In B2B selling, your buyer’s mind will wander during your presentation. Ideally, they will not wander so far that they forget they’re attending your Zoom call. 

While mind-wandering can have a positive impact on leisure or creative activities, it has negative consequences in communication because it is linked to less comprehension and more reliance on automatic behaviors. This means that changing your buyer’s status quo is harder. 

On today’s show, we’re going to explore the latest research on what to do (and what not to do) when the person's brain, you’re trying to sell to, takes a break. 

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