4. Reveal Benefit #3: “$1 item fails after a week of use.” Re‑poll.
  5. Reveal Benefit #4: “$100 item keeps 75 % resale value.” Final poll.
  6. 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.

  1. Create two decks: item cards & random price cards.
  2. Pairs draw one of each and craft three convincing value statements.
  3. Pitch to the room; audience votes on believability.
  4. 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.

  1. Teams receive a base product (e.g., SaaS at $50/month).
  2. Select 3‑5 add‑ons from a card deck of bonuses.
  3. Reveal add‑ons one by one to a “buyer,” gauging willingness to pay.
  4. Debrief sequencing and which benefits carried the most weight.

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