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

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.