A Ticking Time Bomb

It’s easy to tell people who you are, your position, who you represent and what the organization does. Since every organization offers many benefits, figuring which one to focus on in your elevator speech is tougher.

Choose a benefit based on these criteria.

• It fixes an important problem for the prospect.
• The prospect is motivated to solve the problem now.
• The benefit reflects your competitive advantage.

Relate Benefits to Time Bombs

Time bombs are problems waiting to explode inside your customer’s office. When they detonate, they create havoc and damage. Mentioning a ticking time bomb often grabs the prospect’s attention.

Here are two good questions to ask when identifying time bomb problems.

• If the problem explodes would the prospect’s boss be angry?
• Would defusing the bomb before it explodes make the prospect a hero?
If the answer to both questions is, “Yes,” then you’ve identified a powerful bomb.

What Should an Elevator Speech Say?

The basic elevator speech quickly states:

• Who you are.
• Your position at the company you represent and what the organization does.
• An important benefit with widespread appeal.

This is my elevator speech as president of Thought Transformation. “My name is
Linda Bishop. I am the president of a national sales training and consulting
company called Thought Transformation. We help companies like yours grow
sales through the right combination of tools, training and tactics.”

Take time this week to work on your elevator speech and post it to the blog. I'd love to see it!

Going Up?

This week we will explore The Elevator Speech. The first thing you are probably asking yourself is, "Why Do I Need an Elevator Speech?"

The answer to that question is sales start when potential buyers learn about your offering and they’re interested. A good elevator speech helps you create interest.

• It tells people who you are and proclaims how you help.
• It demonstrates to the buyer they’re dealing with a competent
professional.
• It opens conversations.

Ultimately, a good elevator speech pays off—often in unexpected places and situations.

More on The Elevator Speech tomorrow!

Weekend Reading

I've created a resource site for business owners and sales professionals.

On the site, you can download articles on creating your elevator speech, identifying and reaching decision makers, your prospect scorecard and setting goals, which includes my article on "Filling the Funnel."

Visit www.LindaBishopOnline.com. Happy Reading!

Asking One Question Helps You Close More Sales

Customers want to solve problems. The next time you talk about a new product or service, present the benefits of your solution and then ask, "Can you share a reason as to how you think this would help you?"

Listen closely to the buyer's answer and use what you learn during the sales cycle.

• Does the buyer sound enthusiastic?
• Is the reason they give compelling and powerful?
• Does it indicate the buyer intends to act now?

Repeating the buyer's words helps close deals. It's an easy technique. Master it to sell more.

The Dog Sack

Have you ever heard of “The Dog Sack?” I didn’t until I saw this blog post. http://bit.ly/c1E9cx

The post proves this: Products come and go. Knowing how to sell always has value, as long as you’re willing to apply it in new industries.

On The Road Again

I will be presenting "Selling in Tough Times 2010" in Louisville KY tomorrow, March 24th, and in Nashville TN on March 25th. This training is sponsored by The Printing Industries of the South. It's fresh thinking and new ideas on cold calling, getting opportunities and closing them.

To learn more go to http://pias.org/meetingschedule.htm