I ran across an interesting article today about how to sell something in 60 seconds. At first glance, I was skeptical because of the title, “How can you sell something in 60 seconds?” However, after reading a little further I was actually impressed. Tony Parinello, author of the article highlighted a few key principles we have been learning in class with a slightly different twist.
Parinello talked about listening and understanding your prospects pain. He said, “When interacting with a prospect, you must first seek to understand what’s going on in the other person’s world. Then and only then will your ideas be accepted and understood by the prospect.” The way Parinello suggested doing this was by the “Rule of 60.” Never talk for more than 60 seconds without making sure that your prospect is following. Launching into a three minute sales pitch as soon as your prospect asks a question is a surefire way to lose him. Instead, talk to them in approximately 60-second periods and ask open-ended questions to help keep them engaged. Always make sure you are following the pain of the customer. Don’t assume that you know the answers.
I thought it was interesting that this article asserted some of the same principles we have been learning in class and in our reading this semester. There is no doubt that a paradigm shift in the world of selling is happening, now is the time to capitalize on selling opportunities and learn a new way of selling.
BoweryJE22
I think this is an interesting concept that should really be used in every area of life. Professors, for example, should constantly be observing students to make sure they are engaging with the material. A person talking to a friend should make sure that the friend is tracking with what he or she is saying. Sixty seconds might be a bit short in some situations, but it’s better than being on the bored end, waiting for what feels like hours for the person talking to recognize your disinterest.