Quick Fix #1: The Dinner Party Test

Key
Insights

• The Problem:

  A 45-minute technical presentation that never once mentioned the customer’s name, logo,
  challenges, or goals. Sound familiar?

• The Solution:

  The Dinner Party Test – a simple framework that asks whether your presentation style
  would work at a dinner party. If someone monopolized the entire conversation talking only about themselves, would
  you want to meet them again?

• What You’ll Learn:

  • The one question that transforms customer presentations: “What do they need to hear?” (not what you want to tell them)
  • How to create an Empathy Map that puts your key decision-maker at the center of your story
  • A tactical implementation guide for researching customer challenges before every meeting
  • Why you’re competing against every other priority in the room, not just other suppliers