Say Less And Get More From A Sales Pitch | Salesman Podcast

On this episode of the Salesman Podcast, Brant Pinvidic explains how to structure the first 3 minutes of your sales presentation so you can say less and get more from your sales pitch. Brant has over 20 years of experience in creating, and directing TV shows and movies. In this time Brant has developed some of the most advanced pitch and presentation techniques that he now teaches to people from all walks of life. Resources: Brantpinvidic.com Brant on LinkedIn Book: The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation Transcript Will Barron: Hi, my name is Will, and welcome to today's episode of The Salesman Podcast. On today's show, we're looking at how you can say less and get more from your sales pitches. Today's guest is Brant Pinvidic and Brant has spent over 20 years in creating, directing TV shows and movies.   Will Barron: In his time, Brant has spent, he has developed some of the most advanced pitch and presentation techniques. And now teaches this to people in all walks of life. His book, Three Minute Rule, Say Less and Get More From Any Sales Pitch Presentation. We'll link that in the show notes. It's available on Amazon and everywhere else. And with that, Brant, welcome to the show.   Brant Pinvidic: Here I am. Here I am. That's a great intro. I should bring you with me on the road.   Will Barron: I don't know about that. My intros are somewhat sloppy, but we try and do this as live as possible with the audience now. It's just a [inaudible 00:00:44].   Brant Pinvidic: I like it.   Will Barron: Right.   Brant Pinvidic: Yeah.   Will Barron: Good man. All right. Well, let's jump into it. Let me give you a bit of a scenario here. As we get into this idea, which is totally in line, you may be familiar with this, you may not be. Totally in line with what we do over at Salesman.org, which is our branding is making selling simple. So I think we're going to be on the same wavelength for a lot of this stuff, right?   You Only Have 7 Seconds To Grab Your Prospects Attention During a Sales Outreach · [01:03]    Will Barron: But let's say Sam the salesperson, he has now earned the sales presentation. He's done his cold calls. He's done his call emails. He's in the room, so to speak. So the prospect is even just like a little bit interested in hearing what they've got to say, because they wouldn't share their time with them otherwise.   Will Barron: With that said, Brant, how long does Sam have to really grab the attention of the person in the room that he's presenting to? Is this like two seconds? Seven seconds? Or have we got a little bit longer to really grab the attention of the prospect?   Brant Pinvidic: Yeah, listen, I would say in a fun soundbite is to say you have 10 seconds to get the attention. But if someone's giving you an opportunity, getting their attention isn't important as getting them the information. If you're advertising it in your marketing and that kind of stuff, the cold calls, you have very little bit to get their attention. But that's a whole other world.   “The science says that people will say and come up with a yes or a no in their mind incredibly quickly, within 10 seconds of meeting you.” – Brant Pinvidic · [02:07]    Brant Pinvidic: The world that I really deal with is that you have an opportunity to present your business product or service to somebody and you want them to say yes. That is the goal.