I started thinking about it and it hit me. I am more successful selling when I’m sick, because I have to focus on the important stuff. If I’m losing my voice, what can I say BEFORE I lose it? The sinus pressure is forcing everything but these 2 or 3 things out of my mind. I want to finish the demo and get to bed... It goes on and on, but points to the fact that short and simple sells.
When it is all said and done, we have generally said and done too much. Generally I would rather have them looking at their calendar to schedule another appointment, than looking at their watches wondering when this will end.
So think like you are sick on a demo. Keep the focus on 2-3 items. Cover them in an easy to understand story. Keep it short. Do this and drink lots of fluids, and you will be over your sales sickness soon.