THE PERFECT SALES ELEVATOR PITCH
The elevator pitch is simply POWERFUL. If used properly, it will allow you to instantly capture someone’s attention and have them begging to know more about whatever it is you do.
Once you learn these powerful elevator pitches and use them naturally in a conversation, you will be amazed at the influx of new clients you will have. Now, keep in mind, you do not need to know all of the pitches. Find the ones that you like the most and learn them so well that when you use them it will sound natural, not scripted.
You do not want to sound like a robot. Sounding like a robot will not earn you the business you are looking for, instead, it is a sure fire way of looking like someone who is nervous and out of their element. You are a sales professional, so, sound like it.
First, before we get started, let’s get something clear. An elevator pitch is not the same thing as a sales pitch. An elevator pitch is a different ball game all together. A sales pitch is a sales presentation. During a sales presentation, you typically have ample time to present the product or service you are attempting to sell with time allowed for objections to be brought up and overcome.
Elevator pitches, on the other hand, are used in social events, conferences, trade shows, when you meet someone while you are out running your errands, or waiting in line for a Starbucks coffee.
The elevator pitch is used when time is of the essence and you only have a few seconds up to maybe two minutes to elicit someone’s emotions and peak their interest enough to want to know more.
In a very short period of time, you want to get the other person interested in what you do, not bored with a lot of fluff. So make it powerful, interesting, and intriguing. Most people use the elevator pitch only to get a prospect’s (and from this moment forward, we will be using the terms prospect, client, and customer interchangeably) card or to give them theirs. After learning these persuasive and powerful elevator pitches, you will not be a part of the majority who use it to get or give a business card, you will be using them to get the deal!
Typically, people are not good at things because they have not practiced them enough or are practicing the wrong technique and the elevator pitch is no different. If you are a sales professional, you want to make sure every area of your successful sales formula is practiced and topnotch. If it isn’t, the only person you can get upset with about your commission check not being big enough is you. Every professional practices and perfects their craft. I advise you to do the same if you want to be in the top of your field and earn a lot of money.
Here are a few ways salesmen sabotage their elevator pitches:
· Talk too much
· Use too much industry jargon
· Stand awkwardly and/or unconfidently
· Not enough eye contact
· It’s too formal
· Too focused on who you are instead of benefit you offer
· Does not sound natural
So, to avoid these common mistakes that salesmen make and hinder their income, here are several proven elevator pitches you can implement in your repertoire to increase your bottom line.
With each of these examples below, I want you to grab your laptop or a notepad and something to write with, and begin writing 10 examples of your own that will work for you and your business. Remember, you will only be as good as your sales technique and process. The better technique and process you have, the better living you will earn.
Examples of Elevator Pitches:
Wow, How, Now
The “Wow, How, Now” method is simple, fun and grabs attention right away. It was created by Brian Walter, a communications consultant and founder of Extreme Meetings Inc. Brian explains that with the Wow, How, Now method, “you will create surprise and interest the second you open your mouth,” and that by, “revealing what you do in an engaging Wow, How, Now sequence, you connect with a dialogue instead of a self-sabotaging monologue,” which is very important. The last thing you want to do is bore someone to death or verbally assault them while you are trying to earn their business.
1. “WOW” You want to say something humorous, intriguing, or even puzzling that will make the other person want to hear more. It’s a creative summary of what you do that demands some clarification.
2. “HOW” Answer the stated (or unspoken) question and explain exactly what you do.
3. “NOW” Shift into storytelling mode, giving solid examples of a current customer.
Examples:
Prospect: So, what do you do?
Me: I’m a success advisor.
Prospect: Huh?
Me: I am a coach who helps my clients find clarity in their business needs and assists in creating the most powerful and efficient path to achieve their desired goals and create a system of accountability. Now, for instance, my latest client was finally able to clear the roadblocks that were keeping her from finishing her book and now, she has gone on to land on the New York Times best seller list.
Prospect: So, what do you do?
Me: I help create money machines.
Prospect: Huh?
Me: I teach people how to use their language patterns more effectively in sales. Right now, I’m working with a consulting firm to train all their senior sales consultants on how to create unstoppable confidence and sales closes that will have prospects literally handing them their business.
Prospect: So, what do you do?
Me: I help people lie, steal, and drink.
