It’s not your story. What does that mean? It means when you’re talking to a prospect, or even a customer, the story you tell should not be all about you, your product or solution The story needs to be your prospect’s story. It’s about what they can do different, or better, than they could without your solution. It needs to include the likely positive business outcomes that are directly related to the challenges or critical business issues you know are important to them. Those likely positive business outcomes are expressed – almost always – in terms of either 1) cost reduction, 2) revenue growth, or 3) risk mitigation. Check out this video for more.
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