A sales technique for making sure your prospect understands your value the way you see it. Use analogies tied to familiar objects: a two-step process is a bridge, three steps a stool, four steps a car's tires, five steps a star. Asking "Does that make sense?" won't tell you if they actually get it.
So let's say you and I were sitting across each other and there's a 10 written in the middle. I will see 10, but you, from your perspective, you will see 01, which is why if I tell you that's valuable, you won't really see it. So you need to take the prospect all the way to your side of the table so they will actually see it. And a really good way to find to do that is actually analogies. So let's say your process has 2 steps. You could use the analogy of a bridge from one end to the other end. Let's say your process has 3 steps. You could use it as a triangle or as a stool, saying that if one step is missing, the stool falls. If it's 4 steps, you could use a car, all the tires in a car. If it's a 5, you could use a star or a hand. Like, there's many ways you can make this happen. Use an analogy to make sure they're seeing what you're seeing. This is why sometimes you may talk to people and you ask them, does that make sense? And they go, yes, but you can see in their eyes that it didn't really make sense. This is why. Tell an analogy, tell a story, and they're on the same page with you.
