Stop Presenting, Start Asking
Every founder I work with believes the deck is the product. It is not; it is a crutch. The deck lets you talk for forty minutes without learning a single thing about the person across the table.
One logistics client ran three calls without a single slide and closed in five weeks instead of five months. Nothing about the offer had changed. What changed was who did the talking.
On the first call, they listened. On the second, they said the problem back better than the buyer could. By the third, the buyer was drawing the way forward with them, and the proposal was a formality.
When people ask me what changed, my answer is always the same: we stopped presenting and started asking. The rest of this chapter is how you do that, one call at a time.
Built from: Selling Without Pitching keynote · Podcast episode 112 · Author interview, answers 3 and 5

