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Advisor success tip: Speed kills

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Time-pressed prospects can’t afford to waste time on chit-chat or sales calls that drag on, so they reduce the amount of time alloted for sales meetings. This causes advisors to speed up their presentation in order to cram it all in and get all the information across to prospects.

But this approach causes you to lose your prospect’s attention and respect. A more effective approach is to reduce the amount of information and detail you present in your sales meeting or presentation.

Before your meeting, consider the must-have details and the nice-to-include information and focus on first discussing the former. If and only if you have the time should you present the nice-to-have details.

You may believe all the details are important. But most of the information you want to discuss about your product or solution is not important to your prospect.

When you condition yourself to slow down and present only the must-have aspects of your solution, you will find your sales presentations will become more effective. Your prospect’s interest — and attention span — will increase. And this will help you appear more polished, poised, confident and professional.

Slow down. You can accomplish more by doing — and saying — less.

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Kelley Robertson speaks at conferences, sales meetings and association events. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at For information on his programs, contact Robertson at 905-633-7750 or [email protected].


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