Well, Are you helping your buyer to see, hear or fell your solutions? For that matter, are you truly communicating with your buyers or customers – the way they want to be communicating?
I have found most b2b sales people have no idea what I’m talking about when I discuss the importance of See, Hear or Feel. The technical terms for these are Visual, Auditory or Kinesthetic.
These items are critically important if you want to fully engage your customers during interviews, presentations and any other points of interaction. The key is to understand that everyone has a preferred method or language they use when communicating or just thinking about things in general.