Depending on what you sell, it is not always easy to get your point across, so it is very important to paint a picture with your words to give your customer a visual of your product, or a visual of themselves using your product.
When you are meeting someone face to face, and you can show them your product up close, it is easy for them to get a visual because they are looking at it with their own eyes, and they can hold it in their own hands.
But seeing and feeling the product is not enough. You want your customers to see themselves using your product. You want to give them the visual of being in action with the product.
For instance, the last time I was on the market for a car, I went to a local dealership looking to test drive some jeeps.
The salesman showed me the jeeps he had on sale, and he even let me test drive a few of them.
Not only did he go over all of the wonderful features the jeep had to offer, such as the CD player, the electric windows, and the heated seats. He also said to me; Cant you picture yourself cruising through the mountains with the sun setting behind you, and a cool breeze flowing through the open cabin as you play...
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