If You’re Selling, Are You Showing or Telling?

I tweeted this quote by American humorist Will Rogers the other day: “People’s minds are changed through observation and not through argument.” If you’re selling (and, if you really think about it, we’re all selling something), this quote speaks to what it takes to close the deal among an increasingly skeptical and informed buying audience. Most people I know say they don’t want to be “sold” on something; they want to see how a decision to buy is going to impact their lives, the lives of others around them or their business. They want to see proof that what you…