Skill + Do
A recent study based on the book At My Pace” by Jill Ebstein found that the average human attention span has fallen from 12 seconds in 2000 to eight seconds today. (Goldfish are at 9 seconds.)
Eye contact. Voice modulation. Pausing. Energy. More eye contact. Pointing to slides on the screen, pointing to parts of a hand-out. Questions and then listening, plus a little back-and-forth.
That pretty much sums up the traditional stand and deliver routine, eh?
You can do it any day without thinking. The problem is, that’s not really what satisfies customers these days. You realize your customer has perfected the art of the "I’m listening stare" when they’re really not, right?
It might be time to adjust how you "present" to your customers.
Integrate "conversation into your presentation to the tune of about a 90/10 ratio and you’ve arrived at something closer to what the customer wants.
Everything posted above still stands – eye contact, voice modulation, pausing, questions, listening – but now turn down the salesmanship* and you stand a chance at being trusted and remembered.
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Tomorrow - January 21
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Assertiveness v. Aggressiveness
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Today - January 20
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On this Day: Martin Luther King, Jr.
Read MoreThere’s a lot in common between a preacher and a seller: both are passionate about influencing the minds of others. Follow Martin Luther King Jr.’s lead and focus on what is best for your customers.
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January 18 - 19
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Read More
Mindfulness/Self-care
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January 17
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Role-playing made easy
Read MoreYou cringe when being forced to role-play in a group because few managers know how to run a good session. Role-playing should begin first with 1:1 sessions with your favorite work friends.
"You’re probably smarter than you present yourself." – Norman Granz
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