You have car trouble. Which of these is the quickest way to help a good mechanic figure out what’s wrong? Explaining the problem? Letting him ride along while you drive? Or letting him drive it? The closer he can get to your experience, the quicker he (or she) can solve your problem. Selling is the same. The closer you can get the prospect to the driver’s seat, the sooner you can close the sale. You can talk about the benefits you offer. You can walk the prospect through them. Or you can let the prospect experience them. Figure that out, and you’re a long way toward shortening the sales curve.
