Does the prospect need information or inspiration?

Almost all founders begin sales meetings with business information.

Details on their product, the benefits, and the strategy. Do they think the prospect will choose based on the facts? Or, when asked what they do, they detail their innovations out of pride. I’m a big advocate of information, but with a twist: create words that inspire the prospect, because they are more valuable than facts.

Let’s find out why. The definitions from Oxford Languages are as follows:

To in·form: give (someone) facts or information.

To in·spire: fill (someone) with the urge or ability to do or feel something. 

People will act and become customers if inspired. Basically, data tells, and stories sell.

When the prospect feels motivated, they will ask for more information. They want a nugget of information that is specific to their problem. This answer feeds their urge to act.

You need to be driven by your revenue objectives.

Design a quality brochure to inform them about what your company does.

Now, invest your time crafting your inspiring words.

I’d love to hear what is on your mind; please share at converse@marketenabledsales.com