Saturday, June 16, 2007

Open up your mind

I meet with sales reps almost every day. Numerous Powerpoint presentations, pitches and proposals. Unless it's a very innovative company, I tend to walk into the room with the feeling: "Haven't I heard this before?"
Too many times I visit my PDA to add more information to my brain while I tune out the rep speaking.

If one of these reps would ask me: "How can I get your full attention?", I would be able to offer an answer:

You have to find ways to capture my curiosity. Tell me something special about your company. Don't just recite the vital stats about your company, fill them with life. Once you delighted my curiosity, I will certainly pay full attention for the next 10-15 minutes. And I might even ask you to tell me more. Isn't that what it's all about?

Watch this video and see how this technique works.