By Jeff Shore

Sales can be an exhilarating profession, but sometimes it loses its luster when we fall into monotonous routines. What’s even worse is that if these routines bore us, they are bound to bore our prospects as well. In this blog post, we will explore the concept of getting out of a presentation rut, offering valuable insights and practical tips to reignite your sales mojo.

Break Free from Your Sales Presentation Rut

Picture this: it’s 4:30 in the afternoon, and you’ve had a hectic day. You feel like people are being dropped off every five minutes, leaving you drained and tired. If you’re being honest with yourself, you’re even tired of hearing your own voice asking the same questions repeatedly. The presentation routine has become boring and uninspiring.

As you mechanically follow your routine, you realize that you’re not having fun anymore. And chances are, the person sitting across from you isn’t enjoying it either. This realization begs the question: “Are we having fun yet?”

Understanding the Presentation Rut

The connection between mindset and technique

To escape the presentation rut, it’s essential to recognize that being stuck in a technique rut stems from being in a mindset rut. Our actions and presentation techniques are a reflection of our mindset. Drawing inspiration from musical theater, where performers deliver the same songs and routines daily, we can learn that mindset plays a pivotal role in overcoming monotony.

It’s not about me

Theater professionals emphasize the importance of adopting a selfless mindset. By realizing that it’s not about them, performers can infuse every performance with freshness and vitality. They embrace the uniqueness of each show, responding and reacting to the different elements surrounding them.

Shifting Your Mindset

Adapting the theater mindset to sales

Applying the theater mindset to sales presentations, we understand that thinking too much about our routine hampers our ability to focus on the buyer’s situation. To break free from the rut, it is crucial to redirect our thoughts and become genuinely curious about the buyer’s unique story.

Putting the buyer first

By asking the simple question, “Who am I here for?” Before every customer interaction, we shift our focus from ourselves to the buyer. This change in perspective opens the door to understanding the buyer’s situation and their individual needs.

Discovering their story

Every person we encounter has a unique story waiting to be discovered. By being genuinely interested and asking, “What is unique about this person’s story?” we create an opportunity to establish a meaningful connection. Keeping a story log can be a valuable tool for jotting down key details about the customer’s life story, enabling us to tailor our presentation accordingly.

When sales presentations become repetitive and uninspiring, it’s time to reassess our mindset. By shifting our focus from routine to the buyer’s story, we reignite the excitement and passion that made sales fun in the first place. Remember, it’s not about you—it’s about the person sitting across from you. By adopting a curious and selfless mindset, you can break free from the presentation rut and deliver compelling and personalized sales presentations every time. So, let’s ditch the rut and rediscover the joy of sales.