138 HIGH-PROFIT SELLING Q say strategic insights, I'm referring to being able to take infor- mation and understand and explain how it may impact some- thing one to three years down the road, or how it may impact a key issue the customer is currently facing. Adding insights of this type allows customers to see you as a thought leader who is looking out for them in a time frame that goes beyond the immediate sale. To contribute strategic insights to information, you have to be able to see the full picture, which means you have to be diligent in your information-gathering process. Nothing will destroy a salesperson's credibility faster than professing to have strategic insights on a piece of information that turns out to be incorrect. Each time you share knowledge with custom- ers, keep in mind that customers are drawing two conclusions.