BRX Pro Tip: Actions Speak Louder Than Words
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, two of the things that you say all the time. One is one crisis at a time. That sticks with me. But you also remind me, as a person of quite a few words sometimes, that actions speak louder than words. Say more about that.
Lee Kantor: [00:00:19] Yeah, I think it’s so important when you’re in any type of a sales conversation, especially, is that when you’re telling a story or making a point in a sales discussion, make sure you’re showing, not telling. Having an opinion, “Oh, our thing is the best, our thing is great,” that’s kind of meaningless. It just washes over the person. It’s not as persuasive as using real-life examples.
Lee Kantor: [00:00:42] You know you’re going to – it’s going to pay off if you say, “Hey, an accountant just like you were doing a show and they at the end of the year, they got in front of 50 people they didn’t know before, and now their business has doubled.” That’s a better story than “our thing works great for accountants,” “you know, we’re the best platform for accountants.” That isn’t as persuasive. So if you can have real-life case studies or real-life anecdotes with real people and satisfied users saying how great you are, that is so much better than you saying how great you are. You want the person you’re talking to to connect the dots on their own to say, “Oh, wow! These people are great. These people know what they’re doing.”
Lee Kantor: [00:01:26] So, you want to have breadcrumbs so they come to that conclusion. You don’t want to tell them how great you are. You want to have them figure it out on their own how great you are. And the way to do that is to have a lot of examples, satisfied users saying how great you are, examples of how you’ve helped people achieve a goal or solve a problem because opinions are ignored and case studies and stories are remembered.