Prospect: Huh?
Me: I assist people in locating their dream vacation home. Now, for instance, I’m working with a young couple who are looking to locate their dream beach home that will enable them to lie with the one they love, steal away beautiful days to always share together, and drink in the moments that will take their breath away.
Prospect: So, what do you do?
Me: I’m a sculptor.
Prospect: Huh?
Me: I have specifically designed programs for the couch potato that has never worked out a day in his or her life and wants to run a 5k, to the weekend warrior that is just looking to improve their level of fitness. These scientifically designed programs have helped to sculpt my current client’s body from one they were depressed living with into the body they truly desire, full of energy and strength, quickly and easily.
S.I.R. Framework
Another great elevator pitch is the S.I.R. Framework based on storytelling principles created by Gartner analyst, Richard Fouts. The principle is based upon creating conflict, escalating the conflict, and then resolving the conflict. This is one of the first pitches I learned in the car business.
1. Situation Conflict- Create or illustrate the pain of a current situation.
2. Impact (escalate conflict) – Explain the impact of that situation.
3. Resolution – Explain how you solve the problem.
Examples:
Prospect: So, what do you do?
Me: Well, you know how most sales people try to execute a smooth and successful sales process, but do a poor job at it? Well, poor language patterns and a poor sales process have been proven to be the reason behind it. When salesmen are ignorant to persuasive language patterns that get people to buy and are ignorant to a successful sales process that works; sales don’t close. Money is lost not only for the salesman, but also the company, as there are no referrals to take advantage of, and a lot of time gets wasted. My company shows salespeople how to become top producers by implementing a proven successful sales process and using powerful hypnotic language patterns to capture those sales, bring in more referrals, and become more efficient with their time.
Prospect: So, what do you do?
Me: You know how most of the time when you go to buy a new car, it is a looooong (emphasize the word that you want to attach more emotion to) drawn out painful process where the car salesman is like a robot, going back and forth and back and forth from you to the sales manager to see if he can get you a better deal and when you finally do buy after spending allllll day at the dealership, you are not even sure if you got a good deal or not, you were just ready to leave? Well, I can change all of that for you. If you, like me, like to enjoy your day, and time is valuable to you, then you will absolutely look forward to buying your next car from me.
Straight to the Point
Here is a straight to the point elevator pitch from Benay of Universal Coaching Systems, for the no nonsense prospect. Remember, you need to quickly gauge your prospect and know which powerful weapon to use in order to earn their business, or at the very least, earn the opportunity to present your sales pitch for a later date.
Hi, I’m “name” from company “name”.
I am a “description” for “client’s type”.
“Cool statistic related to your specific business or to your niche as a whole”.
One thing that makes my business stand out from my competitors is “blank”.
Something I am looking for right now is “blank”.
If you have any ideas, I’d love to discuss them with you after the meeting.
Examples:
Hi, I’m Mike Smith with 123 Realty.
I am a top producing real estate expert who works specifically with commercial real estate investors.
My firm has closed more contracts this month than most other firms close all year. What this means for our clients is they are guaranteed to be working with a company who knows how to get the best deals, best opportunities, and get the transaction completed quickly and efficiently.
One thing that makes my firm stand out from my competitors is that ninety percent of our business is repeat and referral business. That means a lot to us here at 123 Realty.
Something I am looking for right now is earning new business which will allow others to experience the same investment and return opportunities that our current clients are happily experiencing.
If you or someone you know would be interested in making sound investments, I’d love to speak with them about it.
Hi, I’m Daniel Austin with 123 Motors.
I am the top salesman who works specifically with customers looking to get the best deal on a car.
Our dealership is involved in more charities and community functions than all the other dealerships in town combined, and coincidentally, we sell more cars than those other dealerships combined too.
One thing that makes our dealership stand out from the competition is that we are very transparent with the entire sales process. Our cars have no “haggle” pricing, you see the options with the lenders and their rates right after you complete the paperwork and you get to choose the one you feel most comfortable with. This way, you do not have to worry if you received the best deal when you leave our dealership, you already know you did. If you or someone you know is looking to get a great deal on a new or pre-owned vehicle, I’d love to speak with them.
These should get you going!
You Are STRONGER THAN FAILURE,
Danny Cole