How to Create an Opportunity to Use Your Elevator Pitch

Sales reps are often told that they need to have a strong elevator pitch – a brief summary that explains who you are, what you do and how your product or service will benefit a customer. I also really like the approach used by Sara Blakely (founder and CEO of Spanx) who adds that a good pitch should also answer the question ‘what problem are you solving?’

(Sidenote: Check out her Masterclass on Entrepreneurship - it's awesome!) No doubt, we have refined our pitch throughout our sales careers, yet many of us still find it hard to insert it easily into the conversation, without sounding like that double-gunned pushy sales person we imagine in the used car lots.

Here’s a little tip I have found quite useful. Simply ask the customer what they know about your company. This gives you an easy opening to present your pitch. It also gives you good insight as to how to present it most effectively. If they already know a fair bit, then keep it high level and confirm what they know. If they know very little, then that’s your opportunity to really present your pitch. Again, it should be a clear, concise and compelling summary of who you are, what you do and how it can help them solve a problem.

I would love to hear your examples of how you are using your sales pitch - drop me a note!

Happy selling!