In a former company, we had all employees literally tape this message “Talk don’t email” on their monitor as a reminder to pick up the phone versus bang out another impersonal email.
The same thinking applies to sales presentations – have a conversation versus rely on a scripted powerpoint presentation. One of the most effective presenters I know, uses one word slides versus what most others do….and just used the word as a prompt to start talking about an idea or a concept. It was a conversation as opposed to a presentation with lot’s of bullet points and text.
Don’t be afraid to have a conversation. It works really well.