I played golf yesterday. It was a miserable experience, but this time it was not because of how I played.

It was my playing partner.

Four and a half hours in a cart with a guy who started every sentence with “I.”

Every.

Sentence.

“I am having trouble putting today. I usually don’t. I’ve been working on it. I have to keep trying. I think my long irons are strong. I…”

OMG, dude. Listen to yourself. Ask a question once in a while. Show some interest in others.

Shut up and learn something!

I can be just as guilty in this area. More than once, friends have called me out on being too verbose and self-centered. It’s a common human trait, but one we all need to be aware of.

In your sales presentation, be sure to mix it up. Include questions. Engage the client. Encourage conversation.

It’s an exchange of information, not a Ted Talk.

I have zero interest in spending half a day with Mr. I. He will be avoided.

And so will you if you continue to make your sales presentations all about you.

My advice:

1. Read Dale Carnegie’s How to Win Friends and Influence People.
2. Be aware of the percentage of time you command any conversation;
3. Ask more questions;
4. Reread Dale Carnegie’s How to Win Friends and Influence People

A sales presentation is a dance. To be successful, you need to be in step with your partner.

*************

Every Monday at 11am ET a group of 20-ish Sales Vault members gathers on a Zoom call for a sales-specific discussion. For some, it’s the best part of being part of the community. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036 for more information.