"Prospects attention span is like a toddler's"
Today, in sales, it's a short window from the prospect giving you complete attention to changing the focus to be distracted by something. This means we have to take advantage of every second like it's our last.
Storytime...today my son, who's 2.5yrs old, had teeball game. He plays once a week with 8 other toddler's between 3-5 on the team. They play against another team with 9 players age ranging 2-5. They get to be coached by the local high school baseball team.
As a parent, this is comedy hour for us since we don't have to do anything but watch. Parents are suggested to stay off field and not try to help.
The 3 coaches that run each team have a tough "Job"; try to keep toddler's focused on playing the game, for 3 innings.
The first inning goes smoothly. Everyone sat in the dugout patiently waiting for their turn to hit. The toddler's listened each step of the way; they listened when they were told it's their turn to hit, run around the bases, and to go sit back in the dugout.
Next the kids were taught to put on their gloves, take the field, get the ball when opponent hits, and throw it back to coach. The first inning, most of the kids were lined up on the field waiting for the ball to be hit. Every now and then the coach had to re-explain his objection with the group and get their focus back on the task.
As I'm observing the game, it made me think about the meetings when you sit with a prospect and your having to reiterate every now and then because they were distracted by something.
Going into the second inning, half the team were listening; some chased their own ball when they hit instead of to first. A few were playing in the dugout not paying attention, then they took the field and half were ready, the others were watching the birds, picking flowers, or still sitting in the dugout not wanting to go.
By the third inning three were ready, the other guys were in the stands getting food, crying because they don't want to go, or sleeping. They all want to do what they want to do, not what you as a coach want them to do.
In a proposal meeting, the client doesn't want to go through your process. At the beginning they are listening and focusing to everything you say, then you start seeing the focus change.
Prospect starts reading ahead to page 4 or 5 when you are still looking and explaining page 1. They peek at their email. They wonder off looking around the room, office or through window outside.
Short story long, our prospects and clients, even employees are easily distracted. They are like toddlers; we have to focus on keeping their excitement focused on task at hand. Remember to keep presentation short and exciting to avoid a wondering listener.
#rallsysalesjourney
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