People buy pictures

When you are trying to communicate something complex, in pretty much every instance, it's so much easier if you can show people a picture. 

It doesn't seem to matter how eloquent or articulate you are or, indeed, how intelligent or receptive the other person is. What will take you 20 minutes to explain in words, you can communicate in seconds with an image. 

I think we can safely say however that Powerpoint has had its day in the sales process at least. 

Why? Because it's a monologue (not a dialogue) and it's impossible for the customer to know when or if it's ever going to get relevant or interesting. 

I've found over the years, that explaining complex things using pictures changes a sales pitch into a two way "planning and exploration" session. People also recall and seem to retain the information in pictures much more readily than they do the words you write or those that you say.

I am sure a psychologist could explain why many of us gravitate towards images and feel more comfortable relating to them (if there's one out there that can, please do).

So if your sales team are struggling to get the message across, or not managing to sell everything they have in their kit bag. Consider getting them to try pictures. It works wonders. 

 Let me know how you get on.

(Check out this Smart City example where a whole portfolio of products can now be explained in a context the customer can understand).