Unless you engage people by telling them a story they can relate to, an impressive fact they didn’t know about, or even just a joke that actually works you don’t deserve their attention.
Your Biggest Enemy in any Pitch or Presentation
Dirk Lehmann
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This is why Challenger selling, at least in theory, can be such a compelling method for salespeople. You’re supposed to craft a narrative that elicits an emotional response. Unfortunately, theory isn’t always put into practice. Thanks for this post.