Many times when working with my private coaching clients, I ask them to work on their elevator speech. You know the 30 second commercial. I also like them to have a 60 second and 90 second commercial.
Here is an good example of what can go on in an elevator.
Recently, I was in the elevator on the way to a large client appointment and a handsome guy in a good looking suit boarded. He greeted me and said, “Good morning, how ya doing?” I returned the greeting and went on to say, you look smart today, are you on the way to an appointment. He replied and said, well yes, I have an important interview with a new hire.
I then asked, “what do you do for a living?” He said he was the Director of Sales for a large real estate brokerage.
My follow-up question was, “How do you maximize your sales leads? (Elevator Question)
He paused and then replied, “Well it depends on the situation, what do you do for a living?”
I said, “I am in the business of helping organizations reduce their lost sales revenue through coaching and training salespeople.” (Elevator Statement)
An elevator question is any question that cuts to the heart of your prospect’s challenges, concerns or fears, and makes him think. It also implies that you or your organization may have a possible solution for his problems. Remember that elevator questions are not used only on elevators. They can be used at social settings, while networking, with friends, on social media, while selling on the telephone or anywhere during the sales process.
So have you practiced what your Elevator Speech is?