Your Elevator Speech
Tuesday, May 13th, 2008Know It Well
While meeting with the sales staff at Avila Retail in Albuquerque last month I described the importance of telling your customers the “W’s” about your store; WHO you are; WHAT you are, WHAT you sell, and WHERE it is in the store. Doing this breaks down barriers, makes the “trust sale” and gives the customer direction.
To be prepared, you must have it memorized and practiced to the point that you can deliver it as if it were the 1st time you ever did.
I was delighted this morning to get a call and follow up e-mail from Bob Shank in Albuquerque wanting “my take” on this memo he is sending to his sales staff. I think he say’s it very well.
Do You Have Your Elevator Speech Ready?
By Bob Shank
Do you remember the last time you rode in an elevator? If there was someone riding with you, nine chances out of ten you had some sort of conversation. You probably told them a little bit about yourself; such as where you’re from, what you do, and why you’re in town. Now think about the length of the ride. It was probably no more than a minute or two, tops. This conversation is called your “Elevator Speech”. Now think about a short, to the point “Elevator Speech” that you can use when you “TELL” (Step 4) your customers about your store. In Retail Selling Made Easy, Ron says “Tell your customers who you are, what you are, what you sell and where it is in a pro-active, no-pressure manner. Pro-Active, No Pressure Selling enables you to make the most of your time with customers while enabling you to effectively use the 9 Steps to Sales City. Good luck to you all and remember . . . keep riding those elevators!


