"You" can get You your Next Sale
Next time you practice your presentation, record yourself on either audio or video. When finished, review the tape and note every time you say "I" or "We." Wherever possible, replace those instances with "You."
Instead of saying, "We offer a variety of Premium Services," replace it with, "You can benefit from Premium Approval, No Fault Premium, and Multiple Check Premium. Which would you like to hear about first?"
Or, instead of "We've been in the business for 15 years and we know what companies like yours need," try "You're a competent business professional-tell me what a business such as yours needs to succeed."
Rather than saying, "We are the only company in this industry to offer programs customized for each merchant," how about saying, "If you could pick and choose only the coverage you need, would you?"
Take the emphasis off yourself and focus your presentation on the merchant and how your offering will work for him.
