Charts and Graphs
Charts and Graphs are useful in showing trends and illustrating relationships. As such they can show the prospect what the problem is costing them or how a solution might work. Charts and graphs often illustrate relationships in terms of bars, lines, circles, or squares. For example, a salesperson for an office equipment vendor might get the cost figures associated with their use of an outside copy center for the previous two years. This information could then be used in a comparative bar graph to better illustrate the savings possible if they had their own copier. Salespeople for a leading medical technology company use a chart format to compare the features and benefits of their product versus the competitors’ equipment the buyer is considering. The chart format succinctly and effectively supports statements of superiority made during the presentation.