One of the biggest challenges we face as sales professionals is capturing our prospect’s attention. Whether it’s through a proposal, a meeting, or even an advertisement, we have a very limited window of time in which to pique their curiosity – and to keep that curiosity alive. So, how do we make the most of those critical first moments?
According to Ben Parr in his book, Captivology: The Science of Capturing People’s Attention, it’s important to first understand how attention works. Parr delves into the scientific principles that underlie the “three stages of attention” – immediate attention, short attention, and long attention. He also provides several useful strategies for keeping your audience’s attention through each of the stages. If you’re interested in gaining a deeper understanding of how attention works – and how to leverage it to your advantage – I recommend picking up a copy of this book.
Here’s a summary from Amazon Books:
“Learn the secret to captivating your audience.
“In Captivology, award-winning journalist, author, entrepreneur and investor Ben Parr presents a new understanding of attention – how it works, why it matters, and how we leverage psychological triggers to draw and retain attention for our passions, projects, and ideas.
“Parr combines the latest research on attention with interviews with more than fifty scientists and visionaries – Facebook’s Sheryl Sandberg, film director Steven Soderbergh, LinkedIn CEO Jeff Weiner, magician David Copperfield, New York Times bestselling author Susan Cain, Nintendo’s Shigeru Miyamoto, and more – who have successfully brought their ideas, projects, companies, and products to the forefront of cultural consciousness.
“The result is an insightful and practical book that will change how you assign jobs to your kids or staff, craft a multi-million dollar ad campaign, deliver your next presentation, attract users to your product, or convince the world to support your cause.”
