Leave a Lasting Impression: How To Deliver Sales Insights That Captivate
Tip #3: Not data dump, but insights
You’re absolutely right! Every sales conversation thrives on insightful information. So bringing an insight is actually a no brainer.
But here’s the million-dollar question:
What separates a bland data dump from a game-changing insight? How do you ensure your data resonates with the client and drives action?
For years, I’ve witnessed countless sales reps and relationship managers fall into the trap of generic data presentations. They walk into meetings armed with irrelevant figures, hoping to impress.
Here’s the truth: clients see through it.!
Now, forget generic data dumps. Let me share The DARE Framework, honed through years of observing top salespeople.
DARE to Deliver Insights that Captivate:
D is for Different!
Don’t bore them with the same old data snoozefest. Hit them with fresh angles that tie into their goals.
Need to impress a company obsessed with saving cash? Focus on cost cuts or a killer ROI. Skip the sales pitch about volume (unless it’s like, a company selling bouncy balls — then go wild!). Think of it like holding their ear — persistence is great, but with some variety thrown in for good measure!
A: Actionable Always:
Insights with no clear path to action are dead on arrival. Don’t get lost in the big picture. Present data that the client can immediately implement.
Sure, subtly nudging them towards your amazing solution is a smart move, but don’t shove it down their throat. Let them brainstorm a bit, then — whoops! — they magically land on the action you had in mind. Genius, right?
R: Relevant to the Room:
Call analytics may save lives, but it falls flat for a store manager. Tailor your insights to their specific needs. Imagine them requesting a copy of your footfall data to showcase to their superiors.
Engaged clients peppering you with questions — “How’d you get this?”, “How can we use it?” — that’s the sweet sound of relevance! More engagement equals more relevance, and that’s the magic formula for closing deals.
E is for Excitement,
Folks! Don’t be a data dribbler. Build suspense! Hit them with a question that’ll grab their attention, like “Want to save a buck (or two, or ten!)…in just 10 minutes?
Then, unveil the data that unlocks that saving. Keep your insights concise, impactful, and few. Leave them wanting more.
There you go — Just DARE!
By mastering DARE, you’ll transform from a data peddler to a trusted advisor, delivering insights that not only impress but drive results.
These insights will differentiate you, ignite action, and leave a lasting impression on your clients.
I am collating the best learnings from the amazing sales folks I have worked with in the last 10+ years and this is the 3rd article in the series. Previous in the series here.
