Person 1: “Would you look at these numbers?!”
Person 2: “I am. Are those good numbers, or are they bad?”
Data tells what’s happening. Emotions tell why it matters. Combine both for impact.
In the example we can see that data, by itself, does nothing to help someone understand the point you’re trying to make. You can show them numbers all day long and they can still be just as clueless as when you began.
Why?
Because they don’t know what it means.
And if they don’t know what it means, they won’t know how they’re supposed to feel.
So, if you want to sell more easily, then help your prospect understand what your solutions mean, and they’ll feel the right way about it.
Best thoughts,
~Jonathan “I mean it” Pritchard