By Jay Conners
Paint a Picture With Your Words
Depending on what you sell, it is not always easy to get yourpoint across, so it is very important to paint a picture withyour words to give your customer a visual of your product, or avisual of themselves using your product.
When you are meeting someone face to face, and you can show themyour product up close, it is easy for them to get a visualbecause they are looking at it with their own eye’s, and theycan hold it in their own hands.
But seeing and feeling the product is not enough. You want yourcustomers to see themselves using your product. You want to givethem the visual of being in action with the product.
For instance, the last time I was on the market for a car, Iwent to a local dealership looking to test drive some jeeps.
The salesman showed me the jeeps he had on sale, and he even letme test drive a few of them.
Not only did he go over all of the wonderful features the jeephad to offer, such as the CD player, the electric windows, andthe heated seats. He also said to me; Can’t you picture yourselfcruising through the mountains with the sun setting behind you,and a cool breeze flowing through the open cabin as you play allof your favorite Cd’s?
The visual of me cruising up into the mountains in my new jeepwith mother nature in all of her glory was all I needed topicture in my mind, and I was sold.
Well, I still have that jeep, and I enjoy it just as much todayas I did the day I bought it. However, I have yet to experienceanything as serenely as I had visualized the day I test drove itfor the first time.
But the salesman’s technique worked. I bought the jeep.
If I were selling baseball bats, I would give my customers thevisual of hitting a home run in the bottom of the ninth too winthe game with the exact bat they were holding in their hand.
I could sit here all day coming up with scenarios to get mypoint across, but I think you get the picture.
So the next time you sell a product, paint a picture. Put avisual in your customer’s head of them using the product in apositive light. It will make a world of difference.
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