The average decision maker has an attention span of just over seven minutes. I am convinced that the attention span of adults has been carefully timed by the television networks, for seven to eight minute segments of entertainment, sandwiched between commercial breaks. On the other hand, the average sales presentation in the United States is one and a half to two hours long. As a sales manager, you should easily figure out what is wrong with this picture.

Those of you with complex products or services, or with large product lines, may be telling yourself that it takes at least an hour to demonstrate all the features and benefits of what you sell and another 20-30 minutes for Q&A. , TRUE? Well, if you want more sales, help your staff cut the length of their presentations considerably.

The $elling Edge®, Inc. Sales Success Strategies workshop teaches a six-step sales process that can be completed, no matter how complex the product or service, in 30 minutes or less. We streamline the sales process, not only due to the decision-maker’s lack of attention, but more importantly, so that a sales professional can make more presentations in a given time. And, the more presentations made over time, the more sales will be consumed.

You do the calculations. If a sales representative averages one and a half to two hours for each presentation compared to an average of 30 to 40 minutes, how many more presentations can her staff make each year? How many more sales?

The six-step sales process, taught in the Sales Success Strategies workshops, is described in detail in a self-directed learning manual of the same name. You can get more information about it at: http://www.TheSellingEdge.com/manual1.htm