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Tuesday, January 21, 2014

If You’re Selling, Are You Showing or Telling?

Written by  Duane Bailey

I tweeted this quote by American humorist Will Rogers the other day: “People’s minds are changed through observation and not through argument.”

If you’re selling (and, if you really think about it, we’re all selling something), this quote speaks to what it takes to close the deal among an increasingly skeptical and informed buying audience. Most people I know say they don’t want to be “sold” on something; they want to see how a decision to buy is going to impact their lives, the lives of others around them or their business. They want to see proof that what you are telling them is going to happen. And they want to feel good about their decision to buy.

As you are crafting your sales strategy, look beyond the message (the “tell”) and focus on the proof (the “show”). Tell your story with endorsements, testimonials, facts and figures, and images and videos that let your customers see for themselves. Give them a reason to believe in you and what you are selling. Doing so just might make the difference between a hard sell and an easy one or a short and costly customer relationship versus a long and profitable one.

Duane Bailey

Duane Bailey

Duane Bailey is a regular contributor to The Chief Storyteller® online conversation. He has helped organizations of all sizes drive growth in revenues and market share through the development and delivery of key business messages that resonate with target audiences. He holds an MBA in International Business and a BS in Marketing. He brings 28 years of experience in marketing communications and high technology sales.

Website: www.TheChiefStoryteller.com E-mail: This e-mail address is being protected from spambots. You need JavaScript enabled to view it

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