Have you seen those Febreze commercials about going “noseblind” to bad odors in your home? You and I can go “presentation blind” over time. We develop bad habits we don't even notice, or we focus on facets that were good selling points once upon a time, but aren't as compelling today.

But getting away from that “free money” approach means you have to change your presentation. That takes practice. Dang…

Maybe you've simply started to over-explain things without realizing it. Sometimes we under-explain something. In either scenario, we're creating unnecessary questions in the minds of our prospects that block the sale.

Sometimes we're trying to amuse ourselves because we've done this dog & pony so many times we're a little bored with it. That often results in prospects who are confused or distracted.

All of these things—and dozens more—are the result of “presentation blindness.” After a certain number of presentations, we just can't see it. Practice is the only way to bring them to the surface and fix them.

So yes, Allen. We talkin' about practice. And we'll keep talking about it for as long as it takes.