They have memorized all the facts about their product/service and are committed to sharing each and every one, whether or not the customer is interested. They are so involved in their own performance and the need to describe every feature of their product that they drown the customer in a flood of words.
Big mistake.
Another way to put your customers asleep is to ignore them and their specific needs. Think of your presentation as having two major parts: the offer and the impact. You know what you have but the customer is concerned only with how your offer will solve his problem and impact his business.
Do not forget the customer: present your product/service/solution in a way that will shed light on how it can support your customer’s success.
It is not all about you…it is all about your customer.
