What would it be like......?

When presenting your solution to your audience either formally or informally, face to face, over the telephone, or any other communication context, to get people to resonate with what it is you are offering requires you to allow them to consider "What would it be like if I had it?"

It makes sense doesn't it? Putting a person in that mental space that allows them to fully associate with what it is that is on offer, mentally experiencing being in a situation with the product/service or noticing what its like, receiving the benefit associated with it - that's what makes a sale.


When you're next in a sales context, make an (un)conscious effort to ask one or more of the following question(s):


What would it be like to have increased productivity?
What would it mean for you to.........
How would having a 'x' impact the business?
What would it be like to see an improvement/saving in 'x'?


Only by doing this can a prospect identify the necessary questions that he/she needs to ask to make the right decision for them. Only after going through the process (that takes a split second) of making the mental images, maybe hearing the sounds that occur as they are in that situation with you offering, and feeling the feelings associated with having the product/service in place. Only then can the right questions be raised.

Associate your prospects with your offering and you're doing them a favour by allowing them to raise the right questions that create a sale.