Thanking the prospect puts you in a weak position for selling. Learn why thank you, is the wrong way to go for a win, and what you can do instead.
When I first read this title, I'm going, "Jeez, so now presentations are competitive!?" Then I read that this is about SALES and I go, "OK, let's see where this goes."
Here's the bottom line and how it connects with biz storytelling: the article helps us craft much better endings. Crafting compelling endings that inspire action are HARD. This article talks about what most of us do -- thanking our audience at the end of our presentations. Even if we are not giving sales presentations, this is what we do and it is not effective.
This article very clearly explains why. And I really like the questions posed in this article because they really help anyone crafting certain biz stories to focus the story on your customer. In founding stories, focusing on yourself is OK, and eventually you want to shift the story over to focusing on the customer. You can adapt these questions to hep you do that.
Then read the comments to the article -- there's gold there too!