There’s a hidden hierarchy of thinking that affects every prospect’s reasoning process when they’re deciding who to buy from …

It’s the thinking continuum between big picture and detail.

Look at the model … at step 1 of the circular interaction the salesperson positions a promise to the customer that will address their desire.

At step 2, the customer interprets that promise as either possible or not possible. They wonder, “Will this work for me?”

Then, the need for detail kicks in!

As the desire seems possible, concern creeps in (step 3). The customer wants more evidence than promise that this will work. 

Evidence often defaults to a need for details.

If the salesperson positions the detail in an intelligent and simple way, without fragmenting the value into small pieces, concern converts to confidence (step 4).

The problem is, this positioning of detail can lead to price push back, fragmentation of the big picture and true value, or even overwhelm and a sense of complication.

You must offer some detail in selling but how should you do it?

Simple … build a visual model that powerfully shows the transition from big idea to actual results. 

How do YOU position details in the sale without complicating the message?