From SalesDog.com:
Presenting to an ADD Generation
by Errol Greene
Statistics tell us that a majority of people suffer from at least some level of Attention Deficit Disorder. That's strike one against anyone tasked with presenting. If you're confident your PowerPoint sales presentation is going to win you lots of new customers, consider this: according to a College of Charleston study, average adult retention from a lecture format presentation is about five percent. In other words, 95 percent of what you say is forgotten within just a few days, sometimes hours. The problem is that if that happens, nothing else will, including a sale.
There is good news though. There are easy methods available to increase retention. If you could get people to listen and remember what you said after the fact, ideally during their decision process, your close rate would increase dramatically. To help you do just that remember: three's a charm!
A simple concept that many people don't comprehend is that the more information given, the less will be remembered. The brain simply becomes overwhelmed when it has too much to process. According to memory studies, the optimal number for retention is three, an important fact to remember in creating presentations. Limit your presentations to the three most important concepts you wish to communicate to your audience. By adding more, effectiveness suffers dramatically. Need proof? Think of the things we can quickly rattle off in three's: the Niña, the Pinta, and the Santa Maria; Winken, Blinken and Nod; Curly, Moe and Larry. Now, think of something in fours ... exactly.
When writing your presentation, focus on the top three points you need to convey, and at the end, summarize them again. By telling your audience that, "If you only take away three things from this presentation, these are what you need to leave with..." the critical aspects of your message will be remembered, and retained, when purchasing decisions are made later.
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