From the course: Technical Sales: The Role of the Sales Engineer
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Attention theory
From the course: Technical Sales: The Role of the Sales Engineer
Attention theory
- Early in my career, I gave what I thought was a magnificent 90 minute long presentation about my product capabilities. My worldly sales partner put his hand on my shoulder as we were leaving the customer's building, "John", he said, "that was a great presentation. It was just 60 minutes too long". Remember, you don't get paid by the word. When you are in front of the customer, physically or virtually, your time needs to count. You make that happen by understanding how and why people pay attention to you. Let's start by examining a typical 60 minute first sales call with a prospect, based on thousands of similar calls I've observed. Once pleasantries and introductions and a quick coverage of the agenda are completed, the salesperson will typically launch into either a marketing driven corporate overview or a state of the union pitch about how his company sees the industry. Once that ordeal is finished, focus then passes to the sales engineer for a technical presentation or…
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