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By Kevin Stilwell - Added 4th of September 2009

 

Here's just a snapshot of a huge library of short pieces of information on how to do / not to do that I have picked up in the last 30 years.................... There are thousands more of these gems for subscribers to the academy.

If you don’t have an introductory sales message, you’re not ready to sell.  An introductory sales message is one that you can deliver in 10 seconds or less, but which sets up the conditions under which you can pursue a selling opportunity. It is one of the most basic pitches you will ever do but the wrong words will close far more doors than it opens.

The term elevator pitch is a bit of a cliche but think of an actual chance meeting that might take place in a social venue or at a conference, or in a hotel, or anywhere else you might meet people who ask: “What do you do for a living?”

These type of opportunities happen all the time. To take advantage of this common situation, you need a crisp answer that provides the potential to discover whether the asker is a potential customer.  Here are some ground rules for such messages:

·         It must be less than 10 seconds long. Reason: any longer and you’ve broken the social contract of casual conversation, in which case you’ve probably irritate the asker and proven that you’re just in “sales mode.”

·         It must start with the phrase “our customers” and  NOT “my job” or “my company.” Reason: Nobody is actually interested in your company, they are waiting to tell you about theirs.  

·         It must contain an intriguing, quantifiable, benefit and  NO reference to features and functions.  Reason: Nobody is ever interested in your product or service.  What they care about is what might change for them as the result of using it.

Example:

A- I sell an online sales training platform which contains the best sales e learning available on the market today.

B- My customers sales teams have increased their performance by on average 5% through using our on line sales development tools.

Which one would you use ?

 

 

 


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Article written by Kevin Stilwell - www.noprizeforsecond.co.uk.

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