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March 03, 2011 at 07:00 PM
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.
