The next basic sales skill that triggered another Ah Ha moment was the art of "storytelling." Notice I did not say the art of giving powerpoint with bullets. The art of telling a story in human terms to other humans. That connection is very powerful and complex points can be made through a story. This won't be a surprise, but the best presenters at the conference delivered their message through stories. Again, it's something I know, but something that is always good to recognize in action. Personally, I can always improve here and am committing to it. We all should.
It's okay to have fun. The conference was fun. The people were fun. It's good to have fun, even when handling gnarly issues that we all face. My take away: Smile. People respond to that—and aren't our prospects all people?