How come some of the smartest people I meet, with the most amazing solutions to offer to their clients, too often suffer from an inability to powerfully explain the true value of what they do?

This may well be the most common concern I hear when people are exploring whether using visual models will help them to sell more effectively.  It usually goes something like this …

“I’ve been doing what I’m doing for over 20 years and I’m really good at it.  My clients get amazing results from our work and yet I STILL struggle to properly explain the value of what we do.  Will using models help with that?”

Sound familiar – the bit about struggling to explain the value of what you do?

The answer to whether a models-based selling approach will help is, absolutely YES!

Here’s why …

Look at the image – most people sell through the common pathway of making a pitch based on their INTUITIVE understanding of the possibilities available to the prospect.

The prospect hears that as a promise and they have to decide if the promise is believable and will it solve their problem.

So the real sale is NOT happening between the spoken and heard conversation.  It is happening between the unspoken insights and assumptions between the two people.

So, here’s just one of many secret superpowers of visual models in selling – they connect the thought patterns of two people through a framework in the physical world that can act as a blueprint for the brain.  The two people can talk about the blueprint and MAKE SENSE of things together.

The model turns the seller’s intuitive genius and sense of possibility, into a framework that the prospect can actually see and understand.

In an AI enabled, high-speed and connected world, you MUST have a way of selling that allows your prospects to take the time to understand the power of what you do.

Using a models-based approach to selling will do that.