“Your customers don’t care about your story, they care about their own stories.” Those are the words of Tom Peters in a recent blog post.Â
Indeed, one of the biggest mistakes sellers make in their presentations is trying to find a “way to tell our story.” If you want to win sales presentations, forget about your story. Focus on your prospect’s story and how you’re going to give that story a happy ending. Â
A good sales presentation focuses on one thing: proposing a plan to solve the prospect’s problem.
That means that the presentation should begin by defining the problem the prospect faces. Then the presentation details a solution to that problem. Then you stop.