The presentation mistake you don’t know you’re making

Less is more. We hear it all the time, but what does it mean for our sales strategies? In short, it means thinking about the information you share with your clients as a question of division, not addition. Piling on facts and features is only helpful if they are all of the same value. If you’re offering robust coverage at a desirable rate, restrain yourself from talking up any cheap freebies or add-ons. In your client’s mind, all these assets will be added together — and then divided by the number of assets. So, while you may think that 10 + 10 + 2 = 22, many clients will actually interpret your proposal this way: 10 + 10 + 2 / 3 = 7.3.