Insights don't exist alone... they are part of an overall conversation. So, what does an insightful sales conversation really look like? These conversations can take the shape of a couple different scenarios:
Scenario #1: The casual conversation
The customer and salesperson are sitting across from each other. The salesperson is sharing perspectives, research, a point of view, and a provocation as the customer reacts. It's a back-and-forth dialogue without a visual, slides or whiteboard.
Scenario #2: The visually aided conversation
In other cases, the salesperson will be showing the customer something to really bring the insight to life – using a model or a picture to create the dialogue. This may be a visual on a whiteboard, a model or information on a mobile device, or something drawn on a piece of paper.