The…Yawn…Company History

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I’ve never heard a company story that stirs my soul.

I’ve never heard a sales professional share with me how their company got started, or how long it’s been in business, or how global it is, or how many individual locations it has, or what its annual sales are, or how many divisions it has, in such a way that I’ve gotten excited. This is boring drivel.

Yet, many, many sales professionals are still kicking off sales presentations with this info for prospects. Is someone able to tell me why? And if you work in a company where your leadership team is cramming this down your throat, do you have the guts to speak up and put an end to it?!

Your presentation should focus right up front on the most common “ailment” you cure, and then tell the story of how. I believe you’ve got to be quicker to draw someone in with what you offer — what benefits you provide, what results you’ve gotten others, before you even consider monologuing about your company’s background.