Elevator Sales Presentations can be your more Important Weapon
If you represent a company – as owner or as someone involved in sales – one of the most important skills in the world to you, should the art of quickly summing up for anyone who could matter, an idea of what your company is about, and what your products are about. You need to know how to get your listeners interested and excited in what your company stands for. The elevator pitch, as they call this thing (because, you know, these are supposed to be sales presentations you make so quickly, you could meet someone in an elevator and make your pitch before the elevator ride was done), is such an important skill for any business representative that it’s a wonder how so many lack in basic skills in the art.
Not that anyone needs to take the elevator thing too literally; all it means is that one needs to be able to make sales presentations in as little time as possible because one never has the attention of a stranger for any longer than that. Here’s what you need to know to get started with an impressive elevator pitch yourself.
You need to always be anxious to keep your sales presentations fresh and new; businesses and their products are rarely static things. As your business evolves internally in character and in the kind of product it builds, it needs to make sure that it grows externally in image. Almost nothing that a business does to make its voice heard – advertising, brochures, websites – almost nothing it does can make the kind of impact a well-prepared rep. can in person – with the people that matter. You could never expect a six-sided brochure or a 30-second advertisement to be able to truly clear up questions about what makes your product different from the competition’s, why anyone should believe in what you sell. The best way to truly make an impact spreading the message would be to constantly think to understand your company and your product – so that your sales presentations reflect how even you are constantly surprised at your company’s abilities.
While you do want to appear as if you are so impressed with your company that even you are frequently surprised by it, you don’t want to be surprised by the recipients of your sales presentations. People get so comfortable making their elevator pitches that after a point, they stop thinking about what they say. That’s when a question can come out of the blue and catch them off-guard. A pitch that concentrates on how cost effective doing business with your firm is can go over great with most audiences; with someone who is more worried about great quality than prices, a question about how you would rate your company for quality in absolute terms without going into prices, might come as a surprise. A complaint from someone who’s used your company before and is unsatisfied, could catch you on the wrong foot. A good sales pitch is about having all the answers. Prepared ahead of time.