Whose attention span is longer – yours or the person you’re talking to? Well, if you’re talking to a prospect about business matters, your attention span is probably considerably longer. With the endless amount of distractions, getting someone’s attention today is difficult. The danger is that this attention issue may drastically harm our ability to attract a prospect and ultimately close a sale.

Attention span is defined as the amount of time that a person can concentrate on a task without becoming distracted or bored. The attention span today is shorter than ever- some experts say it is 17 seconds. Let’s time it. If you count to 17 right now (1, 2, 3, 4, 5 …. 17) – you have arrived at the amount of time you likely have to stand out with what you say.

Before you go to the next business function or go into a meeting where you want to make a good impression, count to 17. And remind yourself that this is all the time you may have. First impression? Lasting impression? Your 17 seconds may define you!  But do you know when people will be engaged, paying attention and not bored? When they are talking!

Actually, listening is your best shot to make a real impression – as counter intuitive as that may sound. So instead of coming up with great things to say about you, try coming up with engaging questions that will keep them talking…and interested.