When we tell our customers about our products, we don’t need to tell them about every single feature.
What we need to do is get them interested enough to take the next step.
So, in fact, we often need LESS information, and the information we share needs to be presented in a way that tells a story. A story the prospect can identify with1 . A story the prospect wants to be a part of.
Want to grow as a technical sales person? Give yourself half the time you think you need to get your message across on your next meeting and have a go at it.
- I know it’s bad form to end a sentence with a preposition. Don’t worry, I’ll do it again in a second. [↩]