BRX Pro Tip: Sales Tip – Show More Than Tell
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, under the heading of sales tips, show more than tell.
Lee Kantor: [00:00:10] Yeah. The more that you can demonstrate how your service can work and how your prospect can benefit, the closer you are to the sale. A lot of times we are relying on text and facts and figures when a photo or video can dramatically illustrate the power of our solution. So, lean into the human side of the service and have kind of anecdotes and proof that’s visceral that is meaningful rather than weighing down the sales pitch with too many numbers and too many facts.
Lee Kantor: [00:00:44] People make buying decisions based on emotion. And then, they justify them with the numbers. So, make sure that you’re able to convey the emotions of how your service is a solution that is going to solve a problem. And then, the prospect will justify all the numbers later on. After they’ve emotionally bought it, they will rationally justify it with the numbers down the road.
