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Death of an ‘Elevator Pitch’
© 2006 DealBuilders, Inc. All rights reserved.
Pete Ekstrom – The ‘Gold Caller’
www.thegoldcallscript.com
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• Shot in the Lobby – (What Killed Your Pitch?)
• Cause of Death?
• Questioning Suspects…
• ’Convicting’ Suspects…
• Anatomy of a Gold Call Script
OUR AGENDA
Shot in the Lobby…
© 2006 DealBuilders, Inc. All rights reserved.
What Killed The ‘Elevator Pitch’?
© 2006 DealBuilders, Inc. All rights reserved.
Attention -The new
currency of business.
Objections
+ Brush Offs
= ‘Attention Filtering’
* Sales Calls ‘Die’
Within 10 seconds…
C.O.D. – Lack of Attention
© 2006 DealBuilders, Inc. All rights reserved.
R.I.P. ‘Elevator Pitch’…
© 2006 DealBuilders, Inc. All rights reserved.
Questioning Suspects…
• Sound Byte Dialogue & Questioning
© 2006 DealBuilders, Inc. All rights reserved.
‘Convicting’ Suspects…
• ‘Box’ Your Dialogue
© 2006 DealBuilders, Inc. All rights reserved.
Anatomy of a Gold Call Script
The Ice-Breaker
The Lemonade Statement
Focus Question
Attention Question
Closing
Question
© 2006 DealBuilders, Inc. All rights reserved.
The Gold Call Ice-Breaker
Ask for ’10-Seconds’…
Example:
“Hello Joe, this is Pete Ekstrom with ABC Company - and I’m hoping I might have 10-seconds to explain why I’m calling”…
© 2006 DealBuilders, Inc. All rights reserved.
The ’Lemonade Statement’
Describe your business in simple terms like ‘Lemonade’
10 words or less works best!
“A Cold Drink for Thirsty People”
The FOCUS Question
** Are you speaking to the right person?
** Is your prospect thirsty?
** Does your prospect have a need (problem)
Example:
Q: ”How much personal focus do you have upon solving problems with ___________?
© 2006 DealBuilders, Inc. All rights reserved.
The Attention Question
Close for Attention!
Example:
“Suppose I could (insert value here), would I get any of your attention”?
• “When can we meet”?
• “Are you looking at your calendar”?
• “What day looks good for you”?
• “When can I stop by”?
• Can you spend a few
minutes with me now?
The Closing Question (Scheduling)
Q: “When will you get more attention”?
© 2006 DealBuilders, Inc. All rights reserved.
Summary…
•Don’t Take the Elevator
•Keep it Simple -‘Lemonade’
•‘Box’ your prospect w/questions…
•Close for Attention
© 2006 DealBuilders, Inc. All rights reserved.
Gold Call Benefits…
• Prospects Like the Gold Call
• No Objections
• Closes for a Decision – Yes or No
• You Close More Sales Appointments
Gold Call CSI:
www.goldcallcsi.com- $39.95
Call Recording ‘Autopsies’ w/ Real Sales Prospects
• Prospect Likes The Gold Call
• Closing the Appointment I
• Anatomy of a Gold Call I
• Leaving Messages
• The 2-Minute Gold Call
• A Call to the President
• Getting to the Right Person
• The Inquiry Call Script