The Elevator Speech

The elevator speech must grab the person’s attention in a short amount of time. Its purpose is to convert that attention into a conversation, or at least to give a clear idea of how you help people. People will identify with the problems you solve much quicker than they will with the things that you do. Most salespeople focus too much effort in telling what they do and require the prospect to make the connection. For instance over the years I have met very few early stage CEO’s who think they need sales training but every one has worried about how they could build a salesforce that would take the company to the next level.