Don’t Show or Tell; Let Prospects Find it Themselves

Have you noticed potential customers seem to need more time to process, the more you present?

The journey of a sale is all about leading a prospect to the point where they see that the product or service a salesperson offers, is the solution to their problems. An easy scenario, is that of a children’s adventure fantasy – like a jungle story. Think of slides, presentations, drawn out explanations, as giant walls in the path in the midst of this jungle – and they may not be appealing, dark and ugly. On the other hand, look at simply asking questions as invisible guides, that are soft, smart, and direct the prospect right way. A prospect won’t turn and run, if there are no scary giant walls that pop up all around them. Now, the salesperson is a guide who seemingly cares, and was able to assist them to safe ground.

This, the invisible guide, is in fact the best presentation a salesperson can give. The path to safety in this scenario is created in the strength of the product or service. A smart salesperson is listening, then asking the right questions that in turn show the power in what they can offer the prospect. This invisible form of presenting allows for minor aspects to be brought out too, and only the minor accents that pertain to the specific prospect. When it adapts uniquely, and genuinely, success is more probable than for salespeople who throw up slides or long excited lines right in front of potential business. Those walls in the adventure scenario may have landed the prospect in a place they didn’t want to end up. Invisible presentations are intelligent presentations, and steer this toward a win, for the prospect and the salesperson.

Takeaway: An invisible guide is the best guide. What are three guiding questions you can ask toward the beginning, to discover what path your prospect will want to go down?

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