Recipe: Adding Tangibility to Your Sales Conversations
Services are intangible; they can’t be seen or touched like a product can. Consider supporting your talking points with some presentation visuals. In person, topics outlined on a flipchart or laptop screen, or diagrams, illustrations, and photographs can help give what you have to say more weight. When having a sales conversation by phone, the same material can be displayed on the Web or e-mailed to your prospect in advance, so the two of you can review it together.
Another solution is to provide a portfolio of your best work. Artists, designers, and other professionals who create tangible objects routinely do this, but in fact, anyone can. Your portfolio could be available online, or you ...
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