Author Malcolm Gladwell's book, "Blink", is an interesting read for those of us in sales and business. Here's a recent study that backs up Gladwell's thinking.
You need to read the book...its really interesting, flows wonderfully from page to page, and drives home the theory that decision made quickly are not only just as accurate as those researched for days, weeks, or months, but also more are satisfying for the decision maker (buyer).
The implication for sales professionals who want to land the deal: Are long, complicated proposals actually hurting your chances of success?
Worth thinking about. Stealing a line from one of my other favorite authors, Jeffrey Gitomer, you could probably put the words "up yours" in the middle of most of your lengthy sales proposals and you'd never get called on it because they aren't reading it anyway!
Dan, I've read Blink and I totally agree. Awesome book. I liked the concept of "thin-slicing" and how that could apply to correctly reading customers and understanding them, to help better solve their needs. That example of the car salesman in the book was great, too.
Posted by: Dan Smith | February 28, 2006 1:55 PM | Permalink to Comment