The elevator pitch

How many times has someone asked you what you do for a living?

In reply how often have you stumbled through a 10-15 minute disjointed tirade that has left the asker confused and committed to never asking such a question of anyone ever again?

In today's world, whether we like it or not, we get asked such questions and judged by our answers all the time. More importantly, if we consider ourselves, or are considered by our bosses, to be professional salespeople, our answers could very well directly impact our earning capacity. Remember that the person we answered may well talk to others about our response so the impact of our response is far greater than we think.

In the sales profession the "elevator pitch" is the answer one would give to just such a question from an individual if he or she were in an elevator and we, by the nature of our physical location, only had a minute or two to respond.

How many of us would really be able to respond succinctly and with enough detailed information so as to allow the asker to exit the elevator knowing exactly what we do for a living?

So I encourage all of you to take the time to write down and rehearse your response. And don't just rehearse them alone. Do so in front of your friend and peers. Do they understand what you do for a living after you have explained it to them in 2-3 minutes?

You may be surprised to discover that it is not as easy as you think.

edward