Given that lack of time often causes a NAM to attempt 100% engagement with a buyer, only to be distracted in mid-flight as the buyer’s attention seems to wander, such ‘lack of attention’ may in fact be a strong buying signal.
Latest research indicates that daydreaming can actually make you smarter…
In fact, apparently mind-wandering can offer significant personal rewards, including self-awareness, creative incubation, improvisation and evaluation, memory consolidation, autobiographical planning, goal driven thought, future planning, retrieval of deeply personal memories, reflective consideration of the meaning of events and experiences, simulating the perspective of another person, evaluating the implications of self and others’ emotional reactions, moral reasoning, and reflective compassion...
From this personal perspective, it is much easier to understand why people are drawn to mind wandering and willing to invest nearly 50% of their waking hours engaged in it.
So next time the buyer ‘wanders off’, prepare for the moment by front-loading your presentation with needs-based benefits and welcome the signs that the buyer is devoting 100% attention to optimising the business application, leaving you time to daydream about a mutually profitable outcome...
Latest research indicates that daydreaming can actually make you smarter…
In fact, apparently mind-wandering can offer significant personal rewards, including self-awareness, creative incubation, improvisation and evaluation, memory consolidation, autobiographical planning, goal driven thought, future planning, retrieval of deeply personal memories, reflective consideration of the meaning of events and experiences, simulating the perspective of another person, evaluating the implications of self and others’ emotional reactions, moral reasoning, and reflective compassion...
From this personal perspective, it is much easier to understand why people are drawn to mind wandering and willing to invest nearly 50% of their waking hours engaged in it.
So next time the buyer ‘wanders off’, prepare for the moment by front-loading your presentation with needs-based benefits and welcome the signs that the buyer is devoting 100% attention to optimising the business application, leaving you time to daydream about a mutually profitable outcome...
No comments:
Post a Comment