Research has shown that a salesperson’s biggest enemy is the status quo. What can you do to make change more attractive to prospects? Numerous studies have shown that people remember things far better when the information is presented visually. If salespeople can appeal to the visually centred, decision-making part of the brain, they can improve their chances of creating the buying vision and defeating the status quo.
Tim Riesterer, Chief Strategy and Marketing Officer at Corporate Visions, argues that there are three elements you can incorporate into your visual storytelling tools, regardless of presentation type, to give your customer conversations the visual edge they need:
- Make the Pathway to Change Visual
- Make Practice a Discipline
- Cross the Conversion Gap: Deliver the “Why Change” story