All leading authors follow this principle. They weave characters, give them color and attempts to be as descriptive of the setting and events as possible. This is why when you read a good book, it feels like you are watching it with your mind’s eye.
Believe it or not, showing instead of telling works at many levels, including making a pitch to your client and resolving cross-functional team conflicts.
Picture a scenario where you are trying to make a sell to a representative of a large MNC. You try emphasizing all the keywords: good quality, passion for service, excellent track record, etc. But still, the prospective client isn’t interested. Why?
Well, for one, no matter how good you say you are, the prospective client has no experience or knowledge of your work; they have no reference point to gauge your ability as a supplier or solution provider. You must show them a scenario where you helped a client add significant value with your company’s collaboration. And then tell the prospective client that you can do something similar to this for their business.
To resolve a cross-functional team conflict, show, not tell, is quite apt. Take, for example, the fragile relationship between the sales and product teams. It is often noticed that the sales team has a general opinion that the product or service team doesn’t care about the commitment to the client and works at a slow pace. On the other hand, the product/service team thinks that the sales team makes unrealistic promises to get business and put the product team under pressure.
If both teams show each other the exact situation they work in, a more friendly and fruitful relationship can be fostered among the teams.
‘When you tell them something, they may or may not believe or obey you. But if you show them something, they would notice, analyze and respond in a more sensible manner.’
To Dos: Next time, in your client call/meeting, try to show (rather than tell) them why you are better. OR, try to show them your capability rather than telling them. Try to help the client visualize the output rather than telling him.
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