Imagine for a moment, what would happen to your sales presentations if the words "I" "me" or "my" didn't exist. Take it a step further and eliminate "our" and "us".
Could you make your case? Could you effectively present your solution?
It may sound easy but it's highly likely that that you would stumble and find it extremely challenging to deliver a sales presentation.
You see, most of the presentations sales people use these words extensively. Think about the last sales presentation you delivered. Did you use those words "I", "me" or "my" during that presentation? Most likely.
Sales people tend to focus on what they can do or what solution their company can provide. And while there's nothing technically wrong with this the focus is slightly off kilter.
Using these words focuses the attention on you, your product and your company!
Try changing your approach so that you don't rely on "I" "me" or "my". This forces you to focus on your prospect and their situation. Here's an example:
Instead of saying, "We can help you reduce employee turnover..." or "our company can save you money by reducing employee turnover" say "You can reduce employee turnover by implementing this solution...here's how you can do that..." It's a subtle change but one that can make a significant difference.
Your prospect is not going to say, "Wow, you didn't use the word "I" or "my" during the presentation but they will respond more favorably because you will end up focusing more attention on them.
Vince Poscente delivers a great keynote speech and he completely avoids the word "I" in his presentation even though he talks about his Olympic experience. Instead of saying, "I was at the top of the hill ready to go" he says, "Picture yourself at the top of ski hill ready to compete..."
Think about your next sales presentation and consider the impact if ever word of that presentation was prospect-focused. What impact would that have? How would that help you stand out from the competition?