Use Real Numbers Honestly
Practical ways to use real numbers honestly, so your stories are credible and your results believable.
Honest numbers build trust. Specific is better than spectacular.
11 tips that really help
These ideas come from Building a StoryBrand (Donald Miller), Pitch Anything (Oren Klaff), Made to Stick (Chip Heath and Dan Heath), and everyday practice. The first six help the most. Pick one and try it today.
Numbers make stories credible
A specific result, such as saving six hours a week, is more convincing than a general claim.
Find your best figure.
Use only true numbers
Check every figure against records so you can stand behind it.
Verify before telling.
Explain how it was measured
A short note on the method builds trust.
Add a clause.
Round with care
Rounding is fine when you say about, but do not inflate.
Use about.
Show ranges when results vary
Honest ranges are more believable than a single best case.
Give low and high.
Compare to a baseline
Numbers mean more with a before figure.
State the starting point.
Convert to everyday terms
Hours saved can become a day a month.
Translate one number.
Get customer permission
Share their numbers only with consent.
Ask politely.
Do not overload
One or two numbers per story is enough.
Pick the strongest.
Use visuals when helpful
A simple chart can show change at a glance.
Sketch one.
Keep a proof file
Store evidence for each claim.
Organise it.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“It cut order time from six hours to two.”
“Results vary, and most customers see a saving of one to three hours.”
“This is from a review of twelve customers.”
“It was less for some, more for others.”
“Would you like the details?”
“Thank you for asking.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Collect three real numbers
Check each source
State ranges, not only best cases
Include context
Ask permission to share
Update yearly
Teach your team
Further reading
- Building a StoryBrand (Donald Miller)
- Pitch Anything (Oren Klaff)
- Made to Stick (Chip Heath and Dan Heath)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
Keep your place and keep growing
Create a free account to save your progress and pick up the next lesson where you stopped. No card needed.
Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Tell Stories That Sell”
Keep going. Small steps every day make a big change.
← Previous: The Before, During and After StoryNext: Tell a Story Like Your Customer Would →
- Why Stories Beat Statistics
- The Simple Story Shape: Problem, Struggle, Win
- Make the Customer the Hero
- Find Stories in Your Everyday Work
- Keep It Short, Keep It Real
- Add One Vivid Detail
- End Every Story With a Point
- Collect Stories While They Are Fresh
- The Before, During and After Story
- Use Real Numbers Honestly
- Tell a Story Like Your Customer Would
- Match the Story to the Buyer
- Case Studies People Actually Read
- Ask for Testimonials Without Awkwardness
- Your Ten-Second Introduction
- The One-Sentence Pitch
- Cut the Jargon
- Lead With the Problem You Solve
- Make the Benefit Obvious
- Use Simple Words and Short Sentences
- The Message Test: Can They Repeat It?
- Open With a Hook
- The Three-Point Presentation
- Slides That Support, Not Distract
- Demo the Result, Not the Features
- Use Pauses Like a Pro
- Handle Questions Mid-Presentation
- Close Your Presentation Strongly
- Hold the Room Without Shouting
- Use Your Hands and Eyes
- Control Your Pace Under Pressure
- Recover From a Slip
- Pitch to One Person or Twenty
- Pitch Over Video With Energy
- A One-Page Proposal That Wins
- Open With Their Problem, Not Your Company
- Show Options: Good, Better, Best
- Make Pricing Easy to Understand
- Add a Clear Next Step
- Proofread Like a Professional
