--- title: This Is the Paradox of Insight | The Sales Blog description: The paradox of insight is that in order to be paid for it, you have to give it away. You can’t easily capture your dream client’s attention if you can’t share your ideas about how they can improve their results. That’s the value proposition for spending time with what you send them as part of your […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2014-07-08-at-8_57_52-PM.png --- ### [Now booking SKO meetings for 2026/27! 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You can’t easily capture your dream client’s attention if you can’t share your ideas about how they can improve their results. That’s the value proposition for spending time with what you send them as part of your nurture campaign, that they’ll gain new ideas. It’s also the [value proposition](http://thesalesblog.com/blog/2012/06/27/a-value-proposition-for-your-sales-call/) for your first sales call. You also can’t capture your dream client’s trust if you can’t share your ideas and experiences with them during the sales process. It’s critical to listen and understand your dream client’s needs, but they want to hear [what you think](http://thesalesblog.com/blog/2013/08/13/you-are-teaching-but-are-you-also-learning/) and why, even on an early discovery visit. You can’t propose your best ideas about how to help your dream client produce better results without sharing your very best insights, the things that you would do differently, why you would make those choices, and how it would benefit them. This is why you are presenting in the first place, to capture your dream client’s imagination. Sharing your best ideas is scary. You worry that your dream client may run off with your ideas, share them with your competitors, and allow them to execute your plan. And from time to time, this happens. Occasionally you will even run into someone whose sole purpose of engaging with you is a treasure hunt; they want to learn everything you know and have no intention of ever buying from you. But you can’t allow the [fear](http://thesalesblog.com/blog/2013/11/20/fearing-the-wrong-dangers/) of having your ideas and insights taken dissuade you from sharing or cause you to hold back. First, you can’t sell effectively without having [chops](http://thesalesblog.com/blog/2013/07/31/chops-how-to-get-some/), and no one will ever know that you are a deep well if your fear prevents you from sharing. Second, most of your competitors have their own ideas, their own business models, and their own ideas about how they create value, ideas that prevent them from executing yours. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2014](https://www.thesalesblog.com/blog/tag/2014) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on July 8, 2014 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:37:10 PM", "datePublished" : "2014-07-08 21:10:28", "description" : "The paradox of insight is that in order to be paid for it, you have to give it away. You can’t easily capture your dream client’s attention if you can’t share your ideas about how they can improve their results. 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