Elevator Pitch Sales Tips How to Make an Effective Start to Your Pitch
Elevator pitch sales techniques can give your pitch an attention grabbing introduction.
It's a proven way to start your sale for all selling roles. It works for formal sales presentations, informal sales, and telesales or cold call and appointment setting telephone calls.
Retail sales people can use the elevator pitching skills to start their conversations with customers and stop those early objections.
Direct sales professionals need a way to quickly get their message across to a sales prospect and hook their interest before they shut the door.
So whatever line of selling you are in you can adapt the elevator pitches to give your sales pitch a really good start, and then lead the buyer into your sales stages.
Common Sales Introduction Mistakes
Watch the short video clip below and spot the common sales mistakes that many sales people make.
So okay, I exaggerated some of the common sales mistakes in the clip. But, I’m a Sales Manager and believe me, some of the sales introductions I have seen people do are as bad as the one in the video clip.
When you open your sales pitch you should:
Only include important information
Sell the potential Benefits of listening to you
Hook the sales prospect’s attention
Include a call to action, the next sales stage
Be brief and to the point
Now let’s look at using the techniques of an elevator pitch to do all that.
What is an Elevator Pitch
The elevator pitch originated in the USA and is a quick and effective way of communicating the important parts of your business message.
It’s called an elevator pitch because the communication technique could be used effectively in a very short space of time, such as an elevator ride.
It was originally used for business networking in any place or situation.
It was so successful it has now been adapted as a sales technique.
You can use your pitch in any situation, such as elevators, and it works really effectively in the first minutes of meeting a sales prospect.
It can make your sales introduction comfortable for both you and your prospect. And it sets up the rest of your sales pitch.
Elevator pitches, or lift pitches in other parts of the world, are short and to the point and include: Who you are, What you do, How you could benefit the listener, and a lead into the next step.
The key element that makes it a successful sales technique is that it communicates only the important information and doesn’t bore or lose the prospect.
Now Build Your Elevator Pitch
Consider the vital information that should be included in your elevator pitch.
Who are you
Your name, as you hand them your business card.
A brief line about your company and what you do. ...Remember, keep it short..
You are not selling your product at this stage. You are gaining trust, building rapport and relationship, and selling the benefits of you and your business.
Before the prospect will move to the next stage with you they will have to see potential benefits. They will also have to trust you and believe what you tell them about those benefits. So give them some reasons to do just that.
Benefits of listening to you
How can the sales prospect benefit from listening to you. What’s in it for them. In a short concise summary, how can you help them.
In the video above you saw the salesman give a two minute pitch about his company. This leads to bored buyers and lost attention. You can tell the buyer more about your company later when you’ve established what information will be important to them.
For now, focus on the potential benefits they could gain from doing business with you.
The next step – The call to action
This can be an overview of your agenda for a formal meeting. It could be a lead into the questioning stage of your sales process.
Whatever the next step is you can link it to a potential benefit.
For example: If I can ask you a few questions about your business I’ll be able to tell you if we can supply what you are looking for.
Retail sales people often say they can’t use this type of sales pitch because they have difficulty with linking this next step or call to action. All any sales person needs to do is to come up with how they can help the buyer gain the benefits.
As a retailer you are the expert. If you’re in fashion and clothing then you are the expert that can help the customer make the right choices.
Remember, you can be many things to a sales prospect, not just a salesperson. Advisor, expert, store guide, friend, someone to bounce ideas off, or someone that has used the product and can tell them about it.
Whatever line of sales you are in write a list of benefits the buyer can gain by moving with you to the next stage of the sales process.
The Elevator Pitch Sales Introduction
The Sales Introduction is the most important part of your sales pitch, so invest in making it work for you.
Using the elevator pitch sales technique is just one way you can make your sales introduction more effective. Here are links to more resources on this website that you can use to increase sales, earn more money, or grow your business.
Build a wining sales pitch
If you’re serious about increasing your sales results, and want to build a really effective sales introduction here’s something you should see.
This is the sales training course I use to help my sales teams build all the stages of their sales.
It’s a complete exercise program that shows you step by step how to build each stage of a sales pitch specific for your products and services.
You can download it and start using it today to increase sales.
You get the full text, as I present it in live training sessions, which you can use as a personal sales training program or as a complete course to present to your sales team.
You get additional trainer notes and the slides I use when presenting to working sales teams.
This course has proved successful for many others, like you, and now it will work to give you the results you want. Open the Sales Training Course or click the image above for more information.
Making Sales Appointments by Telephone
Are you going to use the elevator pitch to make sales appointments by telephone?
This professional sales appointment training workbook will help you build a stunning introduction for your sales appointment calls.
Then it will show you step by step how to build each stage of the sales appointment call stages.
Used by working sales professionals and giving you everything you need for a fast acting appointment setting course that you can download and start using today.
Click the link or the image and see how my team keep their diaries full by cold calling to make sales appointments.