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You've got three minutes...

"Ok.... You've got Three Minutes... Whatdya got for me this morning?"

What is the most important aspect of your presentation to your client when you are given a compressed time schedule to present.

Do you:
1) Small talk to create repor?
2) Go right into your presentation?
3) Ask him if you can bid against your competition?
4) Ask him that since you have only 3 minutes what are the "three things he likes best about his current product, the three things he likes least about his current product, how well does he get restocked, what else can he tell about his current product that sticks out... good or bad?

What else would you ask him or what other approach would you take?

Aloha... :cool: - by rattus58
What is the most important aspect of your presentation to your client.....
The Proposition. No close seconds. - by Ace Coldiron
I've done this multiple times (3-10 minutes depending on customer) and have been successful every time.

Forget rapport, quickly find out what is important to the customer then recommend your product and inject rapport then. This often will extend your time for a few more minutes. - by MrCharisma
My experience tells me whensomeone who says "you've got 3 minutes whadya got for me this morning?" they are trying to take/keep control & intimidate a salesperson. Neither one works in a salesperson's favor. Try this - "I can tell you everything I know in about a minute & a half... then what will we do with the rest of our time?" If you don't dis-arm that person he/she will own you for the rest of the relationship (if any). You'll never get your price, your terms, your timing. Who wants to deal with a prospect like that. Are we forgetting SALESPEOPLE HAVE RIGHTS? - by Dave Tear
My experience tells me whensomeone who says "you've got 3 minutes whadya got for me this morning?" they are trying to take/keep control & intimidate a salesperson. Neither one works in a salesperson's favor. Try this - "I can tell you everything I know in about a minute & a half... then what will we do with the rest of our time?" If you don't dis-arm that person he/she will own you for the rest of the relationship (if any). You'll never get your price, your terms, your timing. Who wants to deal with a prospect like that. Are we forgetting SALESPEOPLE HAVE RIGHTS?
Hahahahahha..... thmbp2; - by rattus58
Walk away! You've got a suspect and not a prospect. - by Jim Klein
Truer words have never been spoken, Jim! Hats off to you!sn; - by Dave Tear
Walk away! You've got a suspect and not a prospect.
Ok, given that you have a suspect, why walk away? Why not try then to qualify your client into a prospect?

Much Aloha... shds; ;bg - by rattus58
my answer... it would depend what stage of the game I'm in. If it is a cold call or if it is a warm call or a follow up call... Regardless of the stage I'm in within 3 minutes I will state the reason for my call... convey the value of my calling (i.e. proposition) and then get them to commit to a next step. - by Andrea
my answer... it would depend what stage of the game I'm in. If it is a cold call or if it is a warm call or a follow up call... Regardless of the stage I'm in within 3 minutes I will state the reason for my call... convey the value of my calling (i.e. proposition) and then get them to commit to a next step.
I like that approach actually, especially the idea that you make a short sweet "proposition" and then a commitment objective to the next step.

See I'm learning to use a new word.... "proposition".

Much Aloha... shds; ;bg - by rattus58
I've never had a product or service which 3 minutes would cover adequately. I am, however, a strong believer in having an "elevator pitch" on the tip of my tongue (ie. a concise message which a SR can deliver if he's bumped into the decision maker while riding the elevator).

Depending on what you're selling, you might start with, "... Our long term clients consistently express interest in our ability to deliver on the promise of (improved productivity, decreased cost, greater customer satisfaction, etc.). I'd appreciate your consent to gathering information from your department heads, so, that I can present some factual information ... would Tuesday or Wednesday of next week be better?

Good luck & Good selling!
Pat - by OUTSource Sales
I've never had a product or service which 3 minutes would cover adequately.
As far as I'm concerned 3 minutes is a goldmine of attention from a customer on the initial approach. These days people's attention span is becoming shorter and shorter. They have many demands and even if you had a longer time with them you can't be guaranteed that they will be giving you their full attention. Their mind might wander in the middle of your spiel.

I used to be frustrated when I felt that I didn't have enough time in front of the customer to present my value