Big Picture v Detail?

The cost of not knowing your customers' preferences

Have you ever asked a client a question that can be answered in a sentence or two and they're still talking 10 minutes later?

Or maybe asked for more detail on a sales issue and been given a one line answer?

Are you the person that is only interested in the big picture (big chunks) and give very brief responses regardless of the question... or do you give a very detailed response (small chunks) when a brief outline is all that's needed?

Have you ever noticed that some people in your team or company complain that they weren't given enough information about what's going on -- and yet others felt that they got too much information to digest, and they were at the same meeting!

Some people only want a brief outline of the situation; others want to know every detail. Which one are you? Which one are your top customers -- and prospects?

This can be a major source of frustration when the two extremes meet. The person with the 'big chunk' preference goes into shutdown when given too much information and the one with the 'small chunk' preference is dissatisfied with the level of detail they receive!

So what do you do?


It's easy to ascertain which preference is at play when you talk to ANYONE.

Then it's down to you!

When you are communicating with your clients and prospects you absolutely must match their level of detail in order to stay in rapport. Too many details will confuse and irritate a big chunk person and too much vagueness will upset the small chunk person. Give them a level of detail they need and check for understanding.

And -- you need to communicate to people around you the level of detail YOU want so that they can deliver. Don't expect people to know what you need!

If you can identify and respond to whether someone likes to communicate in 'small chunk' or 'big chunk' language you'll generate far better customer relationships, sales management within your team and general sales success when it comes to increasing sales!

And you might just get on much better with your family this Christmas!
Leigh Ashton
Leigh Ashton> website | all articles
Hi I'm Leigh Ashton of The Sales Consultancy

Whether you're a small business or a leading brand, an area manager or a Chief Executive, whether you're new to sales or an experienced sales professional. Even if you're not in sales at all but want to understand it, you've come to the right place.

The World of Sales is changing.

Today's conventional sales training doesn't address the psychological barriers that get in their way.

My approach takes your sales team through a process that:

* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales

And at a higher level...

* It creates more success in other areas of their lives so they are happier generally...and happier sales people generate more sales

Wherever you are on your personal sales journey what's the best course of action for YOU.

- Sales Training - that actually gets results
- Leadership and Management
- Personal Coaching and Mentoring
- Sales Mentoring Programme
- NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
- Keynote Speaking
  • /data/userPictures/2C767D46-73DA-4713-8986-201856EE4512.jpgStan Krupa2/6/2013 10:00:22 PM
    Your closing starts with a big if..."IF you can identify..." and you say it's easy to identify but don't mention how. Is it a good idea to ask them directly what they want? If I were on the other side of this, I;m not sure I'd know how much information is enough until I hear it. And it would probably change based on what the product is. Would you recommend simply starting small and keep feeding them information until you notice they've lost interest in listening to you?

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton2/7/2013 4:49:40 AM
    In some situations you could well ask "if they want the detail or the headline facts" (they would probably appreciate you asking) One (any) general question is usually enough. If their answer is detailed then they would expect detail from you. If they say only a few words, they'd prefer you to do the same. Recognise which end of the spectrum you are - and for greater connections you need to move to their preference as soon as it becomes apparent. email me at results@sales-consultancy for more.

  • /data/userPictures/2C767D46-73DA-4713-8986-201856EE4512.jpgStan Krupa2/7/2013 12:18:59 PM
    Thanks. I like the way you worded the question to ask them. I'm looking forward to trying this out.

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton2/8/2013 2:37:25 AM
    My pleasure Stan. All the best, Leigh

  • /data/userPictures/C69D4536-C657-4D73-A3C4-9098D95A6E9F.jpgRobbie Gongwer5/24/2017 10:54:44 AM
    I love this topic and have lost deals because of being out of sync with my customers. Once I started framing the meetings to address both types of people my success went up. I usually start off my pitch with- " I only have 20 minutes to give you the big picture. I'll give you 10 minutes for any questions. If there is enough interest, can email you the details to review and we can set up some time to go over everything at a time that works best for both of us.

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton6/7/2017 11:47:11 AM
    Congratulations Robbie! That is a great strategy! All the best, Leigh :)