Sales Blog for Sales and Sales Management

Selling more can happen in 3 seconds. 

In selling or in boating, you can and will have to make decisions and/or impressions in 3 seconds or less. One of our dock mates at Lake Cumberland was bringing his 18' x 80' houseboat into the marina.  It was dark and he misjudged the entry point to the dock just a bit.  When he attempted to use his thrusters (jets that allow you to move the boat sideways), he discovered that they didn't work.  Apparently, the generator that provided the power to the thrusters had malfunctioned and was no longer running.  He had less than 3 seconds to make a decision and make an adjustment or else he was going to make a ‘real' physical impression on a neighboring boat.

The same holds true when you are attempting to convince a new prospect that they should meet with you.  You have about 3 seconds to make a first impression.  You have to get through the noise of all the other sales people that have called on your prospect (even if you were introduced and they were not).  This prospect compares you to all others regardless of how they got your name.  You have to make an impression and you have to do that with a message that is irresistible.  The purpose of your opening statement is to get the listener to listen to the rest of your pitch.  Much like the boat entering the dock, the first move into the dock sets up the successful landing of the boat within the slip to which you are assigned.  This opening statement, sentence, first paragraph of a presentation, or first page of a proposal is to get the participant to decide to keep listening or reading.  You have 3 seconds to make an impression.  Trust me, regardless of what you do, they will have an impression. The impression you leave them with is up to you.

What you decide in the next 3 seconds can and will impact your success.