The average decision-maker has an attention span of just a little over seven minutes. I’m convinced that adult attention spans have been carefully programmed by network television, by the seven to eight minute time segments of entertainment, wedged between commercial breaks. On the other hand, the average sales presentation in the United States runs from one and a half to two hours in length. As a sales manager, you should easily figure out what’s wrong with this picture.
Those of you with complex products or services, or with large product lines may be saying to yourself, that it takes at least an hour to demonstrate all of the features and benefits of what it is you sell and another 20 to 30 minutes for questions and answers, right? Well, if you want more sales, help your staff to cut the length of their presentations down appreciably.
The $elling Edge®, Inc.’s Sales Success Strategies workshop, teaches a six-step selling process that can be completed, no matter how complex the product or service, in 30 minutes or less. We speed up the selling process, not only because of a decision-maker’s lack of attention , but more important, so that a sales professional can make more presentations in a given time period. And, the more presentations made over time, the more sales that are consummated.
You do the math. If a sales representative averages one and a half to two hours for each presentation as compared to an average of 30 to 40 minutes, how many more presentations can your staff make each year? How many more sales?
The six-step selling process, taught in the Sales Success Strategies workshops, is outlined in detail in a self-directed learning manual of the same name. You can learn more about it at: www.TheSellingEdge.com
The Two-Hour Sales Presentation Vs. A Seven-Minute Attention Span - To learn more about this author, visit Virden Thornton's Website.
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Virden Thornton
(Visit Virden's Website)
VIRDEN J. THORNTON is the founder and
President of The $elling Edge®, Inc. a 23
year old firm specializing in sales,
customer relations, personal coaching and
management training and development.
Clients have included Sears Optical,
Eastman Kodak, IBM, Deloitte & Touché,
Bank One, Jefferson Pilot, and Wal-Mart to
name a few. Virden is the author of
Prospecting: The Key To Sales Success,
Organizing For Sales Success, 101 Sales
Management Myths, A Realtor's Success
Formula, and two best sellers 101 Sales
Myths and Building & Closing The Sale. He
also has a video/audio tape training
program entitled Close That Sale,
published by Thompson Learning. He has
also authored a Self-Directed Learning
series of sales, coaching & team
development, telemarketing and personal
productivity training guides. To obtain a
substantial discount on two of Virden's
new manuals, 101 Sales Myths and
Organizing For Sales Success, just go to
www.TheSellingEdge.com/book1.htm
Note: You can contact Virden at vi
rden@TheSellingEdge.com. You can also
see an expanded biography at: www.TheSellingEdge.com/bio.htm
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