Examples and Anecdotes
An example is a brief description of a specific instance used to illustrate features and benefits. Examples may be either real or hypothetical and are used to further explain and emphasize a topic of interest. Anecdotes are a type of example that is provided in the form of a story describing a specific incident or occurrence. While a salesperson ‘s use of examples and anecdotes bring clarity into the presentation in order to improve the buyer’s understanding and retention, they also contribute proof and believability of benefit claims.