“If you want to hear the funniest thing you’ve ever heard in your life,” says Jeffrey Gotimer, “record yourself making a 
sales presentation. At first it’s painful, but in the end, it’s profitable.”
My first recorded sales presentation wasn’t funny – it was awful. Unitl I saw it, I thought it was good, but the video proved it was long and rambling and pointless.
I watched it with the boss and told him I didn’t want anyone to ever see that. He pointed out that everyone, every time, saw exactly what was on the tape. That set me on a path of consistent improvement. I watched it many times. I saw places to work faster, and many places to change what I said or just shut up. I cut cut cut. I cut my favorite stories because – while entertaining – they didn’t lead to a yes. I cut my favorite jokes because they were distracting. Cut cut cut.
My new and improved presentation was concise, to the point, efficient and much more effective. It was more fun, and led to a much greater percentage of sales.
