You’re preparing for that big customer presentation. PowerPoint slides everywhere. Time for some editing before the big event.
- Take each major point in your communication and ask “so what?” three times. If it doesn’t stand up to scrutiny three times DITCH IT!
- Revise or eliminate any point that does not lead to clear benefit for your customer
- Remember to share the “so what” implications with the customer
This will dramatically prune out the ‘verbiage’ of a presentation (“Here’s a picture of our factory in Bumfluff Arizona”) and keep you focused on issues that resonate with your clients.
Positive answers to the ‘so what’ questioning are selling messages you must get across to your customer.