?? Concrete Visualizations: How to Make Your Sales Conversations Stick

Ever noticed how some sales conversations just stick? How certain metaphors make your jaw drop, and you find yourself quoting them days later? The secret is Concrete Visualization—turning abstract concepts into vivid, tangible images that your buyer can see, feel, and remember. ??

I came up with this concept after struggling to find the perfect analogy to break through the noise and explain why sending video messages matters. Once I hit on the right metaphor, our conversion rate went through the roof! ??

And when you think about it, we live in a world absolutely drowning in information. Every minute, 500 hours of video are uploaded to YouTube—that’s like trying to watch the entire ‘Lord of the Rings’ trilogy 42 times—every single minute. And let’s be honest, there’s probably just as much drama. ????

Want to create your own powerful analogy like this? You can use AI tools like ChatGPT, Perplexity, or Claude to help. The key is to put in the right prompt. Try something like: “Give me a vivid analogy for [your data point] that shows scale or impact.” Whether it’s sales metrics, productivity gains, or time savings, AI tools can help you transform raw data into an unforgettable story. ??

Or consider this: the average person consumes 74 GB of data daily, which is like trying to read 9,000 newspapers a day—or basically the equivalent of reading all the legal terms and conditions you’ve been ignoring your whole life. ????

For example, we all know salespeople waste tons of time on repetitive tasks. Instead of saying, “We save you time,” imagine this: “Our solution will save your team so much time that it’s like giving each of your sellers the chance to talk to 10 more customers every week—without working longer hours.” ????

Here’s how you can start using this powerful technique in your sales conversations, elevator pitches, and even in your value propositions. Let’s break it down into 5 easy steps:

1. ?? Identify the Core Message What do you want your buyer to remember? It might be about time saved, money earned, or stress eliminated.
2. ?? Find a Relatable Metric Numbers are good—but only if they’re relatable. Instead of saying, “We process 8 million files per day,” compare it to something universal: “That’s like processing enough documents to fill the Library of Congress every single day.” ??
3. ?? Create the Analogy or Metaphor Now, take that metric and create a visualization. If your software helps sellers connect with more customers, say: “That’s like adding an extra salesperson to your team—without adding to your payroll.” ??
4. ?? Paint the Picture with Emotion The best visualizations don’t just make sense—they make your buyer feel something. Whether it’s the joy of reclaiming time or the relief of reduced stress, connect to a real emotion, or what I call a “Heart Motivator” (50 Questions that Drive Sales eBook)
5. ?? Test and Tweak Try your new analogy in a real conversation. Did it hit home? If not, adjust until it feels right. And if it does—don’t forget to write it down!

Examples to Inspire You:

?? Instead of “Our system automates repetitive tasks,” try: “Our platform is like having a personal assistant who never sleeps, never takes a coffee break, and always nails the details.” ???

?? Rather than “We reduce your carbon footprint,” say: “Our solution will save enough energy to power Disneyland for a week—yes, even the teacup ride!” ???

So the next time you’re crafting a pitch, think about how you can transform raw data into a vivid, memorable story. After all, the goal isn’t just to inform—it’s to transform. Your buyers should walk away not just understanding your value but feeling it.

Happy selling! ??

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