Boring

The brain doesn't pay attention to boring things; with technology and apps, the bar is higher than ever to keep a prospect engaged.

The holy trinity of Boring is:

Lack of Stimulation

Lack of Meaning

Lack of Choice

The spoken word accounts for only 7% of communication, while tone and body language each contribute 38% and 55%, respectively. Therefore, we should choose our words very carefully.

Studies have shown prospects disengage within 3-10 seconds if what we are saying isn't what they value or are interested in hearing.

The answer to creating Stimulation, Meaning, and Choice doesn't reside in our product or our presentation but in the prospect.

Effective questions and Active listening (skills to be developed) are the antidote to Boring.

Prospects aren't "against" us, they are "for" themselves.

Until we find out what that means for them, we risk everything.

It requires Effort.