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

Prospecting

There is nothing more difficult in any salesperson's life than prospecting. We hate it.

Let me throw out some ideas that might make prospecting easier:

• Decide on the purpose of your prospecting call (be it phone, email, or face to face).
• Is it to get an appointment? If so then aim for that and nothing else. Once you get your appointment say thank you and excuse yourself. Do not sell your product. You have achieved your goal.
• Do your research. Spending 10 minutes on the Web learning about your prospect, his company, and his background will make it so much easier to get that appointment. Read the local newspapers and industry specific publications.
• Be smart about prospecting: Phone calls are just one way of getting an appointment. Use social websites: LinkedIn is an excellent way to get to meet the people with whom you want to do business. Consider Facebook. Send short, sharp, appropriate, personalized emails.

It's all about working smarter and not harder.

Introduction to my thoughts about selling

Whether we like or acknowledge it we are selling every moment of every day of our lives.


We learn as children that in order to "get" something we need to do something special. We cannot just ask. Asking usually elicites a NO answer. So we learn to frame our request in a manner that makes it easier and quicker to get a YES answer.


Every day we are exposed to strangers, family members, work colleagues, bosses, etc. Every day we will ask some or all of them for "something". In order to achieve this with a minimum of fuss and a maximum chance of success, we SELL. We frame our words, our actions, our arguments to benefit our chances of obtaing what it is we want.


MY passions are photography, travel, and fish farming. I want to earn money from my photos. I need to be able to have enough money to travel. I have to sell the fish that I farm.


Currently I am the Country Head for the Middle East's most successful provider of eRecruitment solutions. This is my "paid" sales job.


This blog, i hope, will touch on the many, varied, and exciting aspects of the sales process. Hopefully one or some of these tips will help one or some of you to achieve a goal easier and quicker.


I seek your input and your questions. Thoughts and ideas are generated through discussion and discussion ultimately ought to lead to action.


edward