An elevator pitch, value proposition, 30 second commercial is the conversation starter. And how you start a conversation determines if you will be treated as a trusted advisor, partner or just another transactional vendor.
Salespeople often end up in “what’s your best price” conversations because they haven’t learned key principles in designing elevator pitches/value propositions that set them apart in an increasingly commoditized world.
IT’S TIME TO CHANGE THE SALES CONVERSATION!
Key Learnings:
- No one cares about what you do---focus on your customer
- Sell to the real buyer – your prospect’s reptilian brain
- Avoid generic, one-size-fits-all value propositions
- Eliminate the stutter step, u..m.m.m. ’s and “we do” language when delivering your elevator pitch
Your elevator pitch/value proposition is the selling tool that creates an emotional connection with your potential buyers. Let’s get the right conversations started!
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