How to improve your sales pitch

Joey Asher at Talking Points blog says "Business people deliver presentations without presenting solutions or telling success stories. In a sense, they’re expecting people to make big decisions on solutions for their business without any sense of what the solution is or whether the team can execute."

He says imagine wanting to buy diamond earrings, and the jeweler holding an unopened box of earrings, says "I'll only show them to you if you buy them from me."

"Yet that happens in presentations every day," says Joey. "Business people deliver presentations without presenting solutions or telling success stories...they’re expecting people to make big decisions...without any sense of what the solution is or whether the team can execute."

So don't be surprised if a buyer doesn't "plunk down money for unseen diamonds." But if you describe a proposed solution coupled with a story about how the same solution has worked elsewhere, you are helping the prospect see what they’re buying.