If you bring an uncommon wisdom to the market, it is also likely that the true value of what you do is NOT being recognised in the prices people want to pay …

We’re all human and we all want a bargain.  That doesn’t mean we don’t appreciate value, it just means that at some point we’re all buyers and in that role, it’s our job to get a good deal.

At other times we’re the seller and it’s our job to sell at a great price that reflects the true value and impact of our offer.

So, let’s just focus on being the seller for a moment.

In sales, people will often say that the right prospects, plus the right offer, equals a great sales outcome … 

Prospects + Offer = Outcome

I think the formula needs refining …

It’s more accurate to say the right prospects, plus the right offer, plus compelling communication, equals a great sales outcome …

Prospects + Offer + Communication = Outcome

In today’s world, the greatest innovation we have in selling may well be the way we communicate.  The way we SHOW the prospect our deep value, the way we challenge their thinking and the way we help them to “make sense of” the complexity in front of them.

Visual models do all of this and more.